Foreword In my 25+ years as a commercial and residential real estate broker across multiple States, I have worked in every stage of several real estate cycles. I've enjoyed the highs. I've navigated the lows. And, I've learned to thrive in every market in between. According to the National Association of Realtors (NAR), only 25% of Agents are still in the business after their first year. And, after 5 years, only 13% of Agents are still practicing real estate full time. I am a survivor and a leader in the industry. To what do I attribute my long-term success? It's never just one thing. But many skills and habits come to play at different times when different challenges and opportunities emerge and then recede. Among my skills, I credit having a BS in Psychology with a minor in English as being fundamental advantages I rely on every single day. It's important to listen. To consider many options. And to clearly articulate professional and personal advice to my loyal buyers and sellers in terms that help them ... not me or anyone else. The most important habit I possess is that I am constantly learning. New and improved marketing and service tools and techniques come along. I have no ego about learning from other professionals who each know one thing better than I do. By absorbing all of these new and better ideas, I adapt and grow so I can better serve my buyers and sellers no matter what challenges the market throws at us. Every January I tell my wife, "We now have to learn how to sell real estate all over again". Every year in real estate is different. Laws change. Consumer buying and selling goals change. Interest v
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