'Try, fail, try again, improve'

Re: 'Real estate pros: Invest in yourselves' (Aug. 17)

Dear Editor:

I have only been a Realtor for just over four years. I have, however, been making a living on pure commission-based sales for 22 years. The same principles apply in any type of sales field. The product is just semantics.

The process is simple: try, fail, try again, improve.

I just want to share a few vital lessons I picked up along the way that helped me. I hope they help you, too:

1. Until you realize that you are your own corporation, all you will ever do is make other people money (expounding on advice from Bryan Tracy).

2. When instilling confidence with a client, it isn't what you don't know that hurts you, but how uncomfortable you are with what you don't know. Be confident. And if you don't know, say so and be comfortable with that, too. Then do some homework.

3. Work harder on yourself as a person than you do on your job (thanks to Jim Rohn for this insight). The rest will follow.

4. Never take the last dollar off the table in a negotiation, or the last piece of chicken from the bucket at a picnic. Makes you look bad.

5. Make a simple life goal that when you die, there will be nobody happy about it.

6. Get up everyday and say, "What can I do today to promote my business?" Then do at least one thing.

7. Enjoy life, family and friends; stay balanced and rooted; and remember, "Money only makes you more of what you already are" (thanks to Jim Rohn). So try to be a better person every day.

Paul Heim
Silvercreek Realty
Boise, Idaho

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