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The Millionaire Real Estate Agent

It’s Not About the Money

By Gary Keller with Dave Jenks and Jay Papasan
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  • Contains 9 key ideas
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The Millionaire Real Estate Agent by Gary Keller with Dave Jenks and Jay Papasan
Synopsis

The Millionaire Real Estate Agent (2004) is your guide to success in the real estate business. These blinks detail practical strategies for building a real estate empire from the ground up and keeping it profitable.

Key idea 1 of 9

Becoming a better agent means understanding the how, what and why of motivation.

When faced with a big new project, most people are so driven to get to work that they fail to realize how important good planning is to reaching the desired outcome. To find long-term focus and determination, you need to understand why you want to do something.

This is the secret weapon of all high-achievers: they define a motivating purpose to help them maintain perfect focus. You can witness the power of purpose for example on the last day of work before you leave for vacation, when you probably complete much more work than usual. This drive is due to your new purpose – to wrap up loose ends and hit the beach!

But every day isn’t the day before your vacation. To succeed, you’ll need something that gives you constant purpose.

And when it comes to finding that constant purpose, intrinsic motivators, such as the drive to always be a better person, are better than extrinsic motivators, such as trying to earn a certain amount of money. Extrinsic motivators are goals that can be reached, but when they are, the motivation disappears. So think about what intrinsic motivator you can focus on.

Once you’re focused, it’s time to set goals. It’s important to be ambitious here. After all, failing to reach a huge goal is better than falling short of a small one. This is why we teach children to dream big and that anything is possible. We shouldn’t tell ourselves anything different!

So instead of progressively increasing the size of your goals, set a major goal straight away and let smaller milestones naturally form the steps along your journey to success.

For instance, if your interim goal is to close $5 million in property sales, after which you shoot for $10 million, you might feel satisfied after attaining that first goal and lose motivation to achieve the second. This is why it’s better to aim for a major goal like $80 million and use the smaller milestones as inspiration to keep working at it.

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