Well here it is, finally! The Holy Grail...The Big Secret...The "One Thing"...
Ok, ok, so your not fooled by the hype. Good, then you know that there is no "ONE THING" that will ensure your success in Real Estate. If there was I'd bottle it and we'd all be rich! But I would argue that there is one fundamental truth that is about as close as it gets...in my humble opinion...
You've got to want it!
Now before you all jump in and yell at me, let me lay it out for you. All the coaches and all the trainers in the world agree that the truely successful salespeople are successful because they are willing to do what the rest of us are not willing to do...or at least not do as much of. Why are they so willing to hang it all out there and do the stuff many of us cringe at? Doorknocking - hundreds a week, 50 calls a day, pop in on at least a dozen FSBO a week...
They want it! They Need it!
Here's a good example of scale. When I left the Air Force and started my Real Estate career, I needed an income. Seriously, I needed it to eat and keep the lights on and not let my family down. Do you feel any motivation there? So, I was willing to do anything my coach told me I needed to do. I worked for an independent firm in Virginia, where the owner was the 'Rainmaker.' He would put 30 to 40 listings on the market each month. Yes he had an administrative staff, and yes he had lots of help, but he was diong something I wanted to do. He was making an exceptional income in Real Estate. So when my coach told me how he did it and what he focused on everyday, I took it to heart and I did what I needed to do. Now I didn't have the staff and I honestly didn't want to work 7 days a week and 18 hours a day, so I decided to scale the activities to meet the need! He would do 6 to 7 appointments a day, and sometimes more. I decided to shoot for 4 to 5 a week. At the time I only needed enough to replace my lost income. After I accomplished that I wanted to be the rookie of the year - that was important to me. Then I wanted to be the top agent - that was very important to me. Then I wanted an office of my own - see where I am going? We sometimes call these goals. But goals without NEEDs are just wishful thinking.
Don't just set goals, figure out what you NEED. That's where the fire is. So stop making goals and start satisfying your NEEDs. But first you need to figure out truely what they are. It's not always about the money. I know some folks who when they helped a nice young couple buy their first home and start their new family got hooked on that feeling. They wanted that feeling everyday! So they went out and did everything they could to find more young families to help! That's a fire! Don't just say "Oh, I would like to make $50,000 this year." Find your fire, find your NEED; then feed it everyday!
Stop wanting it and start getting it!
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