There are things I know I know - The Billionaire Blueprint for Real Estate Success
It stuck me earlier this week as I was reading a book by billionaire developer Jorge Perez, (Powerhouse Principles, The Billionaire Blueprint for Real Estate Success; Celebra, 2008) that most, if not all, of the principles he outlined for me in his blueprint to riches are principles I already know, if not live by. I know them, like I know flossing every day will help me keep me teeth until I die, I know them like I know exercising every day for twenty minutes will give me a healthy heart.
Just because we know a thing does not mean that we possess it, use it, or live by it. Mr. Perez does a good job of touching on many of the principles he uses in this daily life and in his real estate dealings. It is a well written book and I found myself smiling a lot when I read it. I was sitting yesterday afternoon with his book smiling and Gail asked me what I found funny in Perez's book.
"Not funny, honey, but so true. I am wearing more a smile of recognition and enjoyment on my face than one of humor. I feel validated."
He hits so many things I already know. For me, a struggling developer and "wanna be" real estate mogul, however, he leaves out some the most important details I need. (Like the names and phone numbers of his investors). But kidding aside, it made me think of some of the things that indeed I do know, or you, my friends, know; but don't use persistently enough in our lives or our real estate dealings. Along with Perez, one of my all time favorite quotes is from Calvin Coolidge:
Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan 'Press On' has solved and always will solve the problems of the human race.
30th president of US (1872 - 1933)
Many times in my career I would look at a successful businessman and ask myself, how did he become so successful? I believe the answer lies in the above quote from our 30th President.
Failure comes not from falling down, but from failing to get up and continuing.
The real estate market and indeed the entire economy is faltering. In this market, however, you will find individuals that are not succumbing to the malaise of the naysayer, they are sticking with determination to "their guns"; with dogged determination they are going back to the basics.
October for our office was the busiest month we have had all year. More closings, more contracts, more prospects, and more success. Not for everyone, but for the determined.
Recently I overheard an agent say. "Things will really die down after Thanksgiving. There is no sense in working."
Don't tell that to Vlatka Simic, Engel and Voelkers Realtor. She will sell another six homes next month. Don't tell that to me, I plan on writing up enough contracts to beat our record month of October. And please don't tell that to the buyers that we have scheduled to come to town for the Thanksgiving holidays.
Here is my top of mind list of things that we as Real Estate professionals know:
•1. It's about the relationship. Business is long term, not about a deal.
•2. It's about win-win, not a zero sum game.
•3. The best place to be is with a customer. Not on the phone, not writing an email or a fax, but honest to goodness face time.
•4. Immersion and focus are critical to success. Know what you are good at - get better at it, and stick to it.
•5. Knowledge is power, knowledge is success.
•6. Momentum is contagious.
Real estate sales in Lee County, interestingly enough, did not come to a halt for the financial crisis. I would dare to say that we have been busier. Many ask me why. I offer the following possibilities for the surge in closed transactions and pending contracts:
•1. Prices are a bargain
•2. Interest rates are low.
•3. Europeans are buying before the end of the year.
•4. Snowbirds are returning - with friends form the north.
•5. Banks are unloading properties.
•6. Sellers are desperate.
•7. Investors are buying and fixing up empty homes.
•8. Our weather is gorgeous.
•9. Affordability has returned to SW Florida.
10. Real estate still makes good sense.