16 Basic Principles to Succeed

Believe in Yourself

Anywhere, at any time, the real estate market is what you see it to be.

If you believe you can succeed in the market, then you can. If you believe that the market is a disaster for everyone, then you cannot.

If you think nothing else will happen today — then nothing will happen.

You can go to all the real estate classes you want and employ self-motivation to work harder, but if you do not believe in your own ability to succeed, it won’t happen.

Of course, real estate professionals have to be realistic about the market in which they work. You can’t constantly have 20% price increases along with 2% wage increases. That kind of market had to come to an end.

Real estate brokers and agents must face the truth of the current market. They must believe in their own abilities to manage and to sell homes in this market.

Everything else is teachable, but believing in yourself has to come first.

I’ve developed 16 basic principles that allow a sales professional to have not just a good year, but an extraordinary year, regardless of the real estate market.

1. Aim

You need to have a definite aim in life, not just a vague sense of what you’d like to be doing in a few years. This aim is what defines your days.

2. Self-confidence

Every sales professional needs to develop a strong sense of confidence in his ability to do anything. Success is impossible without self-confidence.

3. Initiative

If you don’t take a chance, you don’t stand a chance. Sales professionals are by nature risk-takers.

4. Imagination

Every successful sales professional needs to be creative in developing solutions to the problems that occur in every transaction and in finding new ways to attract new business.

5. Action

In order to be successful, you need to be active, not passive, particularly in a slow market.

6. Enthusiasm

Enthusiasm builds confidence in you and in your clients. No one wants to work with an agent who lacks passion about real estate.

7. Self-control

Times are tough, and agents, along with everyone else, can get frustrated. But expressing that frustration is one of the fastest ways to lose a client or a deal.

8. Perform more work and better work than you are paid to perform

The greatest gift a REALTOR« can give is great customer service, not an expensive closing gift.

9. Develop an attractive personality

Everyone in the sales community needs to recognize the traits that make others comfortable and pleasant to be around, and develop these traits themselves.

10. Accurate thought

Would you want to work with a scatterbrain while making the largest investment of your lifetime?

11. Concentration

Clients need focused, thoughtful support more than ever.

12. Persistency

There is not one giant step that does everything. It’s a lot of little steps.

13. Failures

Learn to look at your failures as lessons to be learned, and they will have a positive impact on your life and career.

14. Tolerance and sympathy

If someone hurts you, learn to forgive them, and try to be understanding. Success is the greatest revenge.

15. Work ethic

Develop the good work habits that earn you a reputation as one of the hardest-working agents in your market.

16. The Golden Rule

Ultimately, in real estate as in life, you reap what you sow.

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