What are the three top traits that assure you not only make it, but break it wide open in the ‘new normal’? The first, be an ‘early adopter’ was discussed in my last blog. Now, here’s the second trait:

Work Hard

Sounds simplistic, doesn’t it, but, there are still people coming into, or staying in the business who feel they can just float along and do just fine. NOT. It has always amazed me when interviewing an agent, the agent would state that she wanted to make lots of money in real estate, but she could only work 10 a. m. to 2 p. m. 4 days a week—no nights and weekends, of course! (I worked 50-60 hours to survive and thrive, so, the thought occurred to me that she must think she was much more talented and special than I…….)

In this ‘new normal’, the person not committing to 40-50 hours a week just can’t deliver what the consumer wants (see the consumer survey in the next blog.)

How Long Does It Take to ‘Nail It’?

If you haven’t read the great book, by Malcolm Gladwell, Outliers, get it now. Gladwell shows how people get really good at what they do when they work hard and long at it. See the examples of computer pioneers—and the Beatles. Going to Hamburg to work in the strip clubs in the late 1960’s, the Beatles had to play eight hours a night, seven days a week. They got really good at it! In fact, Gladwell said it took 10,000 hours of practice for someone—in any field—to master it. How much practice do you get selling real estate?

A National Association of Realtors’  Survey

Take a look at how number of hours worked coordinates with income in real estate earned:


So, go ahead and commit to success. No one got successful merely with a ‘magic bullet’, or hiring a huge team so they didn’t have to work, or any of those other things the seminar gurus sell unsuspecting agents. Who does well with that philosophy? Just those seminar gurus! If you still don’t believe me, please get the book Outliers. Then, commit.

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