Where To Meet The Best Agents

Commentary by John Fuhrman

RISMEDIA, Oct. 24, 2007-According to just about every source related to the housing and real estate market, times are tough. Things are slow and sales are few and far between. But, if you have to sell your property, or need to buy a new home due to transfer or other reason, you’ll want to find the best Real Estate professional you can. The question is, how do you identify them and where do you look?

After nearly 15 years of training sales professionals, including those in this profession, I can tell you where to find them. You need to go where all the top performers hang out. Go there and you’ll have your choice of which one of the best the industry has to offer. The best place to go to find top talent is to visit a training event.

I know what you’re thinking. Training events are for beginners. You need an expert. Look again. I said training event, not a trainee event. The top performers have learned to eliminate one word from their vocabulary and replace it with another. These pros are never about doing the best they can and then throw up their hands. What makes them the highest level of professional is that they’ve replaced “best” with “better.”

Oh, I know, you think I’m just playing word games. Fine, let’s play. I’ll put out some words, you read them. Then after you’ve finished, tell me which agent you’d make to handle any property needs.

Average Agent: What can they say that I haven’t already heard?
Pro Agent: I need to get back to basics so I can maintain top performance.

Average Agent: If I don’t get credit for this, it’s a waste of time.
Pro Agent: If I can pick up just one idea…

Average Agent: The market’s too slow to spend extra money on training.
Pro Agent: I need to find a way to be successful in spite of the market.

Average Agent: I’m doing the best I can, what more can I do?
Pro Agent: If I can just get a little better, I’ll help more people.

This trend is not unique to real estate. The top people in any profession are constantly looking for ways to improve. Even if there are no ideas that occur during a training program, they go anyway. That’s because of the other people there. Guilt by association can be a good thing. Hanging around with other top performers on a regular basis will gradually bring your own level of production higher.

It’s been said that if you tell me the incomes of the five people you spend time with, I can tell you your income as well. Getting into a group of top earners is one sure way to create a better income for you. That’s because the best training doesn’t always occur at paid events. Just discussing issues and concerns among top producers will go a long way to give you a competitive edge in your market.

In my white paper “Setting Trends in the Real Estate Profession” there was a section called “What’s Wrong With Being Average.” The answer is that there is nothing wrong with it. Unless you want more. If you’re happy with the way things are going, fantastic. Enjoy what you’ve earned. You’re entitled. But, if you want more, you must be prepared to do more.

What frightens many people at that concept is that they think they must make massive changes.

Absolutely false. In fact, there is very little that must be done to go from average to above average. But, the transition can produce massive results. Taking the step toward that transition is totally up to you. But, if I wanted to do more business, and the public is looking to work with the best, I’d probably hang out with as many of the best as I could find.

It’s baby steps.

Suppose I told you that the secret to real estate success required you to have five college educations. Would you even be in the profession? But, what if I told you that simply reading good books on personal development, marketing, success biographies, and the like would change your life? If you would just read 15 minutes per day, in the course of your lifetime you would have acquired nearly five college educations. You see, it can be done. Best of all, it can be done even if you have absolutely no time.

The secret to success is no secret. If you’re willing to do more than you’ve done before, you open yourself to the possibility of having more than you’ve had before. When I’m doing my next training session, I’ll finish by shaking hands with the best. Will I be shaking yours?

John Fuhrman is an author of nine books dealing with rejection, leadership, finance, and peak performance. He has spoken around the world working with top performers in a variety of industries. He is now contracted to be the exclusive trainer for www.mygreenparachute.com - the fastest growing Real Estate Referral system in the world today. His programs are being delivered at events, individual offices and seminars. You can contact him at jfuhrman@mygreenparachute.com.

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