Turn Frustrations into Opportunities

I met with an agent this morning—let’s call him John. John is relatively new to the real estate industry, and he was feeling discouraged after having one of those weeks we’ve all had. First, a buyer he’d been courting for weeks made an offer on a FSBO over the weekend. Then the building owner he’d…

Comfort Zone

It was Eleanor Roosevelt who said, “Do one thing every day that scares you.” I love this quotation, I love its message. It’s a reminder to all of us to push ourselves, to test our limits, and move outside of our comfortable place, every day if possible, but certainly on a frequent basis. I use…

Be Like the Aerobics Instructor

I have much to write about confidence. It’s a topic that comes up very often with my agents. Confidence underpins success for any real estate professional. This came up again for me just this morning when I was at my barre class. I take the early class most mornings of the week and there are…

Call Me Old Fashioned

Technology has its merits, of course, for any real estate professional’s business development activities. But, and you can call me old fashioned, it shouldn’t ever become a substitute for real life, in-person interactions. As real estate professionals, we deal in emotions, life events, intangible reasons for making huge financial decisions. In essence, we deal with…

Always Be Learning

I was humbled today by an agent I met with who is interested in joining my firm. Let’s call him Bill. Bill has been selling real estate for 25 years. He’s had a great career so far, is in the top 30 agents in his marketplace, consistently sells between $20M and $30M in volume a…

Business Plan

Everyone wants to be successful. Certainly, every real estate agent I’ve ever met wants to be successful. And they expend enormous amounts of energy pursuing success. They hurry from prospecting activity to prospecting activity in search of their next success. What they often don’t do is define exactly what success might mean for them. This…

Accountability

When you work for yourself, often alone, getting done what you need to get done can sometimes be challenging. Stuff gets in the way, you get busy, distracted, there is always something else to do. Having a method for accountability can help enormously. Someone or something to hold you to your task can be the…

Shoot for the Stars

I remember in my early days as a real estate agent, my managing broker would say to me, “Pauline, the sky is the limit.” It sounded like a cliché to me and I don’t think I really understood the power of that statement until much later.   On occasion, one of my agents will say…

Inch by Inch

Working toward a goal? Take it slow and steady.   As a broker, there’s nothing I like better than seeing a new agent come into my office with energy, enthusiasm, and real motivation. These agents are my favorites—first, because that kind of outlook is contagious, and second, because a motivated agent is sure to succeed.…

Consistency

Before I opened my own real estate office and when I was managing three sales offices, overseeing the sales activities of close to 100 agents, I would often have an agent drop into my office, slump in the chair on the other side of my desk, and declare, “I think I should send out a…