Many people go through their lives and careers on autopilot.  They’re working at the jobs they’re at because the job chose them, not the other way around.  So you should ask yourself: what is your big why in your real estate career?  What is it you’re really after?  When you know this and put it into perspective, the how will fall into place very quickly.

Here’s an example of someone who’s motivated by a big why.  When someone is going on vacation, in the days before they leave they suddenly turn into marvels of productivity.  Their big why is their vacation.  If they get their work done, they can go on vacation.  That’s certainly a real, tangible goal to shoot for.  All of the normal idling and distractions we have vanish when we have a strong purpose.

So imagine if your career had the same sort of momentum.  To get that, you need to know what your big why is in real estate.  Ask yourself: why am I doing this?  what am I trying to accomplish here?  I’ve found the most successful people don’t say “My big why is making a lot of money”.  They focus on excelling at their profession and the money follows in kind.

If you don’t have a big why, you can never really get motivated to achieve.  People without a big why or with a few minor whys only have a modicum of focus and not much energy.  They get easily sidetracked and discouraged when times are tough.  But people with a big why get on track and stay on track.  Their business achieves its own momentum.  You’ve heard the second law of thermodynamics: “a body in motion tends to stay in motion.  A body at rest tends to stay at rest”.

When you sit down and really plan out what you’re going to do with your business based on what you want to do, an amazing thing happens.  You’ll find yourself automatically working on your business, even the distasteful and boring parts, day in and day out with little or no procrastination.  The more you work on it and build it, the more motivated you’ll be to continue working on it.  You’ll know you’ve achieved this when you no longer consider work as “work”.

Learn more of the finer points of achieving success in your real estate career with my course Excelling In The Real Estate Profession.  This course has been approved by the Registrar, REBBA 2002 to qualify for 9 credits.