One of Australia’s top-ranked agents says he knew, even during the early years of his career, that repeatedly doing this one thing was how he would become successful.
Ranked 13 in the REB Top 100 Agents ranking for 2016, BresicWhitney’s William Phillips said he believes prospecting and building a database is the “Holy Grail” of real estate success.
Mr Phillips said that from the beginning he has aimed to make 100 calls a day.
But he added that he doesn't make 100 calls a day to find a listing, he does it to build momentum. The listings, he said, will take care of themselves.
"If you make 100 calls a day and you want to find an immediate listing you’re going to go home and be depressed every day of the week,” he told Tom Panos at AREC 2016.
“People need to understand that it’s a very long burn.”
Mr Panos agreed, adding that agents who expected prospecting to turn up instant sales are like “the person that does a sit-up and then rushes to the mirror to see if it worked”.
“The most important concept that you’re going to get [at AREC] is the concept of delayed gratification,” Mr Panos said.
Mr Phillips said he started his real estate career hoping he would discover the secret formula to take his career to the ‘next level’. But it wasn’t long before he realised that success comes from doing the hard work consistently over a long period of time.
He said when he first started he would attend conferences in the hope that someone would give him the key to making quick money in real estate.
“I’ve been to these training seminars every year and I think a lot of people, including myself, would turn up and hope that there was some sort of secret formula or message or trick that would compel you to get to the next level,” he said.