Think about this for a moment: what steps are necessary to take someone with no experience whatsoever to the highest levels of success as a mega producer? Recently the Maryland Association of REALTORS® asked me to deliver a brand new program to several hundred of their rookie members. And here is how that session answered that question and why it was a resounding success.

Anyone new to the business (i.e. less than four years experience) can appreciate the typical three step “Rookie Business Cycle” (or “RBC”) as follows:

1. Work, Work, Work (usually in the form of brute prospecting) —until you get that first real deal (whew!);

2. Coddle, Coddle, Coddle (typically putting out fires) —so you don’t lose that first real deal (careful!)

3. Close, Close, Close (hoping that no one bails at the end) —to turn that contract into a commission check (yeah!)

And the good warm celebratory feelings with check in hand last all of 2 hours because it then occurs to you that while you were focusing on Steps 2 & 3, your pipeline of new deals is dry as a bone which means you have to start all over again (ugh!). As a result most rookies end up running around like a bunch of survival monkeys, always looking for that next banana!

And, if you are fortunate enough to have several deals going on at the same time, you just go through the RBC cycle a little more intensely. Kind of like a hamster on speed.

Boy, could that audience of rookies relate to this scenario —you could see it in their eyes! What you could also see however, was the hope and possibilities they experienced when I shared another kind of business approach —the Mega-Producer Business Cycle (MBC). This one has three steps also, where each one supports the one that follows it:

In this very different approach, new deals are constantly being generated by an effective marketing plan, the resulting leads are effectively converted into transactions, and well-thought-out business systems support the details through to close. When put in place, it acts like a smooth running, powerful engine.

The essence of the “Ten Top Tips That Turn Rookies Into Mega-Producers” program covers the 10 things that need to be done in order to build and maintain the Mega-Producer Business Cycle. The best part was that every one of these agents went home with a specific Action Plan of just four things they could do immediately to get them started —it was awesome to see!

CLICK HERE to learn more about this program for your group or association. To give you an idea just how powerful this process is, two-year rookie Ann Mullet of RE/MAX Greater Atlanta used just some of these principles to go from $0 in the first six months of her business to over $400,000 (in commissions earned) in the following 18 months. She is just finishing her 2nd year anniversary now. (Click here to go to her recent ePOWER NEWS Success Story.)

As a rookie you are not automatically “doomed” to learn the business the hard way. Going through the school of Hard Knocks (like "suffering") is an option, not a requirement.