V. Education and Success

As an agent and a businessperson, one of your greatest expenses both in time and money should be your personal growth and education.

Getting to know your product information is important as without it you will never be effective in concluding and managing your listings and sales, however, learning life skills is dependent upon your own time and effort. No one can teach you how to present yourself, how to use your tone of voice, how to overcome objections, etc., but yourself. Books and other media, including training sessions are part of your education but the skills demonstrated are only effective if you are willing to practice and train yourself.

Your future is in your hands. How you think and operate personally will determine how far you go.

Success is not a natural phenomenon, it is a learned skill, and everything can be learned when you are willing to do so.

Our media centre has been made available to you and is designed to help you grow and sharpen your personal life and sales skills. We encourage you to use them and regularly revisit the material available and add other information to your own library.

  1. Invest in Marketing Yourself

Most agents are afraid to invest. They try to find ways to save as much as they can. Social Media is an excellent way to begin and to maintain marketing yourself.  Do not be afraid to expose yourself to the market and keep persevering, even if at first it does not seem to be making a difference.  Think about where you can invest to bring in more clients.

There’s been a study that shows that agents that make close to R1 000 000 a year spend about 8% of their income on marketing. This is outside of the marketing the Company does for them.

You are your own business and as such, you should budget for your personal marketing exercises.

  1. Spreading your exposure…

If you’re not out there exposing yourself in front of customers every day, then you’re losing out big time, because, during good times, agents get listing from their friends and connections. However, when times are bad, you’ll see a significant number of agents drop out. Good news for top achievers though!

You need to consistently have new leads calling you every day for the rest of your life as an estate agent if you really want to succeed!

  1. Set Clear Focused Target

Set yourself a Geographic Target Area! It has been known, proven or even a fact that consistent top agents are all focused on one area!  It need not be just targeted to just a specific area.  It can also be a specific condo, a specific district, a specific project, a specific group of clients (e.g. investors) …etc. Anyway, you get the idea.

  1. Having a system

Are you depending on your past clients, friends, relatives or customers that you chanced upon? Never

Many agents only close a few deals a year, and when the economy turns bad, these agents are soon out of the game. Others hop from one agency to another in hope that there will be some magic in the new company that will serve them success on a silver platter.

All I can say is, success in real estate has nothing with the external. It’s all about you!

  1. Standing out from the crowd

Achievers are always finding ways to stand out from the crowd. You should always ask yourself, why would someone call me over these other agents? How can my marketing be different from others?

  1. Investing in New Technologies

Achievers are always the first to test new technologies and services that can help them increase their sales. When property guru first started, many agents did not believe in it until they started hearing other colleagues getting fantastic results. Most agents want to see proof first before they dare to take the first step in trying. These are often the latecomers or late adopters.  There’s a reason why top achievers are heading the wave or heading the way. Simply because they try new things ahead of others. The rest just follow after!

  1. Recommended reading:

Every success-oriented person can benefit from the inspiration and savvy of other successful people by listening to audiotapes. As your self-confidence grows, the negative thinkers in your life will have less influence on you. Some good ‘brain stretchers’ are:

Motivational and inspirational classics
How to stay motivated Zig Zigler
The Greatest Salesman in the World Og Mandino
The Richest Man in Babylon George S. Clayson
Think and Grow Rich Napoleon Hill
Acres of Diamonds Russell Conwell
The Strangest Secret Earl Nightingale
Seeds of Greatness Denis Waitley
Technical and Information
You Can Do It! Robert G. Allen
The Power of Master Planning Robert G. Allen
The Challenge Robert G. Allen
Diamonds in the Rough Wright Thurston
Personal Power Anthony Robbins
Total Financial Freedom Jay Mitton
The Bottom Line Thomas Painter
Highly recommended
The Seven Habits of Highly Effective People Stephan R. Covey
How to Win Friends and Influence People Dale Carnegie
Rich Dad, Poor Dad Robert Kiyosaki
Rich Women Robert Kiyosaki
Being Skeptical Robert Kiyosaki
Guide to Investing Mike Maloney


  1. Video training

Schedule time to view training by David Knox, Mike Ferry and Jordan Belfort. Set aside 30 – 60 minutes a day to listen and learn.

(note this training is EXCLUSIVE to Golden Homes and may not be copied in any way)


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