When I first started out in real estate, I didn’t understand how to build business relationships. If you told me, “Ben, go out and get the relocation buyers that are moving to Lake City, Fla., and get them to buy a house from you,” I never would have known how to do that. It just wasn’t a skill I possessed.
In real estate, you’re always chasing leads. Everything’s a one-time sale. It’s challenging to learn how to build relationships — it’s just not something we do.
Today, I’ve shown you how to employ a new skill, but it’s up to you to go forward and develop this skill for yourself.
If I want to become better at what I do for Smart Agents or I want to become a better Realtor, I have to grow. I have to develop my skills.
Here’s a quick story that illustrates why growth is so important.
One day, a railroad crew is laying down railroad ties. This is a physical job that requires a lot of hard work. The metal pieces are extremely heavy. The men are swinging the sledgehammers, and a train pulls up on the other side of the tracks.
A man in a suit walks out of the back of the train, and many of the men on the crew recognize him. He’s the president of the railroad. This is the top dog, the head honcho.
Then, the guy calls out, “Hey, Dave Anderson. Is that you?” He’s calling to one of the men in the crew. One of the older workers answers. The guy in the suit says, “Hey, come on over here. Let’s visit for a while.”
Dave is able to take a break, sit down, probably have a nice refreshing drink, maybe some good food and catch up with his old friend.
When Dave returns to the job, one of his coworkers asks, “Who was that guy?” Dave tells him, “That was the president of the railroad. We know each other well because we both started here 25 years ago, and we’ve been friends ever since.”
Another one of Dave’s coworkers asks, “If you both started on the same day 25 years ago, why is he the president and you’re still out here swinging hammers?”
“Well, it’s quite simple,” Dave explains. “A little over 20 years ago, I went to work for a $1.75 an hour, and Jim Murphy went to work for the railroad.”
Are you just showing up for a paycheck? If you’re just trying to show up and see how much money you can make, then maybe you need to reconsider your motivation. Are you working to become the best? That’s always been my goal.
That’s not me trying to be proud. It’s just something I like to do. I like to be proud of what I do. I sold real estate. I worked hard. I wasn’t always the best, but I worked hard to become the best.
Now it’s time for you to get started. Aim for the top, and you’ll get there.
If you have any more questions, or if I didn’t answer one of your questions on the workshop, send me an email.
You can email Ben AT smart agents DOT com.