[vc_video title=”” link=”https://www.youtube.com/watch?v=MqnUa7gVD8I”]

A lot of people ask me, “What’s the secret ingredient? What’s the magic thing I need to do to make this work?” It’s a question I’ve been asked since my earliest days as a real estate professional.

Truly, my answer hasn’t changed much over the years. But what has shifted is the person I think of when I answer. There’s always the one success story that comes to mind—someone who is a perfect example of what happens when you put a powerful principle to work.

These days, I think of a young coaching client we’re working with. Over the past four years, he’s carefully built a highly productive client database, and last year he did 32 transactions from that database.

To be clear, he deserved those transactions. He serviced that database like no one else, using our special 32-point touch system. He worked it, he followed the process, and he earned the results.

So what’s so special? After all, leveraging a client database isn’t a new way to do 32 transactions—it’s a success principle that pre-dates the rolodex.

What’s amazing is this:  his database only has 150 people in it.

That’s it. Just 150 people.

It’s a small number. Tiny. People build databases that big in a fraction of the time. But the difference in this case? He understands the value in building a business, not just earning a living.  He knows that the real return is not to make the short-term grab for earning a quick buck, but to gradually nurture the relationships that will give him a real, lasting business.

That distinction—building a business versus earning a living—is what allows him to do the work. To carefully build and nurture his list for the long run. To resist the urge to quit, or to abuse the trust of his small group of clients.

The secret ingredient isn’t really that secret.  It’s the people who truly cook with it every day that make it work. 

Until next time, make it count!

Richard