Give back

Now this may seem cliché but the best feeling in the world is giving back to those less fortunate. I believe that charity begins at home so take care of the spouse and kids first. But don’t wait too long after being in the business to choose an organization or organizations that you can give your time to, not just money but your time. Volunteer to be on a fundraising committee. Become a Big Brother or Sister or prepare food on a regular basis for the homeless. Volunteer at your local church. Become a board member of one of the local chapters of a major charitable organization. You’ll benefit from the knowledge that you’re making a difference in people’s lives. It’s why I’m writing this book. I want those who never had the chance or the support to know there is an alternative and I’m going to give you a leg up. One person did that for me and I want to be that person for as many people that I can reach. The secondary result is that giving to others has a mysterious way of giving back to you. Someone recognizes your work and recommends you for a job. You receive a community award that inspires your kids or someone close to you

to do the same. It’s the notion of the movie “Pay it forward.” Good begets good and who knows before you know it you’ve made an impact on this world for the better and that’s what I believe to be all of our higher callings in life.

Now this is the point in the book where you start to question yourself.

Q: Can I really do this?

A: Absolutely. If you want it bad enough it’s yours.

Q: Do I need a special license?

A: No, just a regular real estate license.

Q: Will I be accepted?

A: Be nice, carry yourself with confidence and people will accept you.

Q: Do I have the time?

A: Make the time!

Q: Do I have a mentor?

A: Yes. I’m your first of many to come. People love to help others.

Q: Is this a big change?

A: Not any bigger than changing a job. It’s big but that feeling passes.

Q: Do I have what it takes?

A: If you have the desire, a high school degree, and can learn, then YES!

Q: Will my family support me?

A: If you have one, they better, or they’ll be left behind and calling for a loan when you make it big.

Q: Will I have the cash until the revenue comes in?

A: Find a way! Live cheap, get roommates, and call in all your markers.

Q: Do I have to wear a suit?

A: Yes. Until you’re the Alpha. Then you can wear anything you want.

Q: Will I have to get a new car?

A: You’ll have to tour clients and it depends on how big of a shit box you currently have. If you need to, lease something cheap with four doors because in short order you’ll have the car you really want.

Q: Can I compete?

A: The competition is internal. Never forget that.

Q: Can I get a job with one of the best firms?

A: If they are hiring and if you follow my steps for interviewing, it will be hard not to want to hire you.

Q: Can I find the right trainer?

A: You already have one in me, so just focus on finding a good one wherever you land.

Q: What will I need if I start my own company?

A:

• Your real estate license in your state,

• articles of incorporation with a fictitious business name, (preferably an S Corp. use an attorney about $1,200),

• a bank account to receive and write checks,

• a phone, a desk, a computer, internet access

• business cards ($50 online),

• a web address and e-mail, (Use Go Daddy. $50 per month)

• Costar Real Estate Information services, $215 per month.

• A website (there are hundreds of premade sites you can customize and they are free if you pay the monthly $50 hosting fee.) There are plenty of books that will walk you through the process. It’s not brain surgery. It’s basic blocking and tackling.

Q: What are the steps to getting my own company going and getting results?

A: See www.CommercialRealEstateBrokersAcademy.com and get my 6 - CD Series, “How to Build Your Own Million Dollar Brokerage Firm”

Q: How long will it take?

A: It will take about twelve to eighteen months to make real money on average depending how hard you work and what your dedication level is.

Q: What technology will I need?

A: A computer. Most firms supply the rest.

Q: Do I need employees?

A: Not if you’re with a firm. They have all it takes.

Q: What documentation do I need?

A: A driver’s license, auto insurance and a Real Estate License in your state.

Q: How do I get clients?

A: Keep reading, there are several ways and later, I’ll go into great detail. Friends, relationships, cold calling and walking buildings introducing you and your services to the tenants and owners for a start.

Q: I can’t do this.

A: Once I asked a psychologist buddy of mine about this question.

What you’re really saying is you don’t want to do this because you’re afraid of failure. The answer is if you want it enough, you’ll will yourself to do it. You’ll find the courage to say

“What the hell am I waiting for?” If your reason for change is big enough, you can do anything. This is simply making a job change or choice that takes a little sales skill, organizational skill, making new connections, and a learning a few new processes. If you can mix in some charisma and a little fifth grade math, this is unquestionably “do-able.”. Can you do this? Of course you can.

Let me tell you that I asked myself each and every one of these questions repeatedly prior to taking the plunge. This is the natural process of gauging risk versus reward. We have two basic forces driving us. They are fear and greed. Fear is always the dominant emotion, as it’s a survival instinct. We have all heard of “fight or flight response” Flight is the fear part and fight is the greed part of this equation. I don’t know where you are in your life, so I can’t answer these questions for you. But I do know this. This opportunity is worth fighting for.

I also know this. I came from the wrong side of the tracks. I had very little family support - my depression era grandmother was the only one behind me emotionally. I had very little financial resources when I made the plunge to learn this business; I was a retail sales.

employee making maximum $35,000 per year with not much future ahead of me. I hadn’t graduated college but I did have a few things going for me. Number one was courage, I knew I had it in me and knew if given the opportunity I could do anything.

Second, I had a mentor and I’m here to tell you that if you’ll have me then I’m honored to walk you through the process and be your mentor, plus I’ll help you find others who will advocate you.

The third thing I had was desire. I had that hunger - that thing that drives you to prove to yourself that you can be better. It’s hard to describe “it” but if you have “it,” you know it. That one thing is all it takes. The rest will take care of itself. Have faith in yourself.

Tell people about your desire to succeed and they will naturally get behind you. The best quality in people is that they naturally like to help others. Build your courage, fuel your desire, build your team and I’ll help you accomplish the rest.