Back in 1998, my real estate journey kicked off in the world of rentals. Initially assigned to the rental division alongside 20 other enthusiastic agents, I quickly realized that rentals didn't align with my ambitions for substantial rewards and significant commissions. I craved more than just a small, quick paycheck. Determined to take my career to new heights, I swiftly pivoted to a different department within the company—the commercial department.

​

My focus shifted to selling apartment buildings and mixed-use properties in the heart of Manhattan, a challenging but enticing target for a 24-year-old like myself. The training I received for this endeavor was refreshingly straightforward: "Take the owner's book—a hefty volume with over 3,000 pages, serving 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." It was that simple—no lengthy roleplay sessions, no complex explanations. Just pick up the phone and start dialing.

​

However, here's the twist: my English proficiency was lacking at the time—I had a thick accent and a limited vocabulary. To overcome this hurdle, I approached the department's top producer and asked if I could sit beside him and listen to his phone calls to learn something. He graciously agreed, and for the next two weeks, I arrived early at 7 a.m. each day to mimic his behavior.

​

Sitting next to him, I diligently took notes and discovered that making these calls was more about how he spoke, his posture, his approach to the market, and his attitude than the words he used. This guy was a listing machine! Listing a property every week, each with a minimum listing price in the seven figures. Witnessing him play the game was an exhilarating experience.

​

For the next three months, I showed up every day at 7 a.m., thoroughly preparing myself for a busy day of phone calls. The secret? He remained glued to the phone throughout the day—it was all about consistent repetition. I marveled at how realizing this is a numbers game brought me as much joy as it did for him. Are you smiling?

​

So, armed with a script on a tiny fraction of a page, I made 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, and the owner, an elderly Chinese lady much like myself, spoke broken English. Surprisingly, we clicked right away. I discovered that finding common ground, building rapport, and establishing trust were crucial elements in successful connections.

On that very same day, I visited her and obtained the listing without encountering any objections. 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. The takeaway? Consistent, early calls, and high numbers lead to success. This formula set the stage for my rewarding career in real estate. #PersistencePaysOff 🏡✨