In "The Millionaire Real Estate Agent", Gary Keller says "Natural ability can only take us so far. No matter how gifted we may be, each of us will eventually hit our own ceiling of achievement. There is no if to that assertion, only when. So the most important achievement question you may ever have to ask yourself becomes: 'When I hit that ceiling of achievement - whether it is low or high - how will I break through?' "
He goes on to show how we can add proven models, systems, leverage and creativity to break through each ceiling we hit - because there is always one on the other side after we break through.
For the last few years I have added leverage - I have an amazing admin assistant, a great transaction coordinator, and a few favorite showing assistants who open doors for me when I am tied up elsewhere so my clients don't have to wait for me.
I have learned to 'let go and let them", which was actually a huge breakthrough for me.
In July 2024 I celebrated my 11th anniversary of becoming a Realtor. Since that first day there I have experienced so many breakthroughs, when I really think about it. First was a mindset breakthrough about money. I didn't realize I had a scarcity mindset instead of an abundance mindset.
That had a huge impact on my life and my business. Because of it, we were able to achieve financial freedom in about 5 years after decades of being weighted down (essentially drowning) in credit card debt, student loans, our mortgage, etc. Now we have no debt. Our mortgage is paid off and we have even bought, and paid off quickly, two new SUVs. In 2023 I went to France with friends, and Tom and I traveled to Greece. I have been able to donate to so many causes that are important to me and help out friends and family who were in need.
It is a much better feeling. "Money is good for the good it can do."
I was fortunate that I started my career with Keller Williams Realty, and specifically, with the Northwest Austin Market Center. Because of the culture and the support of colleagues, it has been a continual path of growth, both personal and in business.
I knew nothing about the traditional real estate process when I started. Tom and I had taken a couple of classes decades ago, but otherwise my real estate journey involved:
- buying a new construction condo when I was 20 (without agent representation)
- leasing out that condo ourselves and self-managing when Tom and I got married
- bidding on a HUD foreclosure home in an open auction - losing - and then winning it in the closed bid auction when it became available again. (We had an agent submit the bid but didn't keep in touch with her, and I don't think I ever met her)
- leasing Tom's house out once we moved into the foreclosure and self-managing it
- going through 3 evictions on our rental properties because tenants stopped paying rent (and cleaning them up after they were destroyed by the tenants)
- buying raw land outside of Austin (this time with an agent, although I only have vague memories of it)
- selling Tom's house to the last couple who leased it, without agent representation (they still lived there last time we checked)
- selling my condo and our foreclosure (now fixed up after living there 10 years) using my neighbor who had just gotten her real estate license.
- finding a house to lease in Lago Vista, via the local newspaper, and being tenants for 8 years while we built our home on the raw land (we underestimated how long it would take to build the house - by about 7 years!)
Becoming a Realtor was probably last on my "dream career" list. An architect or interior designer, perhaps, because I loved looking at houses and even designing them. But what I knew of being a Realtor sounded boring.
The decision was borne of pure desperation. First of all, as I mentioned, we were broke after sending 3 children through college and building a house, essentially on one income because this blog, my multiple part-time jobs, my handful of published writings, and other handful of photography gigs didn't pay much.
I still had my dream of finishing my college degree, but couldn't make up my mind on a major or a career path. But it would take time, and also, as we knew, more money. Would it pay off enough to warrant either of those? We were in dire straits.
Tom had suggested getting my license, but it was my sister-in-law who finally convinced me that it would be quicker, easier, and much more lucrative financially than a college degree. She had just earned her master's degree right before going into real estate, so I had to believe her. (If you are in the Phoenix area and need a Realtor, call Kim Shallue!)
That is how, and why, I ended up becoming a Realtor. But to my surprise, this gig wasn't as easy as I thought it would be. I was honestly lost the first few months.
You see, KW is different from some other companies. Instead of giving agents buyer and seller leads, KW teaches them how to go out and find them, and to keep them coming, based on that old saying "“Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”
But I didn't have the right mindset. That image of a slick salesman was stuck in my mind - the last thing I wanted to be - and it created a conflict within me. Also, I didn't realize it, but I had an issue with money -that scarcity mindset.
My first breakthrough came in a class KW offers called Bold. A huge part of it was about the power of affirmations and positive thinking (I was a little cynical at first, I admit) and in thinking Big. We learned a lot of quippy sayings, like "There is no try" and "What you focus on expands" which I realized a few years later probably came from Napoleon Hill's book "Think and Grow Rich".
Another big one was "Come from contribution." It helped me understand I wasn't selling anything - I was helping people. The better my skills and knowledge, the better I could help them through some very stressful times in their lives. For that reason I have continued to take classes and mastermind with other skilled agents. We learn from each other.
It doesn't hurt that I'm a little competitive, and that most of the agents I work with are at least a decade younger than I am.
Now I feel I am bumping up against another ceiling. It's January, goal-setting season, and I have to admit that for two years I haven't hit my goals. What do I need to do to get to the other side?
This year I dove a little deeper into what has worked over the past year or two, and where I can improve. What do I enjoy, what can I let go of, or hand off to someone else? I didn't have as much time to spend on it as I hoped, of course. However the little bit of analyzing I was able to do helped me clarify in my mind what my 20% should be and what I can do to make it more effective.
There is another book by Gary Keller and Jay Papasan that helps with it - The One Thing - but it is still something I have to review often. It is about choosing the one thing in the different areas of your life - physical, spiritual, family, business, etc. - that has the biggest impact on that area. In other words, "“What's the one thing I can do, such that by doing it, everything else will be easier or unnecessary?"
My biggest challenge right now (and I think it is common with everyone) is time. That is where I need the breakthrough - creating a system or hiring the right leverage that will free up my time, so I can spend it doing the thing that will help me reach my goals.
I have been listening to other solo agents and taking notes on what they have done to grow their business. Some of their ideas will work with my business and life, but others won't. That has been another breakthrough for me... learning to stop grabbing onto new ideas before really reflecting on whether they are a fit for me. As a Realtor, I am a huge target for salespeople who are sure they have the answer to my problems. I am learning to tune out their voices.
It seems kind of strange to be 65 years old and still intent on growing my business, when most of my peers are talking about retirement. Tom just retired so everyone is asking me when I'll quit - if not directly telling me I should.
Yes, I work hard, and essentially work every day, although I've learned to set boundaries on when I'll receive phone calls or make appointments (another past breakthrough) so that I don't totally burn out. I make time to pray, meditate, work out, and spend time with my family and friends. I enjoy my life, and feel fulfilled, and it has been via a route I never expected.
I love this career, love how I've been able to help people both directly and indirectly. I love helping newer agents, and love learning from top agents, or even from clients and transactions. There are always new challenges that help me grow as a person and as a better Realtor. And with Tom retiring (and a house that needs to be finished, and more destinations that need to be explored around the world) I plan to continue working until I just don't enjoy it anymore.
Meanwhile, I'll focus on breaking through this next ceiling...
...and only those who will risk going too far can possibly find out just how far one can go. ~T. S. Eliot, 1931
All dream: but not equally. Those who dream by night in the dusty recesses of their minds wake in the day to find that it was vanity: but the dreamers of the day are dangerous, for they may act their dream with open eyes, to make it possible. ~T. E. Lawrence