The First Two Steps to Success

By Tamara Dorris

Having a coaching business for real estate agents requires me to constantly speak to and study the top producers in that industry—and I’m not complaining. I learn more from every telephone interview I conduct and I know that most of the real nuggets can be applied to success in virtually any industry. In fact, I’ve identified the six areas of excellence that most top producers possess. And, please understand, this isn’t pie-in-the-sky information that I pulled out of my hat, hoping someone would buy something I’m selling. This is statistically sound data, translated in a way that anyone can apply. Here we’ll discuss the first two critical steps that you begin to work on immediately.

1. CLEAR GOALS. If I’ve said it once, I’ve said it a thousand times: it is impossible to get where you’re going if you don’t have an address. It’s like telling me you plan on driving across the country but you don’t have a map. Please. Luck and chance are fine when you’re gambling at the casino or betting on horses (foolish, but fine), but in this thing called your life, are you willing to just end up where you end up without a say in where that is? I sure hope not! In working with agents and lenders who are trying to get their game on, the first thing I have them do is decide what it is they really want. Too many people get into sales because they think it’s easy money. Well, if your values are in alignment with your goals, then yep, it is pretty easy. However, most folks wouldn’t know their values if they hit them in the head. If you know your values---what really makes your heart sing---and then attach clear and specific goals (dreams with deadlines) to them, you are about 100 times ahead of the masses. Move to the front of the class.

2. ENERGY. I’m not going to belabor this one because it happens to be the one that people least like to hear. But let’s just face the facts: you require energy; mental and physical, in order to perform. In fact, in my most recent book I tell real estate agents, "You can’t sell any houses when you’re dead." Literally, it’s impossible. You think you have trouble closing a deal now? Try it from your grave. Not happening. Having written two health books several years ago, I noticed one thing to be true: only sick people came to my book signings and seminars. In other words, no one much cares about health until they lose it. I know and understand this concept; I was sick and nearly died and didn’t want to ever get that close to death’s door again (at least not until I am much older). At any rate, your body won’t function properly (or maybe not at all) if you don’t care for it.

We pour tons of poisonous, toxic food and chemicals in our bodies, and we absorb even more from our environment. As I said, I won’t belabor this anymore, but suffice it to say that if your body and mind are not sharp, you won’t be the one to get the deal or the promotion. At least not for too long. Any top producer knows his health and his energy are his most important assets. You cannot leap buildings, court prospects and close deals if you barely have the energy to digest that double-bubble cheese burger from McWherever!

Please stay tuned….the next steps to excellence are available for your reading pleasure!

Tamara Dorris, MA is an author, coach and adjunct professor. She specializes in working with real estate agents at www.TopProTech.com to help them become top producers.

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