What It Takes To Become a Complete Real Estate Agent

Introduction to the Not So Secrets of Real Estate Success

NOTE: The following is the rough draft introduction to a new book I am writing on real estate success. I am posting this here for three reasons: (1) The question has been asked what business are real estate agents in, and what business should it be; (2) Because I would value your feedback as to whether I am on the right track; (3) have you sign up to buy the book when it is finished in December, or maybe January. Please give me your feedback below so that I can improve on what I have started in this rough draft. Please be gentle, Jason.

I remember when I got into real estate sales at age nineteen how excited I was to embark on a career that would allow me to reach financial goals that would exceed anything I thought was possible when I was growing up in a small Texas town. I can remember being in high school, trying to figure out what college I would attend and what I would major in. I looked at what degrees in business had the highest starting salary and what that degree would earn me over my lifetime. Then I compared it to what my father was making in real estate sales.

I quickly became a college dropout.

A career in real estate offered me everything I yearned for. I wanted to own my own company. I wanted to be able to do things my way. I wanted to set my own schedule. I wanted my face plastered on my business cards and to hear my voice on the radio. I wanted to make buckets of money. I thought it would be easy.

That was when I learned the meaning of naïve.

Oh, the real estate part was easy enough; it was that success part that was difficult. I learned about marketing, mentors told me I was a natural at sales, I knew my paperwork by heart, I could connect with clients and find them the perfect home and help them finance it at a payment they could afford. I earned some nice commission checks. I just didn’t earn enough of them on a consistent basis.

Obviously, there were reasons why I wasn’t making the money I thought I would. We were at the tail end of a recession. Interest rates were in double digits. Financing guidelines were strict. My company didn’t provide me with leads. People didn’t know a good deal when they saw it.

I knew the success would come as soon as the market improved. And everyone else in my company knew it too. “Just wait” we all said, as soon as the market recovers so will our bank accounts. We just had to hang in there.

So I read every book on sales and success I could find. I attended training to increase my skills. I studied my market. I memorized the scripts written by the “gurus.” I made a business plan. I was ready for when the market would recover.

Then the market recovered. Interest rates were down in the single digits. Financing guidelines were less strict. Buyers were buying.  Just not from me. I lucked into some sales here and there, but my income was still inconsistent. Any of this sound familiar?

Then my mentor came to me one day and I could tell he was frustrated with me. He told me how I had more talent than anyone he had ever met. He told me I was squandering my talent more than anyone he had ever met too. He asked me to do just one thing: laser focus on getting one appointment a week with a ready, willing, and able prospect.

Ten years later I was the Vice-President of a national real estate products company, training real estate agents on sales and success all across the country. My success had come, not because the market had changed, but because I had changed. My focus had changed.

The secret to my success was no secret at all. It was simple: I laser focused on getting one appointment a week and I did.

You can too. All I ask is that you let me prove it to.

My story of how I started my career is a common one. As I have traveled the country training agents, I have encountered new agents and experienced agents that had similar stories. They had taken all the best training, had invested in the best marketing materials. They learned all the scripts that the gurus had sold them. And yet the success they dreamed of when they made the decision to pursue a career in real estate had never materialized.

I remember coming home from a week of training and speaking in Atlanta and being frustrated that even though agents told me that my training was the among the best they had attended, that they were still not making more money. I asked my father what I was doing wrong. “Jason,” my father said, “the average real estate agent is always getting ready to be ready to be successful.”

That statement forever changed my approach to real estate training. And it changed the results of those agents that I have trained and coached.

The Reality of Real Estate

At all my training events, I ask the question “What net income goal did you set for yourself when you got your real estate license?” The number one answer I hear by a large margin is $100,000.  I heard that answer ten years ago and I hear that answer now. (For that reason and for the purpose of this book, I am going to set $100,000 in net income as the financial benchmark of success.)

So if that is the goal of the majority of agents when they get their license, how many actually achieve that goal? Well, according to the 2011 National Association of REALTORS® (NAR) Member Profile, only 6% did.

Think about that for a moment. If $100,000 in net income is the goal starting out, then 94%, or more than nine out of ten agents fail to reach their goals. Ok, so maybe that goal is too high. Let’s say for the sake of discussion that most agents have the goal of only $50,000 in net income. Well, then only 80%, or eight out of 10 agents fail to reach their goals.

