I started my real estate career with Grubb and Ellis in Newport Beach.
After a few months, I couldn’t help but notice that when we all hit the exit at 5 p.m., there was always one guy who remained. Same guy every night, and I soon learned that he was the No. 1 producer in the company.
I quickly asked him, “Why do you stay late?” His reply was “I have only one criteria: Make three more cold calls, two will be voicemail, but one will be live. It will change your life and your career.”
I started that night. My earnings doubled, and I eventually became a manager there myself and adopted that single principle for my sales force.
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