I've been involved in a number of studies that tried to figure out why top
agents are top agents.
Do they have a common educational background? No. Good ones have high school
diplomas, masters and doctorates. No correlation.
Similar previous careers? No. One of the best agents I know used to teach baton
twirling. I doubt if I could find a lot of those if I tried! I've had waiters, teachers,
high powered executives and stay-at-home Moms who were all very successful.
Common interests? No. Other than eating, (which we Realtor-types seem to do
exceptional well ) the interests are widely diverse.
After 13 years in real estate sales and management, I've only found a few
constants.
- Successful agents treat the real estate business as a business. They actually
have a business plan and a budget. They understand that you have to spend money to make
money. They know how many sales they need to make the income they require and then they
figure how they'll get from here to there. They plan in advance and execute the plan.
- They actually work when they work and play when they play and take a day or two
off every week. (just like a "real job!")
- They have fun and enjoy selling real estate but know that it won't be forever.
- They buy a lot of real estate for investment when they see good deals because
they know that no one gets rich selling the stuff. You get rich owning it! Financial
independence gives one a lot of freedom, autonomy and a certain air of confidence that
smells like success.
. . . And people like to do business with successful people so they do more
business!
