2. What Is Habit?
•1 USUAL/REGULAR [countable, uncountable]
Something that you do regularly or usually, often
without thinking about it because you have done
it so many times before
Longman Dictionary of Contemporary English
4. •As a real estate agent, habits are
the backbone of what will make up
your long-term success.
•Silver bullet in real estate, it would
be CONSISTENCY and HABIT
•Setting yourself up with a perfect
daily schedule will put you in a
position to do the right things over
and over, so you can reap the
rewards in the future.
Words of Wisdom
"If you can conquer delayed
gratification, you can conquer
"We do not rise to the level of
our goals, we fall to the level of
5. 4 Laws of Behaviour Change
1.Make it Obvious
2.Make it Attractive
3.Make it Easy
4.Make it Satisfying
The Four Rules of Behavior Change come from the book Atomic Habits by James
Clear. The habit used in the example is making a habit out of prospecting.
6. 1) Make it Obvious
• Decrease the amount of friction between you and the habit.
• Put a prompt for the habit right in front of you so you can't miss it.
Example: For daily prospecting:
The night before, write out the exact plan that you will use during your
prospecting time. Write down the phone numbers you plan on calling
and lay out your handwritten cards as well. When you prepare for
prospecting the following morning, you don’t need to dig through your
CRM looking for people to call and connect with.
7. 2) Make it Attractive
• Focus on the long-term impact of the habit. Negative habits typically feel good
in the short-term and bad in the long-term while positive habits are not as fun
in the moment, but they feel good in the long-term.
Example: Think about the long-term wealth you are building with prospecting.
For daily prospecting:
Remind yourself that top-producers are agents who prospect on a daily basis.
Tell yourself that it may be a challenge now, but there are long-term financial
rewards. However, if we I miss it today, I will feel good right now, but I could be
a struggling agent for life.
8. 3) Make it Easy
• Break the task and habit into small pieces. Focus on just doing the first step of the task
and usually the rest of the habit will follow.
• James Clear uses the 2-Minute Rule where he says most habits can be formed in 2
minutes. If you do the first steps of the habit, then the rest of the habit should follow.
Example: Make one prospecting call.
For daily prospecting:
Don’t focus on the 2 hours of prospecting time. Just sit down at your desk
and write one handwritten card.
This is an easy task.
Or just make one phone call.
The thinking here is once one is completed, continuing is less of a challenge.
9. 4) Make it Satisfying
• Reward your habits with something that will give you immediate satisfaction. This
shouldn't be a massive reward. Just something that makes you feel good.
Cross off the ongoing days you have prospected in your calendar. Try not to break
For daily prospecting:
You can follow the Jerry Seinfeld example and put an X through
every day that you complete your prospecting.
Continue this chain of X’s for as long as possible.
11. Who is Jerry Seinfeld?
• Jerry Seinfeld was a stand-up comedian; he made a
commitment to write one joke a day.
• Not an entire monologue. Just one funny line.
• He had a big calendar of the whole year on a wall in his
apartment. Every time he wrote a joke, he put a red X on
• Before long he had a growing chain of red X on the calendar
— a visual reminder of the consistent work he put in.
• Seinfeld once shared the story of his calendar and the chain
of red X with a young comic. His main advice:
• Don’t break the chain!
12. Do something related to your craft every day, no matter how
small the action is…
• This idea dovetails perfectly with “tiny habits,” a popular concept that’s been making the rounds in recent years.
• Using this approach, you commit to taking one small action every day toward a bigger habit you want to develop.
• For instance, if you want to run a marathon, you would simply commit to running ten yards today. That’s all. Then run ten yards again tomorrow,
and the next day, etc.
• Even in the freezing cold of winter, someone could run ten yards every day. Easy.
• And that’s exactly how you become a serious contender in your field …
• Commit to doing your art, music, writing, or whatever every single day.
• No exceptions.
• Even if it’s for just five minutes. Seriously.
• If you’re really tired tomorrow and don’t feel like doing it, take five minutes and do it anyway.
• Get out the sketchpad, pick up the guitar, open the file of the book you’re working on. Spend a few minutes engaged in your craft.
• If you end up spending more time on it, great. But at the very least, follow through on your five-minute commitment.
• And do it every day. EVERY DAY!
• I guarantee, this tiny habit will gain momentum and expand. You’ll soon discover there is time to devote to your craft on a daily basis.
• If you really want to cement this practice, buy an annual wall calendar like Jerry Seinfeld did.
• Mark off each day that you lived up to your time commitment. Watch your chain of red X’s grow.
• And then don’t break the chain!
13. Pro Tips:
•Almost everyone will fall off their positive habit at some
•This happens to everyone.
•As a rule, if you break one day, try not to break two days in
•If one day of prospecting is missed, make sure you don’t
miss the next day.
•This avoids you losing the habit altogether.