Permanently involved in the soldier's discipline

I see Realtors as soldiers in their own way. Probably the most difficult thing for a "civilian" (non-salesperson) to grasp is the monumental amount of work - mental and physical work - involved with the craft. I often meet people who think the hardest thing about my job is the constant driving around. They don't consider the amount of effort that goes in setting up an appointment and the preparation necessary prior to presenting the product.

Just like soldiers, I worked under rain, as well as extremely hot temperatures. I remember a few times going for a shower at lunch time so I didn't look soaked with sweat when it was time to meet my client in the afternoon. Although it shouldn't be the norm, I have visited with some clients while running a small fever or while experiencing earache.

Discipline is to become second nature. We should approach our work as professionally and in as businesslike a manner as a doctor or lawyer or banker. There is no such a thing as "variable schedule". Obviously we don't do the usual nine-to-five, but we can't afford to re-plan our working hours day by day according to our personal interests.

The best definition of discipline I ever heard is this: doing what is required of you regardless of your problems and fears. I discovered that with discipline comes courage - courage to extend ourselves, to subdue with your own resources the voices in your head, your personal demons. Discipline is courage. No great salesperson can overcome the job's pressures without it.

Whether we feel like facing the clients on a particular day is immaterial. We are expected to show up on time, master our scripts, and be in peak physical shape. It isn't acceptable to tell a client, "I don't think I feel like seeing you today. Can we do it tomorrow?"

The rules are strict and unyielding. No salesperson, regardless of his/her productivity is exempt from them for very long. Some people make themselves seem so important that they feel they can't be replaced, even if they don't meet the demands. In reality, salespeople who don't meet the demands ultimately find it difficult to get work.