What separates the great agents from the rest of the pack? Is it fancy training, an incredible manager or the latest tech tools? Why does the top 25% of the business earn an average of $200,000 in commissions, while the next 25% segment only earn $46,000 each year? Never mind the bottom half: They’d do better as Starbucks Baristas. Ask agents and they’ll tell you it’s luck, being in the right place at the right time, or even the power of statues buried upside down in the corner of the yard. We think, however, that it only takes six words to make a huge difference in agent productivity.
Let’s pretend for a moment that reality doesn’t exist. That effect doesn’t follow cause. That reason is simply an “alternative” approach to how the world works. That everything means nothing. And that history is useless. If any of this sounds like the way people think today about money, the government and their lives, then maybe that’s all we need to construct a non-housing-market-based theory of why stock markets are crashing worldwide. So let’s at least be fair and stop blaming it on the real estate and mortgage industry.
Graduates of our Integrity Selling course learn a very important principle in the world of sales: You always get paid what you think you are worth. It’s how the great sales people in real estate always earn the top dollars – because they believe they are worth them and won’t settle for a second-rate pay for the first-rate service they provide to their clients. The principle of “getting what you believe you are worth” is usually applied to commissions, but lately, with our clients, we’ve been taking this to a whole new level: Are you achieving the success you believe you deserve?
Suppose you were an idiot. And suppose you were a member of Congress. But I repeat myself. – Mark Twain, a Biography If at first you don’t succeed, try to destroy the economy again. That seems to be Congress’ motto these days, as they prepare to vote on the “revised” bailout bill.This, time, however, the proposed bill is so full of spending pork – from exempting children’s wooden arrows from excise taxes to increased cover of rum excise tax revenues – that proves Twain’s other saying that there was nothing a Congressman knows that couldn’t be taught to a flea. What a scam!
