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Take your real estate career to the highest level! "Whether you are just getting started or a veteran in the business, The Millionaire Real Estate Agent is the step-by-step handbook for seeking excellence in your profession and in your life." --Mark Victor Hansen, cocreator, #1 New York Times bestselling series Chicken Soup for the Soul "This book presents a new paradigm for real estate and should be required reading for real estate professionals everywhere." --Robert T. Kiyosaki, New York Times bestselling author of Rich Dad, Poor Dad The Millionaire Real Estate Agent explains: Three concepts that drive production Economic, organizational, and lead generation models that are the foundations of any high-achiever's business How to "Earn a Million," "Net a Million," and "Receive a Million" in annual income Product DetailsISBN-13: 9780071444040 Media Type: Paperback Publisher: Other Publisher Publication Date: 03-11-2004 Pages: 368 Product Dimensions: 7.04(w) x 9.08(h) x 0.90(d)About the Author Gary Keller is the founder and chairman of the board of Keller Williams Realty International, the largest privately held real estate agency in the United States. It is also one of the fastest-growing agencies in the United States, with more than 30,000 agents.Read an Excerpt Read an Excerpt THE MILLIONAIRE Real Estate Agent It's not about the money By Gary Keller Dave Jenks Jay Papasan McGraw-Hill Copyright © 2004 The McGraw-Hill Companies, Inc. All right reserved. ISBN: 978-0-07-144404-0 Chapter One Part One: CHARTING THE COURSE OVERVIEW "I must create a system or be enslaved by another man's." William Blake Why Are You Here? You're in Management and We're All in Sales Several years ago at a real estate sales seminar, I had an interesting conversation with another real estate agent. The revelations that emerged from that conversation have since proven essential to my ability to consult with salespeople. Here is my best recollection of how that conversation went: AGENT: Gary Keller, right? I noticed you from across the room and just wanted to introduce myself and let you know I've heard a lot about your company. ME: Well, thanks. We've worked hard to get where we are. AGENT: Excuse me for asking this, but why are you here? ME: I'm sorry? What? AGENT: Why are you here? you're in management, and we're all in sales. I was just curious to know what you're doing at a sales seminar. Honestly, I was a little taken aback by the question. Sure, I was in management, but I'd been a successful real estate agent before our company was formed, and, frankly, I really still thought like one. In life, one of the toughest obstacles we can face is the difference between how we see ourselves and how others see us. What lies in between the two perspectives can be an obstacle to effective communication and a source of misunderstandings. A big part of my job has been working with top real estate salespeople, and I'd been doing this for more than twenty years. It had never occurred to me that someone might not see me as a real estate agent myself, so I decided to ask a few probing questions. You see, if you really look at the organizational structure and the systems, there is not a lot of difference between a well-run real estate office and a mega agent's real estate sales team. Both have buyers and sellers who drive the bottom line. They have administration and infrastructure. And they have what is essentially a CEO coordinating the team's activities to increase productivity and profits. I point out these parallels when I work with agents, and what they ultimately discover is that I do the same things they do. I am just highly leveraged through association with great talent and have thoroughly documented my systems. I'm a real estate agent living large. Let me define "living large." Since the late eighties no other real estate broker has had more houses sold under his or her license in Austin, Texas. In fact, my two Austin real estate offices ranked first and fourth in the country in closed real estate transactions (according to the 2001 REAL Trends ranking of single office companies). Thanks to an average annual growth rate of over 40 percent between 1998 and 2001, Keller Williams Realty International catapulted out of regional obscurity to become the seventh largest real estate company in the country. And Inman News tagged Keller Williams as the industry's Most Innovative Company in 2001. So if you see me at a real estate agent event, I sincerely hope you'll say hello. I also hope you'll understand why I'm there. I'm a real estate agent, too. Mastering the "Game" When we started our company in 1983, we had no idea what amazing people we would associate with in the years to come or how much we'd learn from those associations. We have had the opportunity to work with and learn from top sales associates from every corner of North America: industry leaders such as Brian Buffini, Tom Hopkins, Floyd Wickman, Bill Barrett, Mike Ferry, and Howard Brinton; and even business visionaries such as Robert Kiyosaki, Michael Gerber, and Mark Victor Hansen. Every one of these people helped shape our successes and the message of The Millionaire Real Estate Agent. Through