“Give your goals substance. Imbue them with a value that exceeds the monetary. Make them count on as many levels as you can.”

Donald J. Trump, Billionaire and Author


By Ernesto C. Perez II


MTS is a mother of three. She is married to a certified public account and lives in Ayala Alabang. She is a licensed real estate broker but until just recently she had never gone to view properties and marketed properties to clients – both buyers and lessees, in all her previous years as a licensed real estate broker.

What is the point here? Not all licensed real estate brokers are practicing their profession. The reasons for becoming a licensed professional are as varied as the choice of candies in the supermarket stands.

As for me, I took the licensure examination for real estate brokers in May 2009, under the auspices of the Department of Trade and Industry, because I wanted to become a licensed real estate broker before the passage of Republic Act No. 9646, popularly known as the “Real Estate Service Act of the Philippines” which was then about to be passed in both Houses of Congress.

In the beginning you can count me as one of those inactive licensed real estate professionals. But as of last year, I have taken tasks of documentations in real estate transactions. I have actively marketed a 5-storey commercial building, a 5-storey hotel, and large tracks of raw land to potential real estate investors.

Some brokers got their license just for the heck of it. They really have no plans to make a career out of it. However, for some it is their bread and butter; their main source of income and livelihood.

Still others became licensed real estate brokers because one or both of his/her parents is one. So, at this time it is important to answer this question: Why did you become a licensed real estate broker?

GoalsSelf-help authors and motivational speakers often state that it is important to have a goal. I agree. A person without goals is like a ship without a compass travelling aimlessly in the high seas, waiting for where the tides lead it.

In orienteering, you use a map and compass to find your way across unfamiliar terrain. Your goal represents an aim or objective you want to achieve in the future. The unfamiliar terrain could be life and the many unsuspecting challenges that arise and must be faced.

After reading Rick Pitino’s book “Success is a Choice,” Michael Masterson’s book “Automatic Wealth,” and parts of the book “Think and Grow Rich” by Napoleon Hill, as well as other articles and e-books about success, wealth and financial independence, I have come up with ten steps on how to be a successful real estate professional.

I got the word “goal-orienteering” from a men’s exercise magazine a long time ago and used it as I compiled and listed the different steps below. I think this will be helpful for young and the veteran brokers alike.

For the newbies, it will serve as a guide to assist them in going from point A to point B as they start and make a career in real estate.

For the veteran brokers, who may have been overwhelmed by the daily trappings making a living and providing the basic necessities for their families, this will serve as a reminder to go back on track and kick your career into high or higher gear.

Hans Jakobi, Australia’s Wealth Coach and author of the book “How to Be Rich and Happy” said “There is no one goal setting method that suits everyone.” The steps below are by no means comprehensive. But, I hope you will experiment with it and try it out and change what needs to be changed to suit your style and personality.

Here are Ten Steps to be a Successful Real Estate Service Practitioner:

Step No. 1: Set a clear, specific goal that you must achieve. Whatever your goal, make it specific. Once you’ve done this, put it in writing.

Why write it down? Studies have shown that writing a clear, specific set of goals with a plan for achieving them ignites a success mechanism within the brain.

Step No. 2: Set a definite date for achieving your goal and commit yourself to it. Again, write this date down. Succinctly, set a deadline.

Step No. 3: Break down large goals into sub-goals. Again, write these sub-goals down and the dates you intend to achieve them by.

Step No. 4: Measure your progress and make corrections in your actions as necessary. What happens if you don’t reach your goal by the date you set? Are you then a failure? Definitely not.

As long as you’re making progress towards your goal, you are succeeding. If you don’t reach your goal by your designated date, simply re-evaluate your strategies and adjust them accordingly. But, when doing so, use appropriate standards on yourself. Acknowledge any mistakes and learn from them.

You may even discover a new, more exciting goal on the path to your original goal. Moreover, don’t put off feeling successful or experiencing happiness as a by-product of reaching your goal. Make it a habit to experience these and other positive feelings daily as you strive for your objective.

Step No. 5: Create compelling motivation. Start by listing all the reasons why you absolutely will and must attain your goal. Come up with enough “whys” that will excite you and motivate you to take the daily actions necessary to reach your goals. Decide right now that success is so important to you that nothing can or will stop you.

Step No. 6: Start harnessing the power of visualization. Everyday, see yourself successfully reaching your goals. Use all your senses and experience the positive emotions that are part of this.

Visualize yourself taking the daily actions necessary to reach your long-term goals. Imagine and visualize yourself as having all the traits necessary for success and applying those traits as daily, positive habits.

In other words, mentally rehearse and go through the process of how to achieve your goals in your mind. Pay attention to as many details as possible.

Visualization tip: Take a few moments to relax the body and clear the mind. Start with some deep breathing and let the tensions melt away. Make a fist with your left hand. This will activate the right side of the brain, the side that deals with visual images and emotions and will give your visualization more impact.

Step No. 7: Believe in yourself. Impress upon your mind that you will succeed; nothing will stop you from your goal. Cultivate the belief system that following this ten-step plan and taking daily, positive action will lead you to your goals. Above all be ferociously persistent.

Step No. 8: See yourself as being the very best that you can be. See yourself as a champion in whatever you do and you will become that champion.

Step No. 9: Fight off those old negative feelings and failure messages. You just didn’t get those negative beliefs overnight. Chances are it took years for you to develop the ideas and beliefs that have held you back for so long.

It is important to always volitionally focus on the positive. Try to strike out any and all negative thoughts. Block them out; reject them all.

Step No. 10: Use positive affirmations daily. Talk to yourself just the way you would talk to your best friend who needed your encouragement. Using positive self-affirmations is one of the fastest ways to change your life.

Start the day by saying to yourself: “Today, is going to be a great day!” End the day by saying: “This day was a challenged-filled day” or “This day was a character building day.”

Finally, in whatever you do, act as if it’s impossible for you to fail because soon it will be!

Good luck to everyone. Enjoy the journey of reaching for your goals!