Steps to Real Estate Success

30 May

Categories: All Training, Syndicated, Ten Steps to Real Estate Success Comments: 0

In the last nine steps I’ve shared what I believe to be crucial keys to being successful in this new age of real estate. But this final step is the most important step of all. And more importantly, if you skip this step, you may as well not do any of the other nine.

I believe there is one major obstacle you must overcome before you can achieve greatness on any level, and certainly greatness in real estate. You have to conquer the six inches of ground between your ears! You can do anything if you see it first and then set out to accomplish it, following a methodical, step-by-step plan.

I’m going to share a story you may remember from Sunday School that illustrates my point exactly. Remember when Moses was leading the children of Israel into the promised land? If you recall, God told them he would give it to them, and all they had to do was go take it. Let me give you some background.

God had just demonstrated his power by parting the Red Sea and allowing the people to walk through on dry ground. He’d just finished destroying the entire army of Egypt to keep them from pursuing. He’d even fed them every day by providing divine food or manna for them to eat. So when they got to the edge of the promised land, Moses sent out a recon party of twelve spies.

I don’t believe it ever crossed his mind that there would be any lack of faith in the people, particularly after all the supernatural demonstrations they’d already experienced, first hand. I think that Moses sent out the spies to build their excitement and enthusiasm in anticipation of taking their land.

He gave specific instructions to the spies telling them to “enter the land boldly, and bring back samples of the crops you see” so they could encourage the people. Well, if you remember the story, after exploring the land the spies returned and gave their report. They all agreed and said “It’s indeed a magnificent country–a land flowing with milk and honey. Here is some of its fruit as proof.”

Two spies tried to encourage the people as they stood before Moses. “Let’s go right now and take the land,” they said. “We can certainly conquer it!” But the other ten answered, “We can’t go up against them! They’re stronger than we are, and the people we saw were huge.” They were mentally defeated. In fact, their exact words were, “We even saw giants there… we felt like grasshoppers next to them, and that’s what we looked like to them!”

As you can imagine, that negative report spread throughout the people like wildfire and their lack of trust in God kept them from every living in the promised land. Remember, God had told them they could do it. Ironically, the only two who ever got to experience the land of milk and honey were Joshua and Caleb (the two spies with the right attitude).

What a great story! Understand, my intention here is not to be “preachy”, but rather to illustrate a very important principle. Remember the words of the ten with the negative attitude? “We felt like grasshoppers next to them, and that’s what we looked like to them!” Nothing could be more true. The way you see yourself determines your outcome. If you see yourself as unable to achieve something, you are absolutely right. If you see yourself succeeding, you invariably will.

If you’ve followed with me through this entire series, and you’ve applied the first nine steps, then you already have the tools and preparation. You have a unique selling proposition and you’ve become an expert. You took the time to build a business plan and you assembled your tools. You understand advertising and you know today’s real estate customer. You’ve even mastered the art of prospecting and you are organized and ready. You’ve learned how to stop the slinky effect and you’ve even discovered the difference between growing by addition and multiplication.

You have all the knowledge you need. But do you have the courage and the confidence to actually go for it? Or do you see all the problems? You know, the other agents in your office that want to pooh-pooh your new found plans. Or the negative broker, or the shortage of funds or even the old-school, traditional real estate model that you are so comfortable with? I think you can do it. I know you can. But do you?

Matt Jones is the founder and CEO of and nationally syndicated author of LCM: The Secret to Success in the New Age of Real Estate, The Ultimate Listing Presentation, Traffic: How to Sell Fast and Net More, Becoming a Mega-Producer, and 20 Questions: Everything You Always Wanted to Know about Real Estate but Were Afraid to Ask. Jones’ North Carolina-based company has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN’s Pulse on America claimed is “changing the way real estate is being done in America.” This content is cross-posted in the following locations:,,, and now Amazon Kindle.


Posted by on May 30, 2010 in Published Articles


2 responses to “Steps to Real Estate Success

  1. Sandy

    May 31, 2010 at 7:51 pm

    Recently I sat in on a sunday school lesson regarding this very story. The class was being taught to high school students to illustrate the effect the influence of others has on us. Not only did the ten unbelieving spies bring back the report that they could not overtake the men in the land but they spread the word to all who would listen. All of the Israelites, other than Joshua and Caleb, failed to see the the Promised Land. They had not even seen the land but chose to believe what those who lacked faith reported.

    You CAN achieve all the blessings that God has for you. Just keep your eyes on the goal and refuse to listen to those who would lead you to believe that you can not accomplish all that you desire to achieve.

    You don’t need to take my word for it. Just read the rest of the story and see how Caleb “kept himself strong” all the years that it took for him to enter the promised land. On that day he rejoiced to see God’s promise fulfilled.

  2. Jeff

    June 1, 2010 at 10:50 am

    thanks for that blog I really appreciate the support and encourgment ..


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