• Instead of starting with a dream, a goal or even a plan -- start with "why."
  • Sometimes, no why, how or what can be big enough to achieve the impossible.
  • Matching up your how, what, and of course, why will start you on the road to greatness.

There’s a direct correlation between imagining a place and getting there. Reading the biographies of those most successful across any industry might lead you to believe that it all started with a vision. A vision larger and grander than most of us dare to dream.

Those of us engaged in, and more importantly, successful in real estate, are built by design to be big dreamers. Muhammad Ali said it well, “If my mind can conceive it, and my heart can believe it — then I can achieve it.”

So what makes the difference for all of us big dreamers? What makes some bridge the gap between dreaming and achieving? What makes them different, or perhaps more to the point, why are things different for them?

Gary Keller, co-founder of Keller Williams Realty, has spoken about the concept of the “big why.” Those of us associated with Keller Williams are acutely familiar with the concept. Embracing it, internalizing and revisiting it on a daily basis is the key to bridging the chasm that exists between envisioning something in the abstract and enjoying it in reality.

Start with your why

Instead of starting with a dream, a goal or even a plan — start with “why.”

In a very purposeful manner, look at the reasons behind your vision of success. If you want proof of it in action, think back to a time when you achieved what might have at one time seem insurmountable. Was your ambition stronger? Your will? Your determination? Or simply put was your “why” big enough that the “how” had to happen.

From a personal perspective, most of us will be able to pull out that example. That time in your life when nothing could stand between you and your goal.

For my wife and me, it was providing a sibling for our young daughter. Over the span of about eight years, we suffered many disappointments between the birth of our oldest daughter and her now 4-year-old sister.

Pre-term losses, miscarriages, loss of income and more medications and procedures than I can remember. Grief, stress and loss testing our ability to regroup, replan and continue to believe. Seven failed pregnancies in seven years — and then finally, we celebrated the birth of our micro-preemie miracle, born three and a half months early at a little more than a pound.

We aren’t unique. We understand that we were fortunate.

Sometimes, no why, how or what can be big enough to achieve the impossible.

But sometimes it can. And therein lies the magic.


Because when you truly believe, perceive the possibilities, seek out experts to assist in your efforts — if your why is as big as the sky — the how has to happen.

How do we find the why?’

Start by considering the “what.”

What in your life is more important, more central to your happiness, success and over all well-being than anything else? What is it that takes precedence above all else?

Now reflect on “how.” How do your goals, your actions and your plans positively impact whatever that what is? Or do they? Matching up the how, what, and of course, why will start you on the road to greatness.

And when you live a life in which the seemingly impossible greets you at the door after work every day — the how, what and why work together to make it a life worth living.

John Kotrides is a sales coach with The Stephen Cooley Group in Fort Mill and Rock Hill, South Carolina. Follow him on Facebook or connect with him on LinkedIn.

Email John Kotrides

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