our shadowing, consulting, masterminding, and mega agent programs, we've had the opportunity to work one-on-one with hundreds and hundreds of top agents. Their contribution to this book and our overall success cannot be overstated. However, we knew that for the purposes of The Millionaire Real Estate Agent we would also have to draw on the experiences of top producers with whom we had not yet worked personally. So we picked up the phone and started calling. We worked our way through the top fifty real estate agents in the country as ranked by REAL Trends and set up as many interviews as we possibly could. We listened. We listened hard. We took notes and bounced our ideas off the very best in our industry. Without a doubt, these high achievers are masters of their game. What became very clear very quickly is that they are experts on their markets and often have developed successful systems that perfectly complement their markets and their own mix of personal strengths and weaknesses. They had a lot to share. They were also very curious about what we'd find. While many would freely admit to having mastered "their game"—their personal approach to real estate—few would lay claim to having mastered the "Game" in the broader sense. We took all that we learned, passed it through the filter of our own experience, and combined it into simple, effective models anyone can follow to take their real estate sales practice to the highest possible level. As a result, this book is not about "our game" or even a collection of theirs. It is about the "Game." We feel personal mastery is best pursued through a thoughtful analysis of the "Game" and then relating that new understanding to personal circumstances (your market, your strengths, and your weaknesses). It is an ongoing process. This book may represent the first step for some, but for many it will be yet another checkpoint in their continual pursuit of personal mastery in the "Real Estate Sales Game." Our hope is that you will take this book, reflect on it, apply the models from it, and then personalize it over time to master your game at the highest levels possible. Modeling—The Cornerstone of Success Two events in my life forever changed my thinking on what I believe a person is capable of achieving through God-given talents alone. The first was when a Baylor professor chided a certain cavalier young student who thought he might have all the answers. (That would be me, of course.) He said, "Son, you're not the first person to want to have a successful career. You're not the first person to have dreams you want to fulfill. You're not the first person to want to be the very best you can be in life. You need to realize that people have lived before you. And you might be wise to slow down for just a second and figure out what they learned on their journey before you start your own." I listened attentively and thought I understood what he was saying, but I wouldn't really hear him for almost a decade. The second event happened in 1987 when our young company was faced with a collapsed economy. Up to that point we had been successful on certain levels, but there were now some big challenges that were holding us back. In the end, I found that I didn't have all the answers. In my opinion, our growth till then had been sustained through sheer hard work. Then the market turned sour, and we were faced with a new and very real ceiling of achievement. That was the year I read Unlimited Power by Anthony Robbins and finally heard my professor: "People have lived before you." Robbins' book made that point in a very powerful way. Here are some of the passages that I underlined and that I'd like to share with you: Passage #1: Long ago, I realized that success leaves clues, that people who produce outstanding results do specific things to create those results. Passage #2: Actions are the source of all results.... This process of discovering exactly and specifically what people do to produce a specific result is called modeling. Passage #3: To me, modeling is the pathway to excellence.... The movers and shakers of the world are often professional modelers—people who have mastered the art of learning everything they can by following other people's experience rather than their own. Passage #4: To model excellence you should be a detective, an investigator, someone who asks lots of questions and tracks down all the clues to what produces excellence.... Building from the successes of others is one of the fundamental aspects of most learning. Epiphany! A lightbulb went off in my head, and I had an "aha." I then slowed down just long enough to start looking in much greater detail a
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So, you’re thinking of investing in real estate … congratulations! Real estate has been a vehicle of wealth-building for hundreds of years. In fact, 90% of all millionaires become millionaires because they invested in real estate. Real estate values tend to go up over time and outpace inflation. Buying with a mortgage even provides a
Sarasota Real Estate Agent Theresa Skrzypkowski. Click here to get inspired by this agent's fun and playful photoshoot in a luxury home!
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