In 1998, I embarked on my journey as a real estate agent. Initially, I was assigned to the rental division in my office, working alongside approximately 20 other agents who were enthusiastic about the opportunity. However, rentals didn't align with my ambitions. I sought more than just a small, quick paycheck; I aimed for substantial rewards and significant commissions. With this in mind, I swiftly made the decision to transition to a different department within the company—the commercial department. Selling apartment buildings and mixed-use properties in Manhattan became my enticing target, commencing at the young age of 24.

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The training I received was rather straightforward: "Take the owner's book—a hefty volume with over 3,000 pages, which served as the sole source for information about property owners in Manhattan—and call them to inquire if they were interested in selling their buildings or purchasing more properties." That was it! No lengthy roleplay sessions spanning months, no complex explanations or conditional scenarios. Just pick up the phone and start dialing. While this approach may not have sufficed for most people, it suited me just fine. However, it's worth noting that my English proficiency was lacking at the time—I had a thick accent and a limited vocabulary. To overcome this hurdle, I decided to sit beside the department's top producer, observing and learning from his phone calls.

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Approaching him, I politely asked, "Hey, do you mind if I sit in and listen to your phone calls to learn something?" He responded with a smile, "I am happy to share some wisdom." For the following two weeks, I arrived early at 7 a.m., the time when he started working each day. I wanted to mimic his behavior. Sitting next to him, I diligently took notes and discovered valuable insights. Overall, I realized that making these calls was relatively simple. It wasn't solely about what he said, but rather how he spoke, his posture, his approach to the market, and his attitude that left an impression on me and the property owners. This guy was a listing machine! He listed a property every week, each with a minimum listing price in the seven figures. You can only imagine the excitement I felt while witnessing him play the game.

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In the next three months, I showed up every day at 7 a.m., thoroughly preparing myself for a busy day of phone calls. This guy remained glued to the phone throughout the day—that was the secret. It wasn't the words he used; it was the consistent repetition. Day in and day out, he engaged in the numbers game. I wonder if realizing this is a numbers game brings you as much joy now as it did for me. Are you smiling?

So, I had my script written down on a tiny fraction of a page, just a few sentences. However, what mattered more was knowing whom to call. Preparing your phone calls, determining who to contact before you start dialing, is a key component of this business. You can't just look up whom to call at 9 a.m. in the morning; if you do that, you're already doomed. You must arrive early, and by 7:30 to 7:45 a.m., you should already know whom you're calling, ready to hit the phones. Remember, it's a numbers game. If you play with low numbers, you won't succeed. So don't play small. Aim for high numbers, make numerous phone calls, engage with many people, and you'll undoubtedly make it—100% guaranteed (unless, of course, you quit before giving yourself a chance to play with high numbers, which is what 90% of all realtors do).

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I found myself making over 200 dials a day, resulting in more than 50 contacts daily. Within three months, my persistent efforts paid off, and I secured my first exclusive listing—a mixed-use property located on Third Ave and 35th Street in Manhattan. The property consisted of a store with four apartments above it. The owner happened to be an elderly Chinese lady who, much like myself, spoke broken English. Surprisingly, we clicked right away. I discovered that finding common ground and building rapport and trust were crucial elements in establishing successful connections. On that very same day, I visited her and obtained the listing without encountering any objections.

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However, what astonished me was how swiftly my broker sold the listing. With just one phone call, the building was sold, never even hitting the market. It sold at full price, with a 60-day closing and an all-cash transaction. The experience left me exhilarated! I couldn't believe what had just transpired. Yet, deep down, I understood that making those consistent phone calls played a significant role in this success. If I hadn't dedicated my time to making those calls day in and day out, if I hadn't prepared myself by 7 a.m. to be ready to dial by 7:30 or 7:45 a.m. every day, I would never have convinced the owner to meet me on the same day. This realization fueled my determination, and I continued to make calls, setting the stage for a relatively successful career in real estate sales.