Education & Training with Keller Williams Town & Country Realty


 In my experience, over thirty years now, as a real estate agent success was based mostly on that person's natural abilities. They had a talent and natural ability to speak with people as well as saying the right thing at the right time. More often than not, I hear new agents say, when they become discouraged that they must not have the personality to "sell" as if it were something one was born with. They feel that it takes some natural abilities like the "gift of gab", the ability to "ask for what you want" from people, and to be confrontational when necessary. They think an agent's success was based mostly on their natural born abilities, like the ability to paint a picture or sing a song in key. But this is far from the whole truth! Lots of natural ability can lead to overconfidence and lack of natural ability contributes to low confidence, so much so that many never attempt anything out of their comfort zones. The truth being, if you don't feel uncomfortable you aren't growing, as an agent or a person! The truth about ability is neither set nor predetermined how successful you will be.  However, it can be developed or it can be wasted. But this article is about the "glass ceiling" and what happens when this happens to you?

 Did you know (or experienced) that natural ability can only take you so far? No matter how gifted you may be everyone will hit what I call the "glass ceiling" of achievement! What do I mean by that? The "glass ceiling" can not be seen but it can be felt when you run into it! There is no if, but rather when you will hit this ceiling of glass. The truth being, to make more money you may have to work more hours. The question are, how many hours are you willing to work? Can you work 40 hours, 50 hours, 60 hours or more? When was the last time you took a whole day off? Or when was the last time you took time off without guilt or worry? That's what I mean by the "glass ceiling" of achievement! The next question you may ask yourself is, "How can I make more money without killing myself or giving up a life outside of real estate?"

 There is help. There are those who have gone before us, or re-inventing their career agents, who've paved the way that can show new and struggling agents how to answer this question. There are models of doing business. Starting with models you can push your ceiling higher and eventually break through them. But even great models will have their limitations, so eventually you'll hit a new ceiling. When that happens you will need creativity.

 What I have learned over my many years of "trial and error" business and doing everything on my own, is that I need help. I can't do it alone. I need support. I need someone to tell me what works and what doesn't. The "trial and error" way of doing business is too costly and takes too long! The trick to having breakthroughs in your real estate life is to adopt the right foundational models. These models need to be as big and ambitions as you can possibly find. Typically, the bigger the model the further you can ride it before hitting a "glass ceiling"! And that is one of the most exciting advantages big models offer.  


 In Keller Williams Realty, we have a new paradigm of doing business and that is we found that sharing "what works" makes our chosen profession better for everyone. What I mean by that is, what is good for one benefits everyone. I don't care who you work for when we share information and treat each other well and with respect everyone prospers and our reputation with the public becomes more respectable and we all benefit! So, what else am I saying? Make sure you get training! Don't try to "wing it"! Be the professional you claim to be! A professional is always learning, studying, improving, practicing, and delivering the "goods"! Be a pro and study your craft! Be a smooth operator and a stand out in your field. Adopt the models and systems that gives you the breakthrough to the next level of your chosen profession, Real Estate.

Ellen Hicks 6/30/2008 www.EllenHicks@kw.com










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