—Zig Ziglar, (1926—2012), Secrets of Closing the Sale
—Thomas A. Edison (1847—1931)
Effective Realtors Work Hard at Work Worth Doing
Never let anyone tell you that it’s too hard to make it in real estate today. If real estate is tough for some people, it’s not because succeeding in real estate is complicated or impractical. It’s not because it’s too competitive, or no one wants to move to a new home. Nor should you let anyone tell you that your real estate goals are unrealistic. No one really knows what you are capable of, nor do you know, said Thoreau, until you have tried.1 The truth is that it’s only hard to succeed in real estate if you don’t like to work, and, more importantly, you’re unaware of all the strategies, tactics and hacks to shape your business in a way that makes it work hard for you.
This is not to say, however, that your real estate goals will happen overnight. It usually does take some time to generate the momentum you need to build a successful real estate business. If you’re looking to “get rich quick,” then real estate is probably not for you (though I have seen my share of new, “go-getter” agents who scored big early on).
The hard reality is laziness will likely never lead to millions in real estate, or anywhere else. Instead, the name of the game is: Hustle. Do the work. “Never forget,” writes Steven Pressfield in his book Do the Work, “This very moment we can change our lives. There never was a moment, and never will be, when we are without the power to alter our destiny. This second, we can turn the tables on Resistance. This second, we can sit down and do our work.”2
The truth is that the easier or more convenient something is to do, the greater number of people who are willing to do it. And the greater the number of people who are willing to do it, the less likely it is to have a big payoff. The good news is, for those who are willing to put in the effort, it’s not difficult at all to work harder and smarter than the average realtor. And, moreover, if you’re prepared to work really hard (and smart), you can expect a significantly greater payoff as a result. As Seth Godin writes in The Dip, “Extraordinary benefits accrue to the tiny minority of people who are able to push just a tiny bit longer than most.”3
3 Key Areas of Focus for Effective Realtors
The secrets of working effectively as a realtor can be broken down into the following three categories: time management, discipline and focus. Clearly, these are big topics, each of which merits significant attention and space (beyond the scope of this article). Nevertheless, with the hope of nudging you in the right direction, the following three articles are designed to serve as brief summaries of what I believe are the key ideas in each area, along with a few recommended resources for those looking for a deeper dive:
- Effective Realtors—Scope 1: Four Time Management Tactics of Successful Realtors.
- Effective Realtors—Scope 2: Develop Your Discipline, Learn Self-Mastery.
- Effective Realtors—Scope 3: Improve Focus and Strengthen Concentration.
- Thoreau, Henry David (1841). Self-Reliance.. Quote: “The power which resides in him is new in nature, and none but he knows what that is which he can do, nor does he know until he has tried.”
- Pressfield, Steven (2011). Do the Work!: Overcome Resistance and Get Out of Your Own Way. New York: The Domino Project.
- Godin, Seth (2007). The Dip: A Little Book that Teaches You When to Quit (And When to Stick). New York: Portfolio.