This is an excerpt from my book: The Politically Incorrect Real Estate Agent Handbook

Born with a strange sense of humor and a desire to share what I know, this book is the natural result of my first fifteen years in real estate sales. During that time, I’ve seen umpteen agents come and go. Plenty have been successful, but many more were not. And while each had wanted to stay, most of them went.

With its ridiculously-low entry barrier, the real estate sales industry attracts all sorts of people, drunk on all kinds of ambition. The motives of these masses range from building an empire, to funding family entertainment and vacations. For this reason, I have come to realize that real estate success is a journey, not a destination, and is defined by the individual on its path. Therefore, the agent who earns a half-million by closing a hundred transactions per year may be just as successful as the one who closes a half-dozen and earns thirty-thousand. For each, success depends upon achievement of a personal production goal. To attain that goal, the agent must routinely acquire clients and close transactions—each of which requires the execution of a long series of tasks. In this way, an agent’s success is predicated upon competency of task performance.

Of the competent agents I’ve met, some were conservative and calculated, while others were wacky and improvisational. Some were seasoned veterans and others were fresh rookies. Regardless of style or tenure, competent agents share a single commonality: continued, constructive action. In other words, competent agents keep learning better ways to say and do the right things, at the right times, over and over and over again.

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