Q6. Planning to achieve success in Real Estate

Realise who you are:

How do I see myself? How do others see me?

Note: this step is so important because if you cannot see yourself as a successful, unique person, you will always live a mediocre life.

Define your purpose in life:

  • What are your gifts/talents?
  • Have I aligned these with my purpose?

Write down your dreams/vision:

Critical success factors.

  • Never give up on your dreams – but adjust the plan.
  • Dream areas include (but are not limited to) health, home, knowledge, family/social, financial independence etc.

The ‘higher’ you fly, the more powerful each of your daily decisions will become.

Identify All Areas Hindering You from Achieving Your Dreams

  • Identify any fears, weaknesses etc.
  • Action plan to overcome these fears.

Build your lifetime referral system:

“Small actions performed with CONSISTENCY over time will have a DRAMATIC result!”

  • Critical success factors
  • This MUST be a very strategic process.
  • All referrals must be acknowledged by a gift and a handwritten note within 24 hours – if the referral turns into a sale, raise the value of the thank you.
  • Continuously purge your database to eliminate non-supporters.
  • Set goals and measure your performance against those goals.
  • Send a minimum of 5 ‘thank you’ notes per day.
  • Send a minimum of 5 ‘touch points’ per day.
  • Create your referral ‘team’
  • Create a list as large as possible – everyone you know by first name (does not initially eliminate anyone).
  • Get permission to communicate with them.
  • Ensure you get all their information as per your spreadsheet.
  • NB! Take into consideration the new POPI act that became law in 2014.
  • Regularly delete those contacts that will not refer you, or that you don’t want business from.
  • Attract referrals for life

Giving starts the receiving process so look at means to give.


  • Make a yearly contribution to charity.
  • Get involved in a community project (like a feeding scheme).
  • Implement a post-sale service system
  • 1 day, 1 week, 1 month.
  • Send customer satisfaction survey.
  • Send a gift to their office – branded i.e. yellow jellybeans in a jar.
  • Supply lunch on the day of their move.
  • Give moving boxes.
  • Create a list of strategic alliances

This list is anyone you do business with together with a strategy to build this relationship.


  • Electrician, plumber, handyman
  • Home inspectors, evaluators.
  • Attorneys, rental agencies.
  • Doctors, hairdressers, dentists.
  • Church, gym, kids’ sports, school teachers etc.
  • Some interesting statistics:

80% of buyers or sellers prefer to work with someone they know.

Out of every 100 people on your list, you could generate 15 sales.

Income is a bi-product of service.

  • TouchPoint Ideas
  • Personalised notes in their postboxes (i.e. noticed you are painting – looks great!).
  • Telephone call (any call will make any mailing 7 times more effective. Personal calls are the jet fuel that makes this system work).
  • Offer a free valuation on their property (even if they are not selling).
  • Send special gifts/messages on special days like birthday, the anniversary of the move etc.
  • Invite them for coffee/host morning coffee & cake at the office.
  • Send thank-you notes for anything! Always be on the lookout for how you can say thank you.

Personal Development

“The biggest room in the world is the room for personal development.”

  • Critical success factors.
  • Educate yourself – seek good advice but make your own decisions.
  • Be independent – the more you depend on someone else to help you the less likely you are to succeed.
  • Become a leader… leadership starts with SELF – you are either talking yourself into action or you are talking yourself out of action.
  • Study success – success is internal.
  • Identify all areas that you need to educate yourself in.


  • NQF 4 or 5.
  • EAAB logbook.
  • RNS induction.
  • General product knowledge.
  • Have ‘lateral thinking’ days.
  • Keep track of new trends around the world – they eventually get here.
  • As soon as you start making changes, you are already becoming successful.

Generate Leads

  • Critical success factors
  • do not waste time on overpriced listings or sellers ‘not sure’ about selling – QUALIFY.
  • all areas of lead generation to be covered in your weekly schedule.
  • have a written strategy to tackle all areas of lead generation.
  • Where do leads come from?
  • Past client referrals.
  • Database referrals.
  • Business partner referrals.
  • Showhouses.
  • Personal branding campaigns.
  • Boards in the marketplace.
  • Direct mail (drops).
  • Door to door canvassing/cold calling.
  • Web site.
  • Print advertising.
  • Private sellers.
  • Expired listings
  • Canvassing over boards.
  • Subtle canvassing of RNS seller.s
  • Community involvement.
  • Social networking.
  • Event sponsorship.
  • Bank repossessions (MyRoof).

There is an abundance of everything out there in the world – enough listings, enough buyers etc. so share, give and have lots of fun!

Points to Ponder

(Highlight those that make the most impact on you).

It is easy to figure out how to make a living, but what is exciting is learning how to make a fortune. How do you make a fortune? Deserve a fortune! How do you deserve a fortune? Render services worth a fortune.

If we go out every day and figure out how to give more than we get, the day will come when we get more than we give.

When you change the way you look at things, the things you look at change.

The dream of HAVING and doing leads to success, the dream of BEING leads to significance!

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