This begs the question, “What separates those agents that reach their goals from those that don’t?”

Conventional wisdom would say the answers would be experience, hours worked, or training. But conventional wisdom would be wrong.

The reality is that 93% of agents that have six to fifteen years experience and 86% of agents that have sixteen or more years of experience fail to earn $100,000.

What about working more hours? Of those agents that work full time, the difference between those that work less than sixty hours a week and those that work more is only one agent out of ten. Again, we see no major correlation between working more and reaching the goal of $100,000 in net income.

So the answer must be training, right?

Well, no. In this economic downturn, more agents have sought professional training. In 2011, the percentage of agents that hold at least one certification increased by 11% over 2010, and 16% over 2009; however, during that same time period median income for agents declined 4.5% in 2010 after a 3% decline in 2009. So while designations and certifications probably make agents better at their job and providing value to their clients, current industry training has failed to have a major effect on their income.

So the answer to the question of why agents fail to reach their goals must be the market right? After all, in 2011 home prices have declined in many markets, financing guidelines are stricter, and the total number of sales are much lower than they were just five years ago.  But five years ago in 2006, only 5% more agents earned more than $100,000 in net income than today’s agent. That means that at the height of the real estate boom, only one more agent out of twenty reached the financial success they dreamed of when they got their license.

So what gives?

Why Agents Fail To Reach Their Goals

What’s the difference between agents who truly succeed — agents who actually achieve their goals and those agents who constantly struggle?

In our twenty years of being in the real estate industry, training and coaching agents, and consulting with brokerages across the country, we have observed three factors that we can always identify with agents that struggle. One of these three factors is always present, if not two or all three.

Here it is: Agents fail to reach their goals…

1. because they fail to clearly understand what business they are in,
2. because they fail to get and keep clients,
3. and because they don’t take the right actions for the right reasons at the right time in the right way.

When I ask this question in training classes, I always get a room full of agents screaming at me ten different answers.

• “I am in the business of helping families achieve the dream of homeownership!”
• “I am in the business of helping people buy or sell real estate.”
• “I am in the business of helping people find their dream home!”
• “I am in the business of helping people sell their home!”
• “I am in the business of helping people find buyers for their homes!”

None of those are the right answers. Those would be the right answers if I asked you to tell me something that describes your job functions as an agent, but they do not tell me the business you are in.

Real estate agents are in the lead generation business. Period.

Your business does not exist, nor can you complete the functions of your job as an agent, if you do not generate contact information of people that are interested in buying or selling real estate in the future. You cannot help any family achieve the dream of homeownership if you do not know who needs help.

Now, I know what you are thinking. You think that this is obvious and you know that already. Well, you probably do, and that is why this book is titled “The Not So Secrets of …” instead of “The Secrets of…”.

But here is the thing, you may know that without leads you won’t achieve your goals, but do you take consistent and daily action to generate leads? Or do you get too busy with one client and stop taking the actions that got you that client? Do you leave the office early at the end of the day to beat the traffic instead of making five phone calls to past clients to stay top of mind and ask for a referral? Do you start your day by handwriting notes to your sphere of influence? Do you go drop a FSBO packet everyday to two homeowners that have shown that they are ready and willing to sell their home while you are running errands?

Or are you constantly looking for the new, magic lead generation tool, technique or strategy that some guru or vendor has promised will allow you to generate leads without working for them?

Just because you know your business is all about generating leads, what do your actions say about your commitment to success?

You cannot reach your goals if you do not take daily actions to generate leads that will lead to that one appointment a week. That was true in the past, that is true today, and it will be true tomorrow.

Those agents that reach their goals know this and let nothing come between them and the actions they must take to generate leads.

Later in the book we will examine lead generation in more detail and I will share with you some more “not so secrets” of lead generation.

Imagine this for a moment: you have invested thousands of dollars in a website, online advertising, and a postcard campaign. You are getting three leads a day from this magic lead generation campaign. By the end of the month you have ninety new leads, and in six months you have 540 new leads. Congratulations, you are a lead generation master.

But in those same six months, you have only closed three transactions, and two of those came from referrals and the other was a phone lead while you were working phone duty. Wait, you say, I should have more closings with that number of leads! After all, your one-hundred dollar a month contact management software automatically sends out an email campaign the minute they sign up for your website. There should have been at least one person that should have turned into a client.

