Happy New Year, everyone! Hope you all are excited about what I'm sure will be an awesome 2008!

This entry may be met by a "DUH!" by some of you more seasoned folks out there, but any thing you can add would be greatly appreciated. Let's make today the day we extend ourselves to others and share a little about what we know!

I have been fortunate enough to have trained, coached and mentored dozens of agents and I gotta tell you that I am often stunned by the mindset that the majority of the "newbies" possess. Yeah, they get the part about commission, they get the part about climbing that ladder, but they miss that one key piece that can be absolutely EMPOWERING.  And once you wrap your head around it you will be more confident, more capable of asking for those hard earned commissions without apology/negotiation, and more willing, I think, to get out there and make it happen.

Just who do you think you are? Please, please don't say "I'm an agent." And don't say "I work for XYC Real Estate Company", either. Try this on for size:

I AM A REAL ESTATE PRACTITIONER.

That's right - you OWN your own practice! Just like doctors, attorneys, accountants - you are the owner of a business and a designation that requires you to remain educated, ethical, and committed to a standard of practice. If you start thinking of yourself in this way, I guarantee your whole demeanor will change in front of potential clients and you'll find you'll earn that listing or buyer without having to compete. 

Consider this:

• Doctors, lawyers and accountants don't negotiate their fees...and when's the last time you asked them to? Why, because we are conditioned in this society to hold them in high regard. Because they are educated (so are we), they have lots of expenses (so do we) and they are an expert in their field (yeah, and SO ARE WE!!!)
• Practitioners grow their businesses through relationships...and so should you. When's the last time you saw your accountant on a billboard? Do you think a physician is paying for Internet leads? They're not conditioned that way...they are taught out of the gate to grow their practices through referral and service.
• Practitioners learn the "business of doing business" - and you can't afford not to. It's a shame, really - most RE licensing courses teach you how to pass the exam, most brokers show you some basic farming techniques, but you're on your own in terms of establishing your practice. You MUST devote time to a business plan. You MUST spend time with an accountant and an attorney to understand your liabilities and responsibilities and you MUST consider this to be an integral part of being in this industry.
• Practitioners specialize - and when they do, they are met with a higher perceived value by the consumer. I don't know about you, but I don't want to see the " I can fix it all" doc or the general practice attorney. I want that professional who knows more about one area than anything  - and anyone! -else. There comes a point in time when med students are asked "what are you going to specialize in" and if you haven't done it yet, you need to ask yourself the same question! Why? Because your perceived value will be higher. You can free up time by dedicating yourself to a niche you enjoy. You can market yourself more effectively...need I go on?
• Practitioners know they are building something of value, that can eventually be sold. My dentist recently moved so that he could fulfill his purpose - to work in an area where he would care for  those who are indigent and underprivileged. How did he do it? He sold his established practice! What a win-win! The new dentist came in, maintained the same standards and commitment, managed the same database, and is busy and happy. You can do the same thing! If you sow those seeds, build that practice over time, you too can reap big rewards down the road.
• It's called a "practice" for a reason - because it's not a destination you will reach; you keep working and learning and getting better at what you do. What will you do this week? This month? This year? Are you committed to serving your clients and community better by engaging in the practice of real estate?

I hope these points make some sense to you. Your success in this remarkable industry is yours for the asking, and I wish you happiness while you attain it!

All the best ~

Beth