Reputation By Repetition

This is not a book excerpt, it is instead from the cutting room floor.

I am asked many questions about Brokering, most of which sound something like this:

"How do I become a top-producing Broker?"

The desired answer is typically tactical.

• Lead sources

• AI tools

• Scripts

• The magic CRM

• The perfect morning routine

But really...

The question isn't quite worded correctly.

It should be:

"What would a top-producing Broker be doing today?"

There are clear answers.

They are not top secret.

They never were.

So...

Do the things.

Because here's the uncomfortable truth.

You are not the Broker you hope to become.

You are the Broker your calendar says you are.

If you make ten outbound calls every morning...

You're becoming a prospector.

If you return every phone call the same day...

You're becoming reliable.

If you read twenty pages every night...

You're becoming knowledgeable.

If you ask for referrals on every successful file...

You're becoming someone whose business compounds over time.

Identity isn't where you start.

It's what accumulates through repeated behaviour.

Or, as I've been saying as of late; Reputation By Repetition.

One of the biggest mistakes rookie Brokers make is believing confidence comes first.

It doesn't.

Competence comes first.

Confidence is a byproduct of competence.

Just like referrals.

Just like income.

Just like reputation.

Nobody wakes up feeling like a successful mortgage Broker before they are one.
Heck, many a super-successful Broker lives in a constant state of disbelief that success will continue.

They wake up...

...and make the calls anyway.

No matter how low they feel.

Again.

And again.

And again.

Eventually, one day, they realize...

"This is who I am now."

Who?

A dialling machine.

A closing machine.

A referral-generating machine.

An income-producing machine.

And yes...

There is a cost.

Everything has a price.

Doing nothing has one.

Doing something has one.

Remaining average has one.

Becoming exceptional has one.

You don't get to choose whether you pay.

You only get to choose which bill you want to pay.

Because for many of you reading this, there's an odd things holding you back.
The feeling (often accurate) that the people around you may not love the change in your for the better.

You becoming successful...

Ascending...

Can be a bitter pill for someone who's flatlined.

Or worse...

Someone who's descending, or spiralling.

There's that pal who wants to grab a three-hour, three-beer lunch every afternoon.

The friend who laughs at you because you're making prospecting calls, or working open houses, on a Saturday.

"You're not even a Realtor Bro!"

And the people who tell you to...

"Relax, ease up."

They aren't bad people.

They just don't carry your ambitions.

Or your responsibilities.

Or your pressure(s).

But they may have become very comfortable with the old/current version of you.

The slightly lazy one.

The slightly drunk one.

or worse still, the bitter one... moaning like a moron about 'the government this, or the regulator that'.

Your growth, your success, it forces uncomfortable questions about their own choices.

You know, misery...

...and all that.

Here's the good news.

They cannot stop you.

Only you can stop you.

And here's some more good news...

Nobody is coming to make the calls for you.

Nobody is coming to read the books for you.

Nobody is coming to build your reputation for you.

You will do these things for yourself, and you will become a better Broker for it.
A better person.

Again, nobody can stop you.
Also, nobody car start you.

I cannot start you.

Believe me... I know this, and still I try.

Every.
Single.
Week.

Alas...

Only you can start you.

Monday morning you can wake up...

...and become the Broker who makes ten calls at 10:00 a.m.

The Broker who sends handwritten thank-you cards.

The Broker who reads one chapter every night.

The Broker who follows up relentlessly.

The Broker who is never late.

The Broker who always does what they said they would do.

Not because that's who you are today.

Because that's what you've decided to do today.

Repeat it long enough...

...and eventually there is no difference between who you are and what you do.

Every successful human I know, myself included, eventually stopped asking:

"What do I feel like doing today?"

...and started asking a much better question:

"What would a professional do today?"

Then they answered that question.

Not with words.

With actions.

Reputation.

By.

Repetition.

Go.