Do you realize that successful agents and unsuccessful have some major things in common? That’s right – you both hate the same things. The top percentage of agents making most of the money in the field and those agents that make almost no money don’t like prospecting and cold calling. Successful and unsuccessful agents alike hate knocking on doors and many dislike driving around showing properties to buyers or having to be nice and polite to people who may be jerks, just because they’re a potential client.

So what makes some agents crazy-successful, and others not? SUCCESSFUL AGENTS DO IT ANYWAY! They hate the cold calls, they hate the prospecting, they hate working weekends and long hours, but they’re willing to do it anyway, while the unsuccessful ones choose not to. Successful agents take a grammar course to improve their speaking and writing ability. Unsuccessful agents say to hell with it and keep sending out 5th grade reading level mailers.

The unsuccessful agents look at real estate as a normal 9-5 job doing the bare minimum to get by – they don’t see that with no real boss, you have to plan and prioritize and assign yourself tasks. Successful agents see their career as their own small business and act accordingly, doing what they need to do and going above and beyond the minimum.

Why Some Agents Aren’t Successful

• They wait for the phone to ring, instead of doing things to make it ring.
• They expect to be called, instead of doing the calling.
• They look at phone duty time as time to relax and just answer incoming calls, instead of a time for making calls.
• They don’t convert phone calls into appointments or appointments into contract.
• They can’t bounce back from rejection
• They’re only willing to put in 40 hours a week
• THEY’RE LAZY, SCARED, OR STUPID! Too lazy to get off their butt, too scared to extend themselves because of failure or they’re too stupid/ignorant to know better.