CEO'S MESSAGE
Good As Gold
Do a quick Google search of “how
to succeed in real estate” or “how
to overcome objections in real
estate,” and you’ll uncover a virtual
gold mine of advice. There are articles,
blog posts, books, videos, podcasts, and
even scholarly journal entries. You can
hire success coaches to provide you with a
personalized plan, attend a workshop, or
purchase a pre-recorded program. There
is no shortage of data and information
about success that is offered by successful
people. And while the pitches may come in
a variety of styles and formats, if you look
closely, you will find that success typically
results from a few very common personal
character traits.
You can also succeed by following the
examples set by others. As a REALTOR®
association executive, I’ve spent years
quietly observing REALTORS® toil their way
toward success. I’ve had the pleasure of
watching REALTORS® from the moment
they walk in the door as new sales agents
to the moment I attend their sales award
presentation or the moment they become
an owner-broker overseeing hundreds of
agents. Here are a few nuggets of wisdom
that I’ve gathered from their efforts.
• Their “no” is not your “no” - You will
encounter many so-called “experts”
who will tell you what won’t work. While
their experience may be true for them,
there’s no guarantee that what didn’t
work for them also won’t work for you. If
you always accept others’ roadblocks as
your roadblocks, you’ll never find your
own path to success. Their closed doors
aren’t your closed doors.
• Don’t quit – Real estate is hard! Television
and friends say it’s easy, but we
know that it’s not. Success takes energy,
perseverance, and determination to
overcome both your inner objections
and the many other challenges that
you’ll face. Giving up at the first sign of
opposition guarantees failure. Successful
REALTORS® learn to work through
rough spots and become experts at
those things they initially dreaded the
most. You can’t outsource hard work.
• Stay the course – Don’t flip-flop on
your priorities and goals. Stick to your
beliefs — especially when faced with a
group or peers who are pressuring you
to change direction. Sometimes you
have to go it on your own, but in real
estate you are truly never alone. There
is always another listing, another buyer,
or another builder. Stay true to who you
are to become successful and happy at
the same time!
• Listen to many voices - There is a
Proverb that states, “Where no counsel
is, the people fall: but in the multitude
of counsellors there is safety.” Don’t be
too proud to learn from your colleagues,
especially those with decades in the
business. You are not forced to take action
from the last voice you heard from.
Survey many and find the answer that
suits your desired end results. Pick the
thoughts that you believe will work best
for you in your unique situation and
execute… then repeat.
• Have the courage to take the advice
that you asked for - Are you asking
because you want someone to agree
with you or are you asking because you
want to do the right thing? Oftentimes
we learn that something is not going
to be as easy as we thought, or we
learn that it’s going to take a little more
integrity than we expected. Perhaps the
advice you received says that you need
to go in a different direction. Maybe
you learned that you need to part ways
with your highest selling agent or your
broker. Tough decisions call for tough
people and advice from solid confidants
who share your morals and beliefs. Do
the hard thing, and watch your business
grow as a result.
• Listen to your instincts – You may find
yourself in a situation where caring
more about what others think of you
supersedes your common sense. Don’t
be afraid to do what you think is best for
yourself and for the REALTOR® Code of
Ethics. Be your own REALTOR®.
Cliff Long
6 Orlando REALTOR® Summer 2019