The Altman Close

Chapter 1GAME-TIME MENTALITY

Before we get to the numbers, and before we get to me, here’s the thing. The most important rule in life is to show up and show up on time. By on time I mean early. By early, I mean ahead of schedule, prepared, in warrior mindset, questions asked and answered in all ways, ready to go. The clock started yesterday.

If you’re late to bed, you’re late to wake up, maybe not physically, but definitely mentally. If you’re late to breakfast, your morning routine, then you’re already chasing. If you’re late to the locker room, you’re late to what you should have been able to bring to the table. Even worse, you’ve now missed the coach’s plan. You’re late for the game. You don’t deserve to be on the court. You’re not a player. You’re not ready to close. Don’t be late to yourself.

The beauty and the common attraction of the real estate business is the idea of freedom, that you are your own boss, the coach. Wait – cut that thought out right now. If you want to be your own boss, then you’ll understand and respect the fact that your client is the boss, the coach, no matter how you feel about them personally, no matter the situation.

There’s no excuse to be late – not car trouble, family emergencies, whatever. Yes, things happen, but you can bet your ass that in most cases your new client has a family too, and there they are, ready to strategize, ready to play, ready to attack. They’re not late because they are showing up for their family, setting them up in the ...