So you make a decision. The website and marketing campaign is a waste of money. It doesn’t generate the type of leads you need in order to make sales because these are obviously not serious prospects signing up. You cancel the website and marketing campaigns because they are costing $500 a month to generate those 540 junk leads.

Now you are on the internet Googling “best real estate lead generation ideas” on Friday night after your family has gone to bed. You see a blog post about social media and how if you are not making connections online you are doomed. Your career is doomed. You can’t be successful in real estate until you invest in a custom FaceBook page that creates a personal brand allowing you to engage your community. So now you pull out a credit card…

WAIT. WAIT. WAIT.

This can’t be real. I must be making this up to justify writing this book and selling it to you right?

But it is real. I teach a Continuing Education class in Texas on Internet Marketing and Social Media Networking. At the beginning of one class I asked the agents what they hoped to learn and what frustrates them about internet marketing and social media. This was a real scenario told to me in room of sixty agents.  I asked the class how many had similar experiences, and half the class raised their hand (the other half wanted to learn how to generate the three leads a day.)

So these agents weren’t failing to reach their goals because they couldn’t generate leads, they were failing to reach their goals because they couldn’t get and keep clients. This scenario is all too common.

We are told that real estate is a numbers game. Get enough leads and a certain percentage will turn into clients. You just need to figure out many leads you need to reach your income goal.

Oh sure, some of those leads will turn into deals at some point. But just getting prospects contact information and sending them some pre-written emails to keep you top of mind until they are ready to make a buying or selling decision is not enough.

To convert leads, you have to give them a reason to contact you. A good reason. A reason that matters to them. A reason that conveys to them that you can help them satisfy their WHY. Until you learn what motivates your prospects and that you are their best choice in assisting them in solving their WHY, you will continue to struggle as an agent.

But when you learn how to craft your follow-up to address their WHY, you will find that these “worthless” leads will reach out to you when they are ready for more information. And once they reach out to you, when you ask questions that demonstrate your desire not to sell them, but to assist them, you will have earned the right to ask for an appointment. And then at the appointment you provide them with a path to solve their WHY, and you will have converted the lead to a client.

So here I go again with another earth shattering secret of why agents fail to reach their goals. But stay with me before you ask for a refund, because the next reason agents fail to reach their goals is the one that once you correct it, will be the one that will change your business and change your life.

In my lead generation training classes I teach an old school technique that is sure to get agents eyes rolling, as I am sure it will get your eyes rolling now.

Ready? I believe that the most effective lead generation technique available today to get guaranteed listings is…drum roll please…door knocking. That’s right. I said it. Door knocking. And I am a trainer under forty.

I love to ask this question in classes. Because I know that I will get the same feedback every time. And I like the feedback because I get to debunk it.

What do I hear agents say about door knocking? It always the same excuses, “Door knocking doesn’t work because…”

• “I don’t like someone knocking on my door, so I know home owners won’t appreciate me knocking on theirs…” – so you have met every home owner in your market?
• “No one is ever home…” – not when you go at two-o’clock in the afternoon on a weekday, did you try in the early evening or maybe Saturday morning?
• “When they open the door and find out I am a REALTOR®, they try to close the door as fast as possible…” – I would too if you were trying to sell me something, so don’t knock on their door to sell something – namely you!
• “No soliciting is allowed in the neighborhoods I farm…” – again, why are you trying to sell something?
• “There is already a ‘neighborhood expert’ that gets all the business in the neighborhood…” – ok, but do potential sellers need a neighborhood expert or do they need a real estate expert to sell their home?
• “It’s too hot…” (this one is common in Texas, even in December) – great, then there is going to be less competition for their business.

These are the excuses I have heard the most from agents from Sacramento to San Antonio. Yet, when we teach agents our method of door knocking, and they make the decision to actually go door knock using our method, amazingly they actually meet home owners, build relationships with them, and sell their houses. But all the excuses I listed above are examples of taking the right action (door knocking) the wrong way (trying to sell yourself) at the wrong time (weekday afternoon) for the wrong reasons (I need a listing).

Now what would happen if you took the right action (door knocking) the right way (trying to build relationships) at the right time (Saturday morning) for the right reasons (I can assist you in solving your WHY when you are ready)?

Well, one new agent walked out of a class, went door knocking on a Saturday morning, introduced herself and asked the residents about the neighborhood, and then followed up with them with a handwritten note thanking them for the time and ended up with three new listings and two new buyers. Would you like those results from one morning of prospecting?

