7 Tips for Success in Real Estate from Paul Gale

Paul-GaleAs part of a series of mentoring sessions, Central Properties invited Paul Gale, a successful Sales Manager for Long & Foster in McLean VA, to talk to our agents. Paul tailored his talk for Real Estate Agents looking to build successful careers, building on the famous “7 Habits of Highly Effective People.” Here are some highlights, and most of it applies to any profession!

To start, have a good mindset about what you’re doing. Find what makes you passionate in your career, and believe in what you’re doing. Be a team player. Everything must hinge upon core values of honesty, integrity and trustworthyness.

1. Be Proactive: Take initiative in life by realizing that your decisions are the primary determining factor for effectiveness in your life. Take responsibility for your choices and the consequences that follow.

2. Visualize success. clarify your deeply important character values and life goals. Create a mission statement that guides your choices and plans.

3. Prioritize: What is the most important thing for you to do to meet your goal? What things do you do that make money? Prioritize, plan, and execute your week’s tasks based on importance rather than urgency.
-Keep a diary/journal to track your progress and identify your efforts.
-Don’t get distracted by administration.
-Keep your business on track.
-Keep your work space clean.

4. Have confidence to believe in: Yourself, the office, your broker, the market.
-There is always someone that needs to buy or sell their home.
-Think Win-Win: Strive for mutually beneficial solutions or agreements in your relationships. Value and respect people by understanding a “win” for all is ultimately a better long-term resolution than if only one person in the situation had gotten his way.

5. Think about the areas of life and work on what needs to be working. Ask -> is there something else I need to learn about? Always look to improve and deepen your training. Be honest with yourself. Get all these settled, and the business will come.

Five Circles of life
1) Personal
2) Finance
3) Business
4) Spiritual
5) Family

6. Seek First to Understand, Then to be Understood: Genuinely listen and understand where people are coming from; Listening genuinely opens the space for others to fully listen to you. This creates an atmosphere of caring, and positive problem solving.

7. Behave with the best interest of your client. What gives you the highest return on business? -Referrals

  • Database – maintain a client database, and develop a Relationship Management System. Have a plan for contacting your database.
  • Have a Calendar/Accountability to your plan. Plan what you’re going to do, and plan your days off. Sticking to a calendar creates accountability when you review it in light of your goals and plan. For even more accountability, have an accountability partner–you’ll find it more motivating when another person is expecting you to perform and holding you to your plan.
  • Get a sense of when it is optimal for you to work your plan (time of day)
  • Create good habits: Schedule time to work your plan. Make a list of things you will stop doing. Reduce the use of technology (use the phone). Follow your plan.
  • Evaluate How You Got Your Business: Create a structure: Ask->
    – How do I do my business?
    – What do I want to do?
    – What am I about?
    – Evaluate your performance.

    Recommended reading: Real Estate Dough by Bernice Ross.

    Special thanks to Paul Gale for sharing his time and advice with Central Properties.

    Central Properties Agents listen to Paul Gale