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By Cliff Baird MBA, PhD

RISMEDIA, January, 2009-After 35 years as an agent, manager, franchise developer, consultant and teacher some things have become quite apparent. Here are a few of them. To every successful broker and agent, I applaud your professionalism and your quest for success. To those of you who are struggling, you can still change your course. It is simple but not easy. Here are some thoughts brokers can share to motivate their agents in the New Year.

1. Choices. Successful agents deliberately choose to do the things they don’t want to do but know they should do. Failing agents are constantly wondering what to do while ultimately refusing to do what needs to be done.

2. Assumptions. Successful agents go on a listing appointment assuming they will get it. Failing agents are hoping that all the stars are aligned. Assumptions are even more important than goals because they display an expectant mindset that buyers and sellers cue in on. Assumptions govern our verbal and non-verbal communication, which is readily interpreted by clients as confidence or lack thereof.

3. Overcoming Disappointment. Everyone experiences disappointment but successful agents handle it by understanding it is just a part of the success formula. They are even challenged by it. Failing agents get so let down that they allow the setback to reinforce their failure habit. They become so overwhelmed that they gradually reduce their proactive prospecting thereby guaranteeing their failure.

4. Inner Strength. When successful agents fail to get the listing or the sale, they actually learn from it as they review what happened and they simply strategize so that their next opportunity will achieve the desired result. When failing agents lose a deal they often give up, or worse, they often justify their plan to leave the business.

5. Emotional Clarity. When successful agents fail to get their desired result they don’t fret or reconsider their career options. Instead, they clarify the moment and simply make their next call. They have learned this great secret to success: “It’s not what you do … it’s what you do next! ” When failing agents fail they become emotionally involved and lose their clarity. They become perplexed.

6. Focus. Successful agents have the learned ability to work their plan. They understand the numbers and create a strategy that causes them to keep up the pursuit. Failing agents, on the other hand, do not spend any time strategizing. They play the real estate lottery every day hoping they get lucky one more time. Hope is seldom a good strategy.

7. Skill Routines. Successful agents are not always aware that they are following a well-honed routine. It has become a habit. They are programmed to do certain activities and feel compelled to do so just like runners have to run every day. Failing agents go with every new wind that blows hopping from one idea to another yet never completing anything often enough to develop the habit of success.

8. Activity Scripts. Successful agents have accumulated an endless supply of tactics that fit every situation they will encounter. They have well scripted dialogs, leading questions, stories, analogies, examples and practice them constantly to remain fluent in their use. They take nothing for granted. They are true professionals who understand the discipline of practice, drill and rehearse, Failing agents do little more than think that their picture with their dog on their website will do the trick.

9. Personal Growth. Successful agents have an insatiable appetite for personal growth. Failing agents place no value whatsoever in books, videos, webinars, newsletters, blogs, training and coaching.

10. Passion. Successful agents are passionate about their career and generally enjoy the thrill of each day. Failing agents can’t wait for the day to end to alleviate the stress they are experiencing by deliberately choosing not to do the things they already know are essential to succeed.

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