What it takes to succeed as a top broker in 2016 by Schnurman

As the new year begins it is time to take inventory on the traits that make top brokers. Here is 2016’s list: 1. A Passion to win. The best brokers are self-motivates, love winning and hate losing. They are competitive with themselves and others. When a peer succeeds they get hyper motivated because they do not like it when the competition does well. 2. The ability to move on from setbacks. Perseverating on mistakes is a bad thing. Move on. Have a short memory for failures and a long one for successes. Learn from challenges and move one. Rejection is illusory and short lived. 3. Commitment to lifelong growth. Successful brokers dedicated to consistent and never ending improvement. They are constantly assessing themselves and intentionally focused on their improving skills, knowledge, attitude and habits. 4. Winners keep score. Successful brokers track their achievements.  They know all of their key metrics including listings, hard contracts, closed deals, commissions, calls, meetings, etc. Keeping score reminds them of their accomplishments, possibilities and to push themselves to better results. 5. Reward themselves. Brokerage is a hard, draining job and it is important to refresh oneself emotionally and physically. That may be as simple as a short walk or going to the gym. The goal is to maintain focus and avoid burnout. 6. Appreciate their good fortune.  Top brokers recognize their good fortune and are generously share their time with new brokers as they desire to pass on their knowledge.  In addition, they are involved with outside charities and give back to the community. 7. Do not flag or falter in the face of adversity. A critical determinant of success is the capacity, as Kipling would say, to keep your head while those around you are losing theirs.  Top brokers stay calm and focused in crisis. 8. Own their results. Successful brokers do not make excuses. Instead, they own failure and ensure it does not happen again. 9. Do not buy into accolades.  Brokers know that their jokes get funnier and people want to work more closely with them as they become more successful. However, the best brokers do not take past success or admiration too seriously. 10. Sweat the little stuff. Top brokers focus on the little things. They endeavor to ensure all the t’s are crossed and the i’s dotted. Focusing on the little things ensures that there are no surprises. Use this as an inventory to ensure you have what it takes to succeed in 2016! Mark Schnurman is the chief sales officer, principal at Eastern Consolidated, New York, N.Y.