By Ronn James

• Never park in the driveway, especially at an open house. That prime spot may be for someone who needs it far more than you.
• Ask yourself, “What would Donald Trump do?”  You’ll learn lessons by watching other people, particularly those who’ve been wildly successful. It’s the only reason why people watch curling and golf.
• Know the rules. Haven’t seen the inside of the regulatory rules or your board’s bylaws in a while? Dig them out, a chapter or few pages a day. This small investment is worth avoiding egg on your face.
• Read books. Some to consider are Think and grow rich, The E-myth, or anything by Joe Navarro or Paul Ekman.
• Learn to negotiate with a two-year-old. They always win, but you’ll get better.
• Formulate your questions wisely. “Is this the best price?” will always get you further than, “How low will you go?”
• Become a student of negotiation. Read it, study it, practice it and train to be really good at it. At the end of the day, it is the only reason you were hired to begin with. The buyer/seller can do almost everything else themselves. And soon might.
• Ask a friendly audience to allow you to practice your pitch. Friends, family, work mates or even trusted competitors. You’ll never score a knock out shadow boxing in the mirror.
• Tie a knot in every dollar. It really is futile to try to keep with the Jones! Stop trying and save a little from every commission cheque.
• Think. It sounds obvious but for many it’s not. Every step is a chess move. Always be two moves ahead.
• Share your secrets. Sure, the competition is watching and listening. If they copy you, be humble. If they beat with your own stuff, sharpen your game. It obviously works!
• Be nice. Especially when people’s reflections aren’t nice back.
• Write things down. A short pencil is better than a long memory and usually more reliable.
• Thank the staff. You most likely were not single-handedly successful. Thank anyone who helped you on the journey to your current place. It’s virtually guaranteed to come back to you.
• Be one of the good guys. On the ladder of success, be humble. If you were a jerk on the way up, people will be nasty to you on the way down.
• Read, watch and listen to experts in your field. They’re trying to give you the gift of time and experience. Take it.
• Shine your shoes yourself. You’ve walked every mile in sales calls and you’ve experienced wearing that leather down. Polishing those brogues with your own hands will remind you that the dirt under your nails led to the fruit you’re enjoying.
• Don’t stink. Too much of a good thing is a bad thing. Smell nice, not over-powering. Remember, there are people out there who have real sensitivity to perfume and cologne.
• Leave mental breadcrumbs. If you learn something or teach something, use it. Try it. Evaluate it and make it part of your skill set. When it stops working, replace it.
• EVERYONE is a potential customer. Even the paperboy has an opinion of you. Make sure it’s the one you want.
• There is absolutely such a thing as bad press.
• There is a difference between fearless and foolish.
• There are different levels of passion. If you eat, sleep and breathe real estate you should bear in mind there are many who don’t. Understand this and it’ll ease your frustration.
• Know the difference between confidence and cockiness. One is researched and known, the other is what you THINK you know. People will know the difference.
• Be careful with e-mails and texting. Write and send only what you feel could be read in a court of law or in front of your mother.
• Friends and family don’t have to do business with you to send you business. Some folks like to keep church and state separate.
• If friends and family do use you, consider it the ultimate compliment. They know you and still chose to do business with you.
• Some people won’t like you and that’s okay.
• Develop a good handshake. One that can be used with young and old, men and women.
• Use your hands a lot when you talk.  Not like when Nona thinks you don’t like her pasta. I mean gesture. Always with your palm up. Unless you’re negotiating, in which case you should do homework on the hands-down technique.
• Don’t point. When directed at a person it’s almost always interpreted as rude or condescending.
• Find the nest. If you find one great client there may be more where they came from. The Hell’s Angels have to live somewhere and I hear they are cash buyers!
• Always have a plan A, B and C. Learn how to lead with something interesting and follow with something engaging before showing your best hand.
• Never say, “I’m busy.” You may be missing out on something really great. Find another way to make the request valued and mutually convenient.
• “Busy” when used incorrectly can imply that you are and they’re not. Avoid this un-intentional inference at all cost.
• Take responsibility. If you or your team screws up, take the heat. The anger they had immediately gets cut in half when you take responsibility and commit to solving it, and in half again when you fix it. They will remember the solution because you faced it in their passion.
• Swap war stories. It humanizes your business, your conduct and your failures. The saying, “One day we’re going to laugh about this” is a true story.
• Kiss your spouse and children. They will likely see little of you. Let them love you regardless of the quantity of time they have with you.
• Never knock your competition. If you’re any good you won’t have to. If they knock you you’ll know you’re on the right track!
• Be good on camera. Practice your pitch, presentations and body language on video. In the digital age the cost is virtually nothing. If it’s good, post it on your blog or Facebook. If it’s bad, and it will be the first 100 times, delete it. Take 101 will surprise you.
• Use a picture. People still buy from people. Don’t get hung up about the picture. Everyone has character.
• Make sure that picture is recent.  Recent means two years or newer. People are going to meet you and you want to avoid that awkward look that comes from someone who got your card yesterday and wonders who you are!
• An angry man is a beaten man. Learn and practice techniques to re-centre yourself. Straying off course happens to the best of us. Don’t let it get the best of you.
• Don’t ever get so rich that all you have is money.
• Real estate sales (hopefully) allow you to pay your bills. Real estate investing allows you to pay your bills without trading time for money.
• Figure out the difference between being busy and making money, and making money and being profitable. There’s a big difference.
• Avoid bankruptcy. It is not a badge of honour and it doesn’t teach you anything about money.
• Get a good night sleep.
• Eat well. A great diet consists of less red meat, more fish, tons of vegetables and healthy dose of crow regularly.
• Take vitamins. I mean the good stuff. Cheaper than Prozac with way fewer side effects.
• Finally, if you can’t do any of the above, be sure to squeeze in a few deals. At some point we all have to get off the ride and once you check out, those desk fees are not going to settle up on their own.

 With a track record that spans 27 years, Realtor Ronn James says his ambition is to educate the public and Realtors alike. He has landed appearances on Breakfast Television, CityLine, Real Life and a host of radio shows. James has also been a regular contributor to New Homes and Condos For Sale Magazine, Toronto Sun and Canadian Homeplanner. Website: www.RealEstateCommissionMatters.ca phone 289-242-9050.