Florida
Last week was
quite special. You might have noticed my absence from these pages. That wasn’t
what made it special, by the way. My wife and I spent an amazing week with our
oldest grandson fishing in the Florida Keys. We told all six of our
grandchildren that once they turned ten years old, we would take them anywhere
in the United States they wanted to travel. Our oldest chose Florida.
Watching him spend
countless hours on the pier at our hotel fishing - baiting, casting, playing
the line, reeling, rinsing and repeating, I was reminded of a saying: “every
expert is a beginner who didn’t quit.” Witnessing his tenacity, I drew a
parallel with those who succeed in commercial real estate.
Stay with
me, please, as I expand this idea.
At first glance,
fishing and brokerage seem worlds apart. One involves patience and time on the
water, the other conversations, negotiations, and problem solving. Yet at their
core, both demand consistency and a willingness to keep going when results are
not immediate.
Our grandson did
not catch a fish every time he cast his line. In fact, most of his efforts
produced no result at all. Still, he stayed with it. He adjusted his approach,
asked questions, and paid attention to what worked and what did not. Over time,
he improved, not because of a sudden breakthrough, but because he refused to
stop.
That same
principle applies directly to commercial real estate. Success in our business
rarely comes from a single moment of brilliance. It comes from steady, repeated
effort. Calls that are not returned, meetings that do not convert, proposals
that do not result in a transaction are all part of the process. Those who
succeed understand that consistency, not intensity, is what produces results
over time.
There were moments
when the conditions were not ideal and it would have been easy for him to walk
away. Instead, he leaned in, remained curious, and stayed engaged. Eventually,
his persistence paid off. Not through luck, but through effort sustained long
enough to create opportunity.
In our business,
there is often a temptation to search for shortcuts or quick wins. In reality,
progress is built through a disciplined approach and a commitment to the
process. Each step matters, and each action builds upon the last.
As I watched our
grandson at the end of each day, tired but satisfied, I was reminded that
growth rarely happens all at once. It happens gradually, through repetition,
patience, and a willingness to keep going.
The lesson is
simple. You do not need to succeed every time. You simply need to stay with it
long enough, remain consistent in your effort, and trust that the results will
follow.
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