DO YOU HAVE A LIFE GUIDE FOR SUCCESS??
"Today is the first day of your life as a SUCCESSFUL real estate agent."
Even though we think we know we are successful, until we really look at our situation and evaluate it in truth, it is very hard to say that to oneself.
I am telling you that I have a guide that you are welcome to use...or not!
This guide below is the simple truth about real estate success.
My guide begins with a few simple ideas:
- Success in real estate is cumulative.
- You will never be successful in real estate if you think you know everything there is to know about it.
- You will not succeed in real estate if you don't like people, even the most difficult and unlikable sort.
- Success in real estate is based upon all your failures and what you have learned from them.
- You don't necessarily succeed in real estate when you are making money.
- Future success in real estate is based upon current actions and activities.
- Never discuss the details of a deal with anyone but those involved in it; "Loose Lips Sinks Ships!"
- Most important of all: Success in real estate has everything to do with your frame of mind!
SUCCESS IN REAL ESTATE IS CUMULATIVE
When you do your first deal, there is nothing like it. It may happen as soon as you get a desk with a sponsor but more than likely it will come after the first year in the business. When you close on your first deal you have that surge of good feelings---then you come crashing down as you remember: "I have to do this all over again, and again, and again!" The reality is rather harsh until you get used to it.
YOU WILL NEVER BE SUCCESSFUL IN REAL ESTATE IF YOU THINK YOU KNOW EVERYTHING THERE IS TO KNOW ABOUT IT.
Your abilities in real estate come only from your experiences and studies. Each and every time you go to Town Hall, pitch a new listing or work with a new buyer you learn something new---every deal is another notch in your professional belt; every bad experience has tremendous value. You can't get there from here without those learning experiences.
YOU WILL NOT SUCCEED IN REAL ESTATE IF YOU DO NOT LIKE PEOPLE, EVEN THE MOST DIFFICULT AND UNLIKABLE SORT
I knew a woman in New York City who was very outspoken about the people she "couldn't stand" when she was trying to sell real estate. There were quite a few--in fact there were so many she didn't like that she did absolutely no sales for YEARS! She finally gave up on the business, saying "Real estate is a terrible business and it is impossible to succeed in it!" This experience showed me how absolutely critical it is to have a loving, helpful attitude with every single person I work with--it is VERY difficult but essential. Working on this one thing will open doors to business every day of the week.
SUCCESS IN REAL ESTATE IS BASED UPON ALL YOUR FAILURES AND WHAT YOU HAVE LEARNED FROM THEM
When you lose a deal, celebrate it! When you can't find a buyer the house of their dreams, thank them for allowing you to learn the inventory! If a homeowner turns you down when you want to list their home exclusively, thank them for the opportunity to learn new ways to pitch a listing....and move on knowing more than you did the day before and the day before that.
YOU DON'T NECESSARILY SUCCEED IN REAL ESTATE WHEN YOU ARE MAKING MONEY
Your success in real estate does not come from making money, contrary to what most agents think. Success comes when you know you have done your best when working with someone and when that person recommends you to a friend. Sometimes you haven't even sold their home, or sold them anything. It's what you have left them with in terms of their experience, not what you have sold.
FUTURE SUCCESS IN REAL ESTATE IS BASED UPON CURRENT ACTIONS AND ACTIVITIES
If you are not paying attention to the amount of effort you are putting out there on a listing or when working with a buyer, you could be losing out on the biggest source of future success in the business. An action plan in writing, with good accountable follow through is magic when you take a listing. A thorough plan of action with a buyer--covering all the areas of interest and pointing out all features of a home or property and it's location will leave your buyer with a sense that you are an "expert" in your field. This is the way to get more business through referrals and future business with them.
NEVER DISCUSS THE DETAILS OF A DEAL WITH ANYONE BUT THOSE INVOLVED IN IT; "LOOSE LIPS SINKS SHIPS!"
That pretty much says it all--and the calculating of commissions before your deal is done is also a way to lose it! Call it superstition or whatever suits you, I will tell you that on countless occasions I have heard of deals falling apart--after someone involved discussed the sale with someone outside the transaction.
MOST IMPORTANT OF ALL: SUCCESS IN REAL ESTATE HAS EVERYTHING TO DO WITH YOUR FRAME OF MIND!
It turns out that a simple thing as the way you think about your real estate business will give you what you think about it!
That's right, if you think you are successful, chances are you will demonstrate that trait to those around you--and that includes buyers and sellers!
Now, you do have to believe it! In fact more than believe it--you must INTEND success and thus take the steps that will demonstrate a successful agent...and that means right down to all the time and all the minute details involved.
If you do this and think about the other points above this one key intention, you will find success in real estate.
Do you have any more points to add the this list?
Please comment below and let us know what you suggest to those aspiring to become successful in real estate!
**ALL INFORMATION AND CONTENT IN THIS BLOG IS ORIGINAL TO PAULA I. HATHAWAY. The views expressed herein are my personal views and do not reflect the views of Douglas Elliman Real Estate
Paula I. Hathaway, Senior Broker Associate, Douglas Elliman Real Estate
Southamtpon Village Real Estate Specialist since 1995; Also Specializes in North Sea, Noyac, Water Mill and Bridgehampton, New York
Diamond , Gold and Chairman's Circle Awards; Top Producer since 2005
Click here to see my Hampton's website to see all my listings; please email me or call me for all your real estate needs in Southampton, Bridgehampton and Watermill: http://www.elliman.com/paulahathaway
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