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Ask the Expert: How Do You Find Long Term Success?

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You’re right. It’s all of those things and a whole lot more.

In my 35 years of watching, talking and supplying professional real estate agents with marketing materials, I’ve come to believe in LUCK.

Here’s what I mean:

“L” stands for Listening Skills – Not the “yeah, I hear ya,” but the deeper meaning behind the words. The words are the surface, but the feelings, the emotions and the whispers are all underneath. Bill Clinton once famously said, “I FEEL your pain.” My belief is that long-term, successful agents do that as an ongoing part of their uncanny ability to listen to the hearts and understand the needs of their clients.

“U” stands for Understanding – Not the simple stuff of days on market and interest rates, but the complex human dynamics that go into this most important transaction. Some clients need to dominate, negotiate or procrastinate. LUCKY agents don’t get bogged down in external behaviors; they concentrate on the beliefs that drive those (fear, greed, etc.) and develop methods for accomplishing the goal—a successful transaction.

“C” stands for Commitment – The capacity to stick to the plan after the momentary enthusiasm has worn off. Everyone gets excited about new things—new products, new processes and new opportunities. However, only the LUCKY few have the ability to stick with their plan, in the face of good days or bad, sky-high sales or doldrums because of the discipline that they develop, over time. Winners never quit…they’re the LUCKY few.

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