As I feverishly worked on the 3 inch stack of paper that had accumulated on my desk the past few weeks wondering if I would EVER make it to the bottom - Seemed like every time I peeled off a layer another shower of paper would replace it . . . That's the life of a Principal Broker some days. The good news is that it's seldom like that really . . . I simply avoid the paper until the pile gets deep enough to shame me into dealing with it.

Hallelujah!

Carla (Our ever-devoted and very timely Assistant MCA) poked her head in the door of my office and gave me the respite I was wishing . . . She had, sitting in her office, one of our agents who had decided that he simply couldn't think of a reason to keep his license . . . She told me he was "confused" . . . Unusual . . . Most folks who come in to retire their license have a fairly firm conviction to meander in other directions. Carla asked if I would talk with him.

OF COURSE I WILL - Sure beats messing with all of this paper . . .

So I invited him into my office. He was clearly embarrassed. He and I had sat together 6 months ago at a time when he had had his license for 6 months already and had not made the first step towards learning how to sell real estate. Sure, he had taken all of the licensing courses, and had emerged with ZERO confidence of his ability to transact business.

Didn't know how to work with the MLS system

Didn't have a database

Didn't understand ANY of the contracts

Wasn't certain of the process

Didn't know how to access "all those websites KW has"

Didn't think he had pass-codes to get into all of these sites

Was overwhelmed by the year-end onslaught of bills from the association and the Real Estate Commission

Was totally ready to "cut his losses" and walk away . . .

BUT . . . He

Knows a TON of people

Already has a year of money and time invested in Real estate

Joined Keller Williams Realty a year ago because he knew that he needed the training

Has this great license and hasn't done anything with it

REALLY wants to do something with it

Has the time now to "plug in" to the training

Isn't sure how long it would take him to get things rolling (put money in his pocket from selling a house)

I said: "If I can promise you that you'll have your first deal in 60 days or less, will you . . .

order 1000 business cards TODAY?

give me 10 hours per week for 5 straight weeks?

That's 2 hours every Monday for 443 instruction

and 2 hours every Thursday for LAB Practicals

and 1.5 hours every Friday for MASTERMINDS

and ONE SOLID HOUR for 4 days for some concentrated lead generation

and 1/2 hour each week for a one-on-one coaching session with me????

Give me all of that, and you'll learn in 6 weeks ALL of the fundamentals you'll need to launch your real estate career.

And the promise that after the first deal happens, your confidence level will open something up inside you that will lead to more deals very soon thereafter . . .

It's just how things work . . .

He stood up - Walked straight back to Carla and told her he was ready for orientation.

There is NO question in my mind that this man will be successful. He has what it takes. He knows people. He is a natural relationship builder. All he really needs is a dose of knowledge which will give him the confidence he needs to project himself into the market.

One good sale will pay for ALL of the expenses you've incurred in the past 12 months.

All you've gotta do is give me those 10 hours and make good, solid effort to follow through.

And Me?

I've got myself a project . . . I am SO fully committed to putting money in this man's pocket within 60 days that I am putting my money on it . . . My accountability partners (and there are 6 of them) each stand to make $100 if he doesn't sell a house by April 1.

THAT'S what I'm talking about!

I love coaching people off the ledge and towards success. I believe that everyone who gets a real estate license has what it takes to be successful in this business even though most don't find within themselves the "right stuff at the right time"

Don't give the fish . . . offer the tools . . . and teach the fine art of fishing . . . and the student eats well :-)

Best,

b

Barry Owen

Productivity Coach and Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net

www.creatingspaces.blogspot.com

Simply Living the FourFold Way in Open Space!