ADVICE: You have to make your own luck in real estate

In the article, which addresses themes that emerge from conversations with small business owners and how they can inspire real estate agents, the power of “happiness” is the ninth and final theme. My years in the real estate industry – 55 so far – have led me to the conclusion that while luck cannot be relied on alone, it still deserves a higher rank.

Thirty-five years ago, during a training session for Realty World, the late Bob Clements shared this observation: “Cream is pushed to the top because the milk sinks. Nothing rises on its own.”

Before you congratulate me on my memory, let me tell you how I know what Bob said. I was there and wrote it down.

In 1986 my best partner ever was (“outside of marriage,” he added hastily), Marilyn Jarvis, gave me a blank, red, leather-bound notebook. Up until that point in my career, I had collected newspaper and magazine articles, conference notes, and famous quotes in the bottom drawer of my desk, under the bottle of whiskey.

Today, that notebook has 126 pages containing the wisdom of others. After reading Koot’s excellent article, I was inspired to go to the Red Book to see what I could reap in terms of ‘happiness’.

Create your own happiness in real estate

We all have read about the multiple lottery prize winner. On a smaller scale, we’ve met or even had someone on our sales team who always seems to win, whether it’s an open house or a sales competition. We shrug and attribute this to the winner’s ability to attract random opportunities.

What does the Red Book say?

“I’d rather be lucky than competent,” says Jim McNeal, a close friend and former managing broker.

Real estate trainer David Knox expands: “You make more money by being there than by being good. Get your people off their ambitions and show up.”

Show up? Why? Ben Franklin reminds us, “The Constitution guarantees only the right to pursue happiness. You have to catch it yourself.”

Before the accounting firm Arthur Andersen LLP crashed and burned in 2002, its founder said, “The most important ingredient in any business relationship is the frequency of contact. Go there! Go there! Go there!”

A more recent business partner of mine, Randy Forbes, reminded our salespeople that “the world is run by the people who show up.”

Convert happiness into success

Yes, but where do I find success? In the great movie Any given Sundaya football coach, played by Al Pacino, gives the following advice in the locker room: “We’re going to win this game inch by inch – and the inches we need are all around us!”

Why aren’t people more successful? The lessons wouldn’t be the same without something from Thomas Edison. “Most people miss opportunities because they wear overalls and look like work.”

David Foster said this: “’Good’ is the enemy of ‘great.’ I’ve known people who could have been great, but stopped short of doing the right thing. I don’t feel sorry for them, because if they don’t work Saturday and Sunday, someone else will.”

And on our theme he said: ‘Luck is when hard work meets opportunity.’

Making the most of opportunities

So far in this article I have overlooked what baseball can teach us. Listen to Hall of Famer and former Toronto Blue Jays coach Bobby Cox: “Show up on time and be ready to play.”

Put it this way: showing up – even when it’s important – isn’t enough. You should also bring your “A” game once you get there. In the words of former Seattle Mariners coach Lou Piniella, “You still have to play baseball when the umpire says, ‘Play ball!'”

In real estate and in life, happiness is never guaranteed, but it always awaits those who show up, work hard and are ready for opportunity. Success is rarely the result of chance alone. It is the product of perseverance, preparation and a willingness to embrace the unexpected.

As you move forward in your career, remember this: Happiness favors those who are present, engaged, and open to possibilities. Show up, bring your best and let luck meet you halfway.