We are decision-making machines. We are constantly making choices moment-to-moment, breath to  breath. Choosing where to spend our time, what to focus on and what to dedicate resources to. As it pertains to the business of real estate sales, we have countless individuals vying for our attention–endless pitches ranging from the legitimate to the ridiculous. As such, it can be very difficult for agents to get a clear picture of reality. This situation is problematic as it prevents us from seeing what is true.

One of the best ways to see what is true is to have access to believable people. A believable person is defined as someone who has produced a certain result in their life consistently over an extended period of time. With that,  I wanted to share the three choices I have made that have had the most impact in my personal growth and development as a sales person in hopes that the information will help you see through the fog.

1) I took the time to learn how to sell.

At 26 years old, I made a conscious decision to master the art of selling. I spent years of my life as well as a lot of money (over $100,000) to learn this skill. I am still on the path to mastery, constantly working on improving my craft.  The money in this business is in the selling of the service, not the service. Learn how to sell and you will become the dominant player in your market and a force to be reckoned with.

2) I focused on listings.

In this business, you have a couple ways to make money. The first is by helping someone buy a home. The second is to help someone sell their home. You cannot be world-class at both.  Early on, I realized that all the leverage in this business is on the listing side. When you take a listing, you become the employer and all the other agents in the market become the employee. The agents that control the inventory control the market.

3) I exposed myself to highly productive people.

We have all heard the anecdote that you are the sum total of your 5 closest friends. My family of origin, while very nice people doing the best they could under the circumstances they found themselves in, were not big thinkers. Humans have a tendency to live their lives in congruence with the story they believe about themselves. When my first broker asked me how much money I wanted to make, the biggest number I could think of was $50,000. I see myself much differently now and part of the reason is because of my exposure to people producing at amazingly high levels. This exposure to these people over time begins to change the story you believe about yourself.

What choices are you making right now?

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