Tough Times Never Last But Tough People Do

A speech delivered to

Century 21 Millennium Inc., Brokerage January 14, 2009 by Neil Watson, Manager


Tough Times Never Last But Tough People Do


The glass is either half full or half empty. How do you see it?


We have all heard of positive thinking statements before but few of us change our attitudes for very long after we hear them.


Some of our buyers and sellers are listening to the media and believing all the negative information they are being exposed to.


Let's look at reality, the media is no longer in the news business, they are in the entertainment business.  The role of the entertainment business is to sell commercial air time. We receive a distorted view of the times we live in because the negative side of the news is what we are exposed to the most.


Let me share with you some of the news that does not dominant the headlines.


More people are working in Canada than at anytime in history.


Interest rates are at a 40 year low. A $300,000 mortgage carries for $1745 a month and with an income of $6000 a month many Brampton families can fulfill their dreams of home ownership.


Remember you are in the dream business. How many lives have you effected in your career.  How many babies have been born just because you sold a couple their first home.


We have just celebrated Christmas and one of the traditions of the season I enjoy is watching the movie It's A Wonderful Life.  Wouldn't it be great to see tangible proof, just like the character George in the movie, all the good in the world that was created as a result of our influence on the world.


As you go about your day you might have a tendency to let your mind travel to something that happened in the past or worry about something that might happen in the future.


Did you know there is no such thing as the past or the future there is only now.  You can only live in the now, so regretting the past or worrying about the future is unacceptable.


For most of us our main worry is about money.


Always remember money is a servant and you are the master.


You should always love people and use money rather than the reverse.


Money is an effect. It is payment for services rendered. There are no free rides in this life, Money must be earned.


If you really want to significantly increase the amount of money you are presently earning then the one thing you must do is learn to pay substantially less attention to what others around you are saying and substantially more attention to what that "quiet voice" that speaks within you is saying.


Trust the instincts and feelings that lie within you.


Most people who fail to accumulate enough to live in the style they choose, are the same people who are most easily influenced by other people's opinions.


They are often the people who let the writers of economic doom and gloom do there thinking for them.


If you know you have been unduly influenced in the past by other people's opinion,

make up your mind right now- that you are going to make up your own mind, while listening attentively to the still quiet voice within of infinite intelligence.


Everything you see around you in this room and in your home was first an idea in someone's mind.


You too must first see what you want in your mind before you will ever have it physically.


Mike Dooley wrote in his new book "Manifesting Change"


"Are you so sure it's not the dancer who creates the music she moves to? Or the painter who manifests the mountain he captures? Or the tycoon who builds the empire before there's a dime?"


"Whatever you want, let it exist first in your mind, imagine every nuance and consideration, let the walls have substance, the halls have depth, and the money have weight in the palm of your hand, and then all that's necessary to bring it to pass will be drawn to you."


You might well be saying to yourself that this is an absurd suggestion, for if your bank account is empty, it's empty. It just isn't realistic to look at an empty bank account and be able to visualize great wealth.


This negative thinking is the very kind of reasoning which perpetuates poverty.


You must begin to understand that the present state of your bank account is nothing more than the physical manifestation of your previous thinking.


If you sincerely wish to change or improve your results in your physical world, you must change your thoughts and change them immediately.



You do have deep reservoirs of talent and ability within you and you can have the things in life you want.


Be good to yourself.  Choose magnificent ideas and cease permitting your physical world to control your thinking.


Life is supposed to feel good. Our overall Well Being is what's natural.


No matter how good your life is now it can always get better and that the choice and the power to improve your life experience is within your personal control. 


Your future doesn't have to be controlled by the media or the real estate market unless you allow it to be.


We agree that it is certainly easier to maintain a condition of abundance when you are having a great month because then all you have to do is notice the good that is coming your way and by keeping the good feeling going, you will keep the abundance flowing.


But if you are having a bad month or a bad year, you must find a way to actually feel the way you would feel, if you had the kind of month or year that you want.


You must feel the excitement or satisfaction of your dreams before they come true so they can become your new reality.


In a new book recently published called "Outliers-The Story of Success", the author discusses a study of violin students at Berlin's Academy of Music.  All of the people at the school were very talented, but even among the very talented there were differences in performance ability.  They divided the students into three groups.  In the top group were those who had been identified as having the potential to become world class soloists.  The students in the middle group were recognized as being very good but not having the ability to earn a living performing.  The bottom group of musicians would graduate but that would be the extent of their career in music.


A survey of all students revealed Group 1 had practiced for 10,000 hours, Group 2 had practiced for 7,000 hours and Group 3 had practiced for 4,000 hours.


The emerging picture is that 10,000 hours of practice is required to achieve the level of mastery associated with being a world class expert in anything regardless of talent.   In study after study of composers, basketball players, fiction writers, ice skaters, concert pianists, what have you, this number comes up again and again.


Does all this have meaning for an aspiring Real Estate agent?   I think so.  To be sure we may not have a standard for measuring a world class Real Estate agent, and the idea of practice does not readily translate from fields like music and sports to the skills an agent needs to hone.  Nonetheless, the general point can be applied ...if you want to become a successful agent PRACTICE a lot.  Talk to people about Real Estate.  Do Open Houses.  Become totally familiar with available inventory, financing options and applicable laws.

If you don't have transactions, create hypothetical scenarios and write the contracts and do the math.  Maybe you won't need to do this for 10,000 hours.  Maybe it would be satisfactory to be very good, if not world class.  What about 5,000 hours?  Or 3?  Or 2?   Whatever it is, success is not likely to come overnight or without work.


Aspiring agents in the present market may find themselves despairing that they can't or don't get the big transactions.


In a few minutes, Joanne will be acknowledging the top 21 agents in the company, not necessarily the most talented but the agents who have practiced and applied themselves the most in 2008.


The lesson from Outliers?  Hang in there.  This market too shall pass; and you will have honed skills that will serve you well on your way to becoming one of the successful ones.


Your job today and tomorrow is to get an appointment.  I can't make it any more simple.  Get an appointment.


Tough times never last but Tough people do!


Neil Watson

Neil Watson

CENTURY 21 Millennium Inc., Brokerage*
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