It's all about money

Money dominates us as a society whether we admit it to ourselves or not. It is the reason why you got into Real Estate. It is also this same desire and attention for money that causes you such difficulty because the stakes are important as they represent thousands of dollars for each transaction.

The fear of not "succeeding", of not making the sale is what prevents most of you from reaching your peak. You are terrified of failure. Failure of not being able to convince or worse, of not deserving such amounts to the point of, listen to this, convincing yourself that a commission received is simply a "salary".

There can be no greater error. It is as if an engineer presumed falsely that the amount received for raising a building was a salary or that your restaurant bill represented net profit for the restaurant owner.

Allow me to clarify: this false perception is much more yours than it is the clients’. For proof, recall that more than 85% of sellers and buyers choose to be represented by Real Estate professionals and gladly pay a commission. Often, you lose an opportunity to a competitor, so the issue is not whether they want to pay but rather that you believe yourself worthy or competent.

First, realize the tremendous work and responsibilities that are required of you to sell a property. Stop believing that it is as if you were simply window shopping in a mall. If this was the case, you would be very rich. Again, be very aware of all the hard work required for each transaction.

Second, do not forget that you are paid only if and when the transaction is completed. Simply said, the client doesn't make you a check at the signing of the brokerage contract and if you were to work for six months without results, the outcome would be zero dollars. Once you grasp this concept, you will find it easier to convince your clients. There is no doubt that consumers are much more reasonable on this point than you are; they understand the game and are aware of the hard work that awaits you.

Excel at what you do and make a lot of money!