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I started in this industry at 19 and was the top salesperson in a year. I then managed an office that was top producing in six months. Why do I say this? Because it doesn’t get much more real than being that young and tossed into the “lion’s den.”

There are a lot of people that will tell you you’re too young or too old. Or not this or too much of that. But another person’s reality doesn’t really have anything to do with yours. What is real is that you are now in the people business, which means it’s your job to establish and build relationships, master your skills and stay the course. Focus on what you bring to the table. Enthusiasm. Work ethic. Fresh perspective. The ability to learn. The willingness to talk to people. The excitement to help someone else. A sense of purpose. Those are keys that will help you unlock your potential.

Our mindset matters most. Get clear about what we really do as real estate professionals, and that is that we help change lives, especially the lives of children. For example, did you know that statistics show that children who live in homes that are owned, not rented, do 9 percent better on their math grades and 7 percent better on English grades, as well as are 25 percent more likely to graduate from high school and 115 percent more likely to graduate from college? That’s a whole lot of purpose right there, right?

Now, if you’re ready to jump into this business of sales and steadily rise to your potential, be prepared to create a focus so clear that there is no space, time or energy available for the negative influences. You’ve got stuff to do!

First, create your focus.  Start with a vision of what you want. What do your goals look like? What will they feel like when you accomplish them? What will they mean to you and your family? I’ve got a vision board that can help you find clarity.

Second, create a plan. Not one of those 52-page plans either. Keep it simple. The tough you make it, the less likely you are to do it – or implement it. The most effective plans for new agents are simple one-page versions, what my students call the EZ Business Plan (see what I did there?) that start with your desired income and then break down the monthly real estate activities that it will take to get you there.

Third, square up your listing conversation.  Your listing conversation (the standard term in our industry is listing presentation, but our students call it “conversation”)— is one of the most powerful and important components of a real estate professional’s business. Make sure it’s perfect. Your i’s are dotted, and your t’s are crossed. You know it backward and forward and inside out. There’s a confidence that comes from mastering a skill. That kind of confidence is exactly what will give you the ability to prospect for new business.

Fourth, make an appointment with yourself four days (at least) per week to prospect. Make sure you give it the same priority you would an actual appointment with a buyer or seller. Without prospecting, your business cannot thrive. It’s one of the highest returns on your time investment that you can make.

Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate” and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact or visit