“When [people] see somebody that’s willing to work hard, put in the time, not looking for something for nothing … They look at you; their brows come up; [and they think] ‘Ah, this person is different. They will give you the time. They will give you the wisdom and the knowledge.” Many agents come to the field hoping to bypass a humble start, notes Crabtree, “They’ve got this vision of, ‘I am going to go sell the $50 million estate on the water.’ And it’s like, ‘I got news,’ you don’t get invited to that party. You have to earn your way in.” And here’s that final piece of Crabtree’s formula for success in action: the pivotal mindset shift that can help empower anyone to maximize their opportunities. He insists that if you are willing to follow the formula of “consistency over time and hard work,” you can eventually get that invite, but there are no shortcuts. Bonus: People First Having looked at Crabtree’s three steps to success, one more crucial idea is present in every stage of his career, from helping provide for his family and trading work for mentorship to how he works with clients today: putting people first. Capturing this perfectly, Crabtree says, “If you really want to succeed in this business, you’ll learn early on that you’re in the people business, and real estate’s the commodity that we trade in.”
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