Measuring Desire......

So as we are out recruiting new agents, the question arises, how can you tell the good ones from the great ones? Which ones are going to be fantastic and which ones are going to fizzle?

While I haven't been able to find a good measuring stick for desire, I have found a suitable substitute. It is commitment! I was recently reading a wonderful book called 'The Art of Strategy' by Dixit & Nalebuff where they discussed strategies for success.

They discussed strategies that worked for Hernan Cortez in his conquests in South America and the Athenian General Xenophon. Cortez sank his ships so his army had no way to get back to Spain. It was conquer or die. Xenophon fought with his back up against an impassible ravine after destroying the bridge that could carry them to safety. The only options they had was to win or die. With no other options, they fought like lions and won!

There are so many new agents that want to try selling houses for a living. They hold onto their lifeline of another job or a safe out. They never fully commit to their new career. You may not be able to measure desire but those agents who commit to succeeding in real estate and cut off all other options are much more likely to succeed than those who are 'testing the waters'.

Get your agents to commit and cut off all other options and you will see success!!