I love Real Estate. I love driving around buyers, meeting new people at listing appointments, networking with my SOI and people I want to be in my SOI. Forging relationships is by far one of my favorite past times.

After you forge these valuable relationships, unfortunately it is often hard to convert them into ‘believers’ in your brand. There are many people and companies that educate you on how to turn your “Book of Business” into money. People like Floyd Wickman for example, have made their living off of helping Real Estate Agents hit their goals.

First off, you have to have goals. Write them down, keep them with you, put them on your mirror. Place them directly across from where you spend your most time, whether the wall past your desk or your bathroom wall across from the toilet. Make them a part of your life.

Now that you have your goals, what do you do? You Make It Happen! Each person has their own way of making something happen.

I called a mentor of mine one day. I had a problem. Inspections came back dirty on a listing of mine. Just like the brilliant, heavenly words of Forrest Gump, “S**t Happens”. What did my mentor tell me to do? He said, “Make it happen”. And I did, and it closed.

The one question I can see forming on the tongues of most people is, “How do I make it happen?” Easy. This may be foreign to many readers, but do everything within your power to correct any problem that comes up. The school of hard knocks is the best place to learn how to make things happen.

Go through a deal a couple of times, see what keeps going wrong, and like a Boy Scout, you will be prepared for the next deal that comes your way (hopefully). If you can’t see the writing on the wall, get the heck out of this business!

In this market, financing is going to be the biggest problem. Whether an appraisal comes back low, the underwriter comes up with some seemingly idiotic stipulations, or your buyer buys a car the day before closing, make the deal happen to the best you can. Perhaps the appraiser missed an obvious comparable, did you miss it too?

Take a look. Those stipulations are usually easy to fix. Guess what, fix them. Did your buyer buy a car? Make them take it back!

Your chief job is to negotiate a meeting of the minds between your client and the other party. Learn to create a meeting of the minds, and your job will be easy as pie.