November 1979 was a turning point in my life. The Pittsburgh Pirates had won the World Series, “We are Family” was a huge hit. Disco was dying a quiet death. (I owned a “Disco Sucks” T-shirt and found controversy every time I wore it!) I was a bouncer at the largest rock-and-roll tavern on the West Coast and working retail in a record store during the day. I was waiting to get into the apprenticeship program as an HVAC tech …and I met Deb.

She walked into the record store for a Hall and Oates album. (Fortunately, I wasn’t wearing THE controversial T-shirt that day!) More importantly, she walked into my life. She was tall, well dressed, sophisticated, beautiful, well spoken, positive, confident yet demure. I was smitten.

On our second date, she asked me, “Do you think the plaid shirt goes with the striped pants?” When that didn’t work, she asked innocently, “Is THAT what you are wearing tonight?” (scrunching her nose for feminine emphasis). On our next date, she laid out two outfits and asked, “Which would you prefer?” It was the beginning of massive change for me; it was previews of coming attractions. I clean up nice.

Deb and I have been married for 26 years. More than my wardrobe has changed. She is an extraordinary woman, mother, wife and person. Did I mention she also happens to be a world-class sales professional? Deb was a court reporter for 18 years. She owned a dress shop for three years. Now? She is a real estate professional and building an amazing database of loyal clients and friends.

She began in real estate because we aspired to become real estate investors. After reading “Rich Dad, Poor Dad,” we were inspired to change our net worth. So began the journey.

In analyzing her rapid rise in real estate, I have captured the causes of her success. For the last two years, we have spoken every day about every deal. Let's call the common denominators “Deb’s Disciplines.” A few of them appear below.

The Books You Don’t Read Won’t Help

When Deb passed her real estate exam and accepted a position with Century 21, I gave her a couple books on real estate success. She read them in three days. She has since read and re-read dozens of books. Her favorite is “10 Traits for Top Performers” by Carol McManus and Alex Perriello. Whenever she has a floor shift or an open house, she reads books. More importantly she DOES the things that are suggested. Carol and Alex suggest every Realtor have:

• Strong work ethic;
• Market knowledge;
• Anticipation and preparation;
• Superior communication;
• Commitment to education;
• Loyalty and partnership;
• Honesty and integrity;
• Pride and Passion;
• Goal setting; and
• Sense of community.

Hang Around the Winners

Deb's best friend at work is Lizbeth. She is the No. 1 producer at the office (Deb is No. 2). Lizbeth used to work in her husband’s Mexican grocery store making tortillas for shoppers.

One day she announced she was getting her real estate license. As loyal shoppers would come into the store and ask where Lizbeth was, her husband would hand the prospects her NEW business card. She has the lion’s share of the Mexican-American market, which will double in five years!

Lizbeth is a listing machine. She and Deb talk and help each other daily. It really is true, “You will be the same person in five years except for two things, the people you associate with and the books you read!” So who are you hanging around and why?

10 Ways to Maintain a Great Attitude:

1. Read inspirational books every morning for 20 to 30 minutes;
2. Listen to sales tapes or CDs while you drive;
3. Hang around positive people;
4. Listen to inspiring and positive music;
5. Decide to have a great attitude each day;
6. Collect stories of great attitudes;
7. Keep a log or journal of your WINS;
8. Focus on what is good about today;
9. Make a gratitude list every week;
10. Treat all the people you meet as if they were the most important person on earth. Why?

11. a) They are (to themselves)!

    b) It’s how we should treat others.

    c) It will become a habit.