Mega real estate producers are an enigma. They have secrets and magic formulas and know things the rest of us don’t, which is why they’re so much more successful than everyone else, right?
Ironically, some of the biggest myths misconceptions about top producers are also the biggest reasons many agents don’t and won’t ever achieve that level of success.
So what separates those big fish from the smaller fish in the proverbial real estate pond? Two words: attitude and belief.
Success starts with attitude and belief — or in some cases, success is stalled because of attitude and self-limiting beliefs. Here are some of the most common myths I’ve heard about mega producers:
- They got lucky.
- They don’t have to worry about money.
- They have no life.
- They know a secret shortcut.
- They are jerks.
The last myth is one I was guilty of thinking in my rookie years, but I’ve heard all of these (and more) time and again from agents when talking about why other agents are so successful. Flipped around, they’re actually rationalizing why they aren’t as successful.
Myth No. 1: They got lucky
Somewhere along the way, the agent got a lucky break, was gifted a huge lead and/or had a relative who was a builder/investor/flipper.
Rationalization: They don’t deserve to be where they are and I’ll never get there unless I catch the same kind of break.
Truth: We make our own luck. All you can do is control your actions, not the result. By taking action consistently, “lucky breaks” have a way of appearing when you’re not looking. As real estate writer Jason van Steenwyk points out in this article about the importance of perpetually prospecting, “There’s a saying among musicians: If you are very, very talented and work very, very hard, you can increase your chances of being lucky.”
Myth No. 2: They don’t have to worry about money
They make so much money they can spend whatever they want to get business and don’t have to worry about budgets.
Rationalization: My funds are limited. If I can’t go big I might as well not try. I’ll never be able to work at that level.
Truth: Top producers track every dime of what they earn and spend. They pay close attention to budgets and track returns on investment. Everyone starts somewhere and, last I checked, picking up the phone and calling your sphere was cheap. Tackle the basics and grow from there.
Myth No. 3: They have no life
They must work 24/7 to be able to do that much business.
Rationalization: If I do more business, I’m not going to have time for my family or quality of life. I don’t want to be a workaholic so I’ll just hold myself back.
Truth: They are more efficient with time management and prioritizing tasks and have learned to delegate and leverage their experience and knowledge. Top producers are typically more productive because they work smart, not hard. Many top agents I know take multiple vacations every year and don’t work weekends.
Myth No. 4: They know a secret shortcut
They obviously cut corners somewhere along the way in order to get ahead so quickly or have found a better way to generate leads.
Rationalization: I don’t have access to the same information; therefore, I’ll never get to that level.
Truth: Real estate is not rocket science and there is no reinventing the wheel. The only secrets in real estate are confidential conversations between clients and brokers. Everything you’d ever want to know about selling, prospecting or lead generating can be found online, in a book or from your broker. The rest is up to you!
Myth No. 5: They are jerks
Top producers are cutthroat jerks who don’t care about their clients or colleagues. They share many qualities with these 10 types of agents other industry professionals love to hate.
Rationalization: I’m too nice to be that busy and don’t want to become jaded. I don’t want to have to become cold-hearted and ruthless so I’m not going to ever do that much business.
Truth: Top producers are hyperfocused. They don’t have time to lunch in the conference room or talk about last night’s music competition. They working to make money, not socialize. It doesn’t mean they aren’t friendly or willing to help, but their time is limited. Just because they aren’t “warm and fuzzy” doesn’t mean they don’t care. In fact, many are philanthropic and generous community advocates.
Henry Thoreau once said, “Success usually comes to those who are too busy to be looking for it.”
It also rarely comes to those looking for reasons to avoid it.
Tell us in the comments! Have you ever realized that you were holding yourself back in business, and what did you do to turn it around?