In the previous three segments, I’ve shared some basic principles describing in great detail how any agent can survive — no can thrive — during these dark days of real estate. I’ve given you reasons to be optimistic even though everyone around you is like Eeyore (Winnie the Pooh’s pessimistic friend).
Finally, I also shared a some interviews with practicing agents so you could hear it for yourself. Check out the Audio and Video Training page. I realize that many of you will think, “Yeah, but that’s you and I can’t be like you”, so I decided to let you hear it right from the mouths of other agents who are killing it right now because they’ve turned the corner on their lack of customers forever. I could easily line up interview after interview, but if you’ve listened to the interviews, you already know it is the same story again and again.
Next I’m going to put it all together for you. I’m going to tell you exactly what I’ve learned to do, and not just me, but what many other agents today have learned as well. I’m not talking theory here, but rather the step-by-step process. And I’ll make you a promise: If you follow it, and you follow it step-by-step, I know it will work for you as well.
But before I get into the actual steps, I want to share with you the true story of one last agent. His name is Dave Hurt. I would love to interview him for you but I can’t. Dave was a part-time agent in my real estate brokerage here in Fayetteville, North Carolina, and he was a full-time soldier at Fort Bragg getting ready to retire and practice real estate full-time. That plan was cut short by an enemy IED and Dave paid the ultimate price, when he was killed in action in Afghanistan.
Dave came to us one day looking for a way to make a few extra dollars and take the pressure off the family budget. We discussed the income possibilities of his doing real estate part-time, and I strongly encouraged him to give it a try. Well, to make a long story short, Dave signed up for the pre-license training, got his real estate license, and began working as a part-time agent with our company. A brand-new agent.
Unlike many agents, however, Dave actually did what we taught him to do. And you know what happened? He followed our plan, step-by-step, and by the end of his first year we’d paid him over $300,000 in commissions. I remember one month when I paid him over $50,000. I will always remember Dave. He was a great guy. He loved serving his country in the military, and he loved doing real estate. And Dave was a perfect example of what a regular guy can do given the right direction, the right tools, and the will to succeed.
Let me ask you a couple of questions. Do you think Dave was a genius? A one in a million freak of nature? Dave would have told you, “Absolutely not!” He’d have been the first to say that he was just an ordinary guy, much like I am. But just like me, he did two simple things. First and most importantly, he realized he could do it!
Next, he took the same exact formula I used, and he implemented it step-by-step. I know it sounds too good to be true, but it’s not. And if you ask me, I say that is genius. Why would Dave want to re-invent the wheel when he could plug into an already successful methodology? Why waste months or even years spinning your wheels? As we say here in the South, “If it ain’t broke, don’t fix it.”
So let me ask you a question: Could this be you in a few short months? I think it could be. In fact, I know it could be. I’ve seen it happen too many times. It could absolutely be you if you truly want it. If you’re reading this and dreaming “What if it could be me?” let me help you make that dream come true. Listen, somebody has to sell those houses in your market. Why shouldn’t it be you? I say it should be you! So here’s what I’m going to ask you to do.
I’m going to challenge you to take action to become that top-producing agent. That agent that has more business than he or she can handle. What if you sold one or two houses every single week, maybe even more? Imagine what that would be like? Well I say you really can.
My father used to say, “You can lead a horse to water, but you can’t make it drink.” The same is true here: I can lead you to the information, but I can’t make you become a mega-producer. That’s completely up to you. I urge you to take responsibility for your own success. So let’s agree right now that you’re going to at least give this approach a try. What have you got to lose?
You really can become the dominant real estate agent in your market if you do what I did, and I’ll show you exactly how. It’s exactly what other top agents around the world are doing. It’s not magic, and it’s not an illusion. It is very real, and it could be real for you as well. I know because I have agents doing it in markets from Florida to Washington. From New York to California. Small markets and large markets.
In the next installment, I’m going to recap all the principles, to make sure you don’t miss any, but if you’ve been following this series, you already have a good idea what you need to do. It starts with getting the right tools in place. Then it moves to doing the right things. It doesn’t take much money, but it takes will. Commitment. Desire. If you don’t remember, go back and review the series.
Now I want you to do one last thing. I want you to think about some big thing you would like as a reward for learning this new skill. Maybe it’s a brand new Lexus or Mercedes. Maybe it’s a new home. Maybe it’s renovating your current home. Maybe it’s a long awaited vacation. Maybe it’s a sailboat.
Whatever your dream-reward is, I want you to imagine it. Cut out a picture and put it on your fridge. Look at it every day and tell yourself it’s yours as soon as you master this. As soon as you turn this corner forever. And if you haven’t begun assembling your tools, do it now. It would be really helpful to have everything ready when we go through the final review next week.