15 Qualities of a Top Producer
In this episode of Tuesday Morning Coffee John presents the 15 qualities that seperate a Top Producer from other Realtors, as well as the characteristics that make a top performer in any industry successful.
JOHN: Hey, guys. John Jones here with another edition of Tuesday Morning Coffee. And today, we’re going to be talking about something that’s near and dear to my heart. And I think if I ask this question to anybody out there, I think you’re all going to answer it with a raised hand. And that question is: Do you want to be great at something? Maybe the thing you’re passionate about, maybe in your workplace. Do you want to be better than you were yesterday? Do you want to be better than you were last year? I think all of us would go, “Yeah, we do.” The problem is, most of us want that, but most of us don’t have a plan to make that happen.
Or we don’t understand how it happens. We don’t understand how success happens. So this is going to be a two-part series. I’m going to go over a few things. I’ve come up with about 15 principles that I’ve been studying about, used a couple of different books to get to them. I’ll reference the books next week when I can remember which ones they were. Some of it I kind of added my own thing, but these basically are 15 characteristics of what I consider top achievers, top performers. In our business, we call them top producers.
No. 1, a top performer or achiever understands results come through personal effort. They get that there has to be some blood and guts. They have to burn guts, as my Uncle Howard used to say, to get to where they want to be. No. 2, top performers understand that champions don’t start out that way. They understand that a champion has to be developed; a decision has to be made that I want to be great. And only then are you going to have the opportunity. But you’ve got to make that decision and then you’ve got to seek out ways.
No. 3, understand that nothing worthwhile comes easy. Top performers understand that it isn’t easy. Why do most lottery winners lose all their money after two years? Because it came easy. There wasn’t personal growth involved in it. There has to be work. I wish I could give you a magic bullet, a magic pill. I can’t. It has to be work. But it’s not work if you’re passionate about it, by the way. Top performers don’t expect fair treatment. Top performers understand life is not fair. Top performers don’t care. They bounce up. They let it roll off their back.
Great football coaches always tell their teams before they go on the road, “Look, we’ve got to be good enough to beat this team with a few bad calls thrown in there. We can’t use that as an excuse. We’ve got to overcompensate, especially when a football team is playing on the road.” That’s the way your mindset has to be in your career or in my case in real estate. I’ve got to understand every year there are going to be some people that do things that aren’t’ fair. But you know what? I’ve got to overcompensate and have enough things working where those things that fall apart really don’t affect my overall being.
Top performers know there will be critics. A top performer is willing to step out there. Guys, I knew when I did my moving truck a few years ago, 10 years ago, with my big ugly mug on it, I knew I was going to catch some heck from the realtor community in this town. I knew it. I knew there was going to be a lot of that. But you know what? I didn’t care because I knew it was a good thing. I knew it was a good marketing vehicle; I knew it was a good value-added service to my clients; and I knew that I needed to do it. And I did it and I caught some flack over it.
But I don’t care. Top performers know breaks come to those who prepare. Guys, there is no excuse or no reason for not preparing. Abraham Lincoln once said, “If it takes eight hours to cut down a tree, I’ll spend six hours sharpening the ax.” Most of my mistakes are usually made from lack of preparation. And you can overcome a lot of talent if you’re prepared. No. 7, top performers know—and I’m going to end on this one today—top performers know attitude conquers circumstances. Attitude will conquer circumstances. Zig Ziglar once said, “It’s your attitude, not your aptitude that will determine your altitude.”
In other words, this right here can overcome a lot of other things or it can be the biggest enemy you’ve got. Most of the biggest problems I’ve ever had in life or obstacles I’ve had to get through were right here in this big old noggin, that gray matter right there, of whether I can believe I can do something or whether my belief system was a certain way and I had to adjust it. Guys, that’s it for this week. Next week, we’re going to hit the rest of them. Hopefully, you got something good and positive from this to get out new year going and to maybe make some changes in your life. I hope so. That’s what I intend to do with mine. So thank you so much, and call us if we can help you in any way.