This is one of many actions that we see agents doing the wrong way for the wrong reasons at the wrong time. For instance, have you ever held an open house simply because your client expected you too, or did you hold the open house and market it effectively to actually generate buyer leads? Did you attend a Continuing Education class simply because it was free and you needed the credit to renew your license, or did you take it because the topic was one in which you needed more education to provide a greater level of service to your clients? When showing buyers available homes, are you a tour guide or a home buying consultant? Do you attend builder luncheons for the free lunch and to hear the latest industry gossip, or do you attend the luncheon to learn more about the builder and their products so that you can educate your clients better?

If you simply learn the habit of taking the right actions in the right way for the right reasons at the right time, then you will be well on your way to achieving your goals.

I am sure that the reasons I stated for why agents fail to reach their goals are known to you. I know you want to generate more leads. I know you want to convert more leads to clients. I know that you want to do better. I know this or else you would not have invested in this book.

So how does knowing these things help you?

To achieve the results you desire from your real estate career requires identifying the actions you are doing right, the actions you need to do better, and the actions you are not doing but should be. And then do them. And do these right actions for the right reasons in the right way at the right time.

Until you identify the holes in your performance you cannot take corrective action. But once you identify those things, and take the actions necessary to turn your dreams into reality, success as you define it is not difficult to achieve.

The promise of this book is simple: We will help you identify these things and provide you with the tools, knowledge, and strategy to achieve your goals. But you have to take the action.

Why Real Estate Training Fails To Help Agents Reach their Goals

Today, real estate agents have access to any type of real estate training they desire. You want to generate internet leads; well there is a guru for that as well as a designation. Want to learn more about short sales?  Or how about social media? Or Luxury Home Marketing? Or Buyer’s Agency? Or Referrals? Or Relationships? How about listing presentations? And let’s not forget about those scripts written by top producers? There’s a guru for all that.

With all this training available, and the vast majority is quality training taught by quality current or former top producing agents, why have we seen not seen more agents break the $50,000 income goal or the $100,000 goal?

The answer is really very simple. To achieve the results you desire you must have both the capacity and the commitment to perform. This is called the Performance Formula:

Performance = Capacity x Commitment

Capacity means having the skills and resources to perform your job functions as an agent. These are the “How-To’s” of the business. Commitment is the agreement you make to yourself to take the actions necessary on a consistent basis that allow you to achieve the results you desire. Commitment is your “Why To.”

In today’s training environment, we have plenty of “how-to” and not enough of the “why-to” training.  And when we as an industry try to motivate agents, we use methods that are outdated and have been proven to be mistaken. Virtually all real estate training offered today focuses on changing your behaviors. The training urges agents to make more contacts, to make better calls, to listen better, to make better listing presentations and so on. Unfortunately you cannot change your behaviors until you change your belief set.

As human beings, we have a difficult time seeing ourselves as we really are, and seeing our performance as it really is. With life happening all around us and refusing to slow down, we fail to see the hidden forces holding us back from producing the results we expected. We have a difficult time remembering to take the right actions at the right time.  We fail to make the right choices and take the right actions that will lead to the success we dreamed of when we passed our real estate exam.

In today’s economy being good enough, giving the minimum effort, and using excuses as explanations are no longer acceptable. To achieve the rock-solid, bottom-line results that you dreamed of when you started you real estate career, you must, without question, develop the power to work smarter, compete smarter, and live smarter or else face some rather unpleasant circumstances.

In the rest of this book we will help you see precisely what is holding you back from the results you want, to remember to make smarter choices and take smarter actions every single day, and to assist you in increasing your capacity and commitment to achieve success in real estate.

Becoming A Complete Real Estate Agent

Up until now I have concentrated on depressing you with just how many fail to reach the $100,000 net income goal. But here is the good news. Not everyone fails. There are thousands of agents that reach that goal every year.

Some are new to the business, some are experienced veterans. Some work as solo agents, others as part of a team. Some generate all their leads from referrals, others from internet leads. Some are dynamic personalities, others are extreme introverts. Some are in depressed markets, others in resilient markets.

