October 30, 2023

A recent episode featuring Tom Lux, a seasoned professional with a rich background as an athlete, coach, and teacher, highlighted two pivotal areas of mindset crucial for any real estate agent aiming for triumph in their career.

1. Personal Investment and Passion: The Foundation of Success

Tom Lux emphasizes a straightforward yet profound principle: "Nobody cares unless you care." This mantra resonates deeply within the real estate realm. It's not just about setting goals; it's about having a burning desire to achieve them. Lux points out that if an agent lacks genuine passion for their objectives, reaching those goals becomes an unattainable dream. The commitment must start within, as success in real estate is a personal journey before it becomes a professional achievement.

2. The Role of Time and Consistency in Real Estate

The second area of focus is the blend of time and consistency. Lux candidly addresses the common desire for quick fixes, drawing parallels to fleeting solutions like diet pills or dubious business shortcuts. His message is clear: real success takes time. He introduces the concept of "Every Damn Day" (EDD), a philosophy that calls for daily dedication to one's goals. The real estate industry, known for its volatility and competitiveness, requires this relentless commitment.

Hard/Easy Approach: Balancing Intensity and Rest

Reflecting on his time running for the University of Oregon under Bill Bowerman, Lux shares the 'hard/easy' approach. It was never about taking complete breaks but rather alternating between intense effort and lighter, recovery-focused days. This strategy applies perfectly to real estate agents: while it's essential to push hard, it's equally important to have easier days for reflection and strategic planning. However, complete disengagement is never an option if one aims for continuous growth and success.

Practical Implications for Real Estate Agents

Implementing the EDD Philosophy

For real estate agents, embracing the EDD philosophy means engaging in daily activities that drive their business forward. This could involve consistently reaching out to potential clients, staying updated with market trends, or refining sales techniques. It's about making progress every day, no matter how small, and ensuring that every action aligns with their long-term objectives.

Balancing Intensity with Recovery

Applying the hard/easy approach in real estate means balancing high-effort days with days focused on less intensive tasks. For instance, after a day full of client meetings and property showings (a 'hard' day), an agent might focus on administrative tasks or professional development (an 'easy' day). This balance prevents burnout and maintains a sustainable pace towards achieving goals.

Embracing Time and Patience

Understanding that success in real estate doesn't happen overnight is vital. Agents need to be patient and give their strategies time to yield results. This might mean gradually building a client base, learning from each interaction, and continuously adapting to the market's needs.