Why real estate agents earn different commission

Why do two agents in the same office with the same opportunities earn different levels of income?

It’s easy to think it’s got everything to do with luck.

”He’s lucky because he gets more floor time”.

”She is lucky because she has been in the industry for so long”.

Luck has nothing to do with it. I learnt many years ago that the people who earn the most money, do so because they recognize opportunity and take action.

Sure, it has something to do with skill (in fact a lot to do with skill) but it has more to do with attitude.

No one is comfortable to do bconcept2usiness with someone who is negative. If you’re negative about the market, negative about the conditions and generally negative about opportunities – then that will reflect in how you talk to people and how you conduct yourself day to day.

Try this as an exercise at your next open house. When someone arrives, greet them enthusiastically, engage in conversation and show a genuine interest in them and what they’re looking to achieve. Do that with every person you meet at the open house and see what happens.  You will feel more positive; they will tell you so much more and you will feel as if it has been a great open.

What you give out is what you get back.

I attended some training in the early days of my real estate career and was actually told by the trainer that in the early days I should “fake it until I make it”. That was some of the worst advice I’ve ever received.

You see, if you are honest with people, they will be honest back with you. If someone asks you a question and you don’t know the answer, tell them you’ll find out and then make sure you follow-up. Good advice does not have to be given immediately. In fact advice that is researched and well thought through will be much more powerful and do a lot more for your credibility.

So let’s get back to the question at the top of this blog.  Why do two agents in the same office with the same opportunities earn different levels of income?

It can be summed up in a few words. Enthusiasm, a willingness to learn, being aware of opportunities and taking action.

Change your attitude and you will change your outcome.

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