Last week I got to do one of my favorite things – hold our annual company conference. This is the one time of the year that all our coaches, consultants and staff come together to brainstorm, have some fun and set plans for the upcoming year.
During our initial marketing meeting on the first day of the 3 day event, my Massimo University partner, Massimo coach and good friend, Bo Barron, shared with us a story on how he was promoted during his career as a Marine. Not that his career is over. Once a Marine, always a Marine, or so Bo reminds me.
Bo shared with me that the rules of engagement were outlined for everyone, including what to do, when to do it and how to do it for optimal results. These rules were clear; however, the continued commitment to adherence was not easy. Bo was disciplined and driven enough to not only adhere to the rules, but did so consistently. Progression was not optional in Bo’s case. He did what needed to be done, how it needed to be done, and when it needed to be done. Soon, Bo was in charge of fellow Marines twice his age.
Success in general is simple. Yes, there will be multiple failings along the never-ending pursuit for success; however, staying on course is the true measure.
In commercial real estate, we all know someone in our market place who we can’t believe is as successful as he or she is. We feel we are smarter, have more experience or better relationships; however, there he or she goes again getting another large opportunity just “falling in their lap.”
My suggestion is that you study the traits of the most successful. What are they doing that is allowing them to stay on top? Four years ago I wrote my first book, Commercial Real Estate Brokers Who Dominate, and shared the 8 traits of top producers. These traits include:
- Oriented to Client
- Market Presence
- Industry or Geographically Focused
- Navigate their Careers
- Team Oriented
I would share with you that if you were going to start anywhere – start with the first trait – Discipline. Are you committed to your profession, to the craft of commercial real estate? Are you willing to show up, make the calls, attend the meetings, make the pitches, and deal with the rejection, the unrealistic client demands and the pure joy of assisting others through your expertise each and every day? It sounds hard – and it is. But then again, it is simple.