GET CLEAR ON WHAT YOU NEED TO DO AND WHY

First, Get Clear On Your Why and What You Need To Do

Always remember your why. Remind yourself why you got into real estate in the first place. It might be that you wanted to earn more money. You might have wanted more time with your family or the freedom more money affords. Whatever it is, refocus on your why. It is a key to inspiring you and building your courage and confidence in this game. 

Next, get clear on what you must do to reach your goals. Break it down step by step into the number of doors. Remember that your time investment will pay off when you do the work.  You know that every door is one door closer to your next YES. This door could be a no. And that door could be a yes. 

You also know that every door is paying you and getting you closer to your goal and fulfilling your why. When a homeowner slams his door or tells me to F** off, it doesn’t bother me. I know that it was totally worth going to that door! I get paid whether a door says no or yes. 

You know what I do? I remind myself of my actual pay rate. I look at how much I am making per door, or per day. Remember the commission math from Module 2? This is a great time to revisit that. When you are new to knocking, you can use the general rate we calculated there. That math suggests every door is worth $74. Every time you knock, you can use that to calculate how many dollars you are earning in future sales. Trust me, those numbers are very inspiring! 

When you have some successful sales behind you, you can update your calculations according to your conversion rate. You can divide your paycheck by the number of hours you spent knocking in that area to get that sale. At that point, you will also be able to make an accurate calculation of how much you're making per hour!  You can use those numbers as even more inspiration going forward. You can even figure out how much you make each minute that you are out knocking! Isn’t that wild? I LOVE doing this. 

These calculations all help see how quickly you can achieve your goals if you keep going. They also help you feel in control of where you are going. They keep you clear on what you need to do as you work to fulfill your why. 

You will want to keep these calculations about how much your time is worth handy. This math will serve you again and again in this game. I write it out on my walls at the office. 

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