To reach your goals in real estate, you must become a complete real estate agent. Over the years, we have identified five areas in which successful agents have mastered:

1. Personal Power – the ability to achieve the results you desire over time
2. Real Estate – the knowledge and skills to help your clients make smart real estate decisions and receive a superior customer service experience
3. Lead Generation – the ability to generate leads of ready, willing, and able prospects
4. Sales – the ability to convert leads to appointments, appointments to clients, clients to commissions
5. Business Management – the ability to run your business as a business and not a hobby

If you want to meet or exceed the goals you set for yourself, then mastery of these five areas is not an option.

Personal power is nothing more than you ability to take consistent actions. It is personal power that brings you success and happiness.

People with low personal power wonder if they can ever accomplish more than they have. They ask why they can’t seem to get ahead. They have resigned themselves to being realists instead of being dreamers. They at one time felt like they could achieve great things, but have lost hope. They spend their days on things that aren’t fulfilling. And they let this limit their true potential.

People with high personal power earn more money and attain financial independence. They achieve their goals sooner rather than later. They lead a more energetic and well balanced life. They prosper during good times and bad times. They gain a career edge by taking right actions consistently to differentiate themselves from their peers.

I once read that all of us make two fundamental choices each day: Excellence or Mediocrity.

Intentional excellence happens when we choose to take consistent right actions to achieve results. Intentional mediocrity is the natural state when we know we should be taking right actions and choose to do nothing.

If you choose to increase your personal power will lead to a career and life of intentional excellence.

You can test your Personal Power here for free, using the same tool we use in our training.

Earlier we established that you business as real estate agent is the lead generation business, but your job is to help clients make smart real estate decisions while providing a superior customer service experience. To do that you must be the real expert that your clients expect and need you to be.

Being a real estate expert means that you have command of all the contracts, addendums, listing agreements, and other paperwork necessary to facilitate a real estate transaction. It means understanding and keeping up to date on current mortgage financing options, alternative financing and interest rates.  It means knowing you markets inventory of total listings, recent solds, expireds, pending sales, and price changes.  It means knowing your current market trends of days on market, sales price to listing price ratio, current month’s inventory, and monthly sales on both a macro and micro level.  It means having command of the contract to close process, knowing how to read settlement statements, explaining surveys, inspections, title policies and being able to handle challenges that arise during this process.

Just having passed your real estate exam, taken your required CE courses, and closed a few transactions does not make you a real estate expert. It requires deliberate effort of taking the actions to stay informed and educated of the constantly changing real estate landscape.

You can master lead generation and lead conversion, but if you are not a real estate expert you will have more expired listings and buyer’s that don’t buy, and less repeat and referral business because you could not help your clients make smart real estate decisions while providing superior customer service. If you want to meet or exceed you’re the goals you set for yourself, then becoming a real estate expert is mandatory.

Without leads you are have no business. You have no clients. You have no commissions. We know this is a universal truth. It for this reason that we have seen training about lead generation explode over the last ten years. You have new vendors and trainers selling the next great lead generation system. And yet we have already learned with all this new training and with all these new lead generation systems has not been an increase in agents achieving that six-figure income goal.

The reality is that the majority of lead generation training and systems today concentrate on the methods of delivery for your marketing message and not understanding what marketing messages prospects respond to and why. We use marketing messages that we learned from someone that was in the business before us, and they learned from someone that was in the business before them. When we then fail to generate leads, we often blame the delivery system of the message and not the message.

In our lead generation classes, we hear that direct mail does not work the way it used to, that pay-per-click advertising on the internet is a waste of money, that door-knob hangers left at apartments don’t generate calls. But we can show you that each of these delivery systems can work when the message that you deliver appeals to one of the five Dominant Buying Motives of prospects and how to craft a call to action that is based on the science of how human beings make decisions.

To master lead generation, an agent must simply craft a message that compels a prospect to contact you because you have demonstrated that you may be able to help them make a smart real estate decision while providing a superior customer service experience.

If you can’t sell, you can’t succeed. There are no exceptions. You can be a real estate expert that generates more leads than anyone in your market, but if you cannot convert those leads to appointments, appointments to agreements, agreements into contracts, and contracts into closings you will forever remain average.

Again, this really isn’t a secret is it? This is the reason that we have trainers in our industry that do nothing but try to help you become master salespeople. They give you scripts for any situation that you must memorize. Listing presentations that if you follow will lead the prospect to sign the listing agreement. The exact words to overcome any objection. Yes, we are told, if you memorize these scripts you will be successful because these scripts were modeled on the presentations and scripts of proven top producers. I have seen training binders with hundreds of pages of scripts.

