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Foundation Brick 2: Practice Persistence


You don’t need more inspiration—you need a diary that tells you exactly what to do at 3:00 pm.



“Work smarter, not harder” sounds clever, but the truth is most high performers do both. In sales, the person who consistently does more of the right actions will almost always beat the person with the perfect plan that sits in a drawer.


When I first stepped into real estate, my manager and I were launching a brand-new office under a big franchise name in a market where that brand had zero presence. No listings. No traction. No one knew or cared that we existed. We sat down and listed every prospecting method we knew, estimated the conversion ratios, and worked out the numbers required to hit our targets. Then we blocked these activities into our diaries and treated them as non-negotiable appointments.


Did I follow it perfectly? No. Life happens, deals blow up, kids get sick, curveballs land. But I followed it often enough—80–90% of the time—to outperform many people who had been in the game longer than me. On the days my manager would call it and head home, I would often stay that little bit longer if I hadn’t hit my targets. That extra hour alone, making a few more calls, almost always rewarded me with more leads and more sales.


Ask yourself:

  • Do you have a clear, written plan to reach your targets—or just a number in your head?

  • Is that plan broken into daily activity blocks in your calendar?

  • Do you practise persistence when the day goes sideways, or do you write the day off?


If you want a simple shift: decide today to do “one more”. One more hour. Five more calls. One more follow-up. Persistence isn’t glamorous, but it’s the quiet, repeatable difference between the agents who talk about success and the ones who live it.




Contact Valerie

Phone: 0447 312 218

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