“It’s kind of fun to do the impossible.” – Walt Disney

My success in August of 2008 is another prime example of how there is always opportunity to make money in real estate rentals. There’s no doubt about it, market conditions are tough. The current state of Wall Street, rising unemployment, and general precariousness of the economy have created a pessimistic atmosphere among many agents. Over and over I hear the question: it is still possible to make money in real estate? My answer, as you’ve heard throughout this book, is absolutely YES!

“Wait a minute Gary. You made $120,000 in your first year and you now have a decade of experience! What about me?”

This is exactly my point. You can too! I’ve been a broker for most of my career and I don’t generally do deals anymore, but in August of 2008 I decided to jump back into the role of an agent for 30 days. I was out of practice and I would be operating without a listing database or even an office with a support staff! Yet in that single month I closed twelve deals and earned $29,412 in commissions.

I had no special advantage other than the techniques that anyone can learn. You could have done this! That’s what is so magical about real estate – it’s not some exclusive club that screens for talent or experience before admitting its members! It’s a trade that anyone can acquire!

The “born salesperson” assumption is a MYTH! There may be born extroverts, but that trait alone doesn’t make you a champion! Talk to ten champion agents and each of them will tell you that most if not all of their skills were acquired over time by either modeling the successful behaviors of champion agents or through ongoing education or other means of personal enhancement.

Once you develop your ability to choose good listings, create strong ads, deftly handle calls, efficiently manage paperwork, command the client relationship, and close transactions, you will be imbued with a confidence that will present itself throughout your day. For example, in just a brief phone conversation you will create such a strong sense of urgency in the client that you’ll already know when you meet them in the afternoon you WILL close the deal, all because of what you have learned and practiced. Confidence on a day-to-day basis leads to confidence on an even higher level. Don’t be surprised when you’re hit with the “A-ha!” of KNOWING that you can make money any day and under any circumstance!

Once you’ve mastered this trade it can never be taken away from you! You’ll always have an innate confidence in your ability to close deals and accomplish your goals. That ability in itself is priceless! Unlike in a typical 9-5 position where your fate lies in the hands of your employers, you are now master of your own trade, and of your own life! Any morning you can go out, make a deal and earn a solid commission.

Many agents join the industry and quit soon after. My purpose in writing this chapter is to convince you that you do not have to be one of the agents who quits! In fact, many of the agents who quit likely could have had an excellent career in real estate if they’d only understood how! This industry is extremely lucrative. If you have the courage to stay with it through those first few months, believe in yourself, and treat every failure as a lesson, there is a great chance you WILL succeed! In fact – if I can succeed, you can most definitely succeed!!