But again, these scripts, dialogues, and presentations have been around for longer than the twenty years I have been in the industry, and in my twenty years we still have 90% of agents failing to achieve that elusive $100,000 goal. So is it the fault of the agent or the fault of our training in the industry?

In my experience, it is the fault of the training. It simply isn’t complete.

Now I know what you are thinking; there are agents that don’t memorize these scripts and dialogues, so wouldn’t that be the agent’s fault? Well if they are truly lazy and just don’t care about success, then yes. But if an agent takes the time and spends the money on sales training, I think they want to be successful. So the training being delivered is not believable to the agent. They ask themselves, will this really work and then answer no. When I first started in sales, I remember sitting through sales training that is typical of what we still see today, and being in this camp. And no one ever questioned my work ethic or my desire to be successful.

Then we have the agents that do memorize the scripts, dialogues, and presentations. But then they never use them because they haven’t memorized them perfectly, or use them and have to think too much and then fumble the delivery, or they use the wrong script or dialogue at the wrong time. There is simply too much to remember for the average person.

So how do we become master salespeople if we don’t memorize scripts and use them at the appropriate time? Simple. We learn how the brain makes decisions, we learn the five Dominant Buying Motives (DBMs), we learn the four basic personality types, and we learn how to ask all of our prospective clients three questions and listen to their answers.

These three questions will lead you to discover you prospect’s DBM and their personality type. Once you know this information you can simply ask if they would like to know how you would be able assist them in satisfying their DBM and then do it. Sounds too simple huh? Well it really is not. I have been it doing since I was twelve after my father taught me how and so can you.

Becoming a master salesperson is not about memorizing scripts, dialogues, or presentations. It is about learning, understanding, and applying consistently the process of discovering prospects DBM, demonstrating how you can assist them in satisfying that DBM better than other agents, and then doing it.

Last year I consulted with an agent that wanted to generate more income because she had to refinance her home to stay in the real estate business. This was an agent that had been in the business for more than five years and consistently earned over $100,000 in gross commission income.

This was an agent had  the personal power to take the right actions to generate leads and convert them to commissions. This was an agent that was known as a real estate expert and had testimonials from all of her past clients that demonstrated that she provided a superior customer service experience. Yet she was broke.

During our consultation I asked what was she going to do with the cash she was taking from the equity in her home? Her response, I got behind on my taxes and need to pay the IRS. I asked her where all the money that she earned went. Her answers:

1. Her car payment for a new luxury car that her broker said all agents should have to give the appearance of success.
2.  Her clothes allowance for the same reason as above.
3. All the monthly subscriptions for the websites and systems that she needed to generate and manage leads.
4. Her marketing budget, for postcards, brochures, magazine ads, postage.
5. Her assistant.
6. And then her living expenses.

After all that was paid, there was nothing left. As a matter of fact most of her credit cards were maxed out as well.

The problem was clear to see. She had mastered all the other areas necessary to be a complete real estate agent except for how to manage her business as a business. When we dug into her situation a little closer, we found that she based her professional and personal budgets, such as they were, on her split of the GCI she earned, not the GCI after taking out money to put into a special savings account for taxes from each commission check.

Then we discovered that many of the websites and systems she was paying for did little to contribute to her sales. Her marketing budget was out of control, and her assistant was underutilized because she had no time to train her. I wish I could say this is an uncommon scenario, but we meet agents that lead huge teams with buyer and listing agents, that do hundreds of transactions but still do not reach $100,000 in personal net income.

If you do not control your business, you business will control you. By making sure that you have the correct priorities, systems and processes in place, you can not only earn more money, but you can keep more of it too.

A Word About Success

Success is not a destination or a journey. It is not a dollar amount. It is not more possessions. If I were to step out of this book and into your office to have a conversation with each of you reading this book, each of you would give me a different answer of what success mean to you.

For some of you, financial success in real estate might mean earning $40,000 and for others it might mean earning $1 Million. Either goal is fine by me as long as you are happy, and this book can help you reach any financial goal you set.

For I truly believe that success is a feeling. It is a feeling of significance, satisfaction, peace of mind, and happiness in one’s own life. We all made the choice to entire this profession not only for the money we could make, but for the lifestyle it could provide for ourselves and those that we love.