"When you understand your purpose and trust your own ability to follow through, you’re far more likely to stay in the game long enough to reach your goals."

- Dan Rochon

Episode Summary

The Recipe for Lasting Success in Real Estate

There have been three times in my real estate career when I thought I was done. And I don’t mean a minor rough patch—I mean being anywhere from $50,000 to $125,000 in the hole.

When you have a large organization, the stakes are higher, and when things don’t go the way you planned, the impact isn’t just personal. It affects everyone involved. But here’s the thing: despite those moments, I’m still here. Not because I’ve been lucky—but because I’ve learned what it really takes to keep going.

And here’s the truth: what I’m about to share isn’t really about my journey. It’s about yours. Whether you’re still working on your license, closing deals every week, struggling to get consistent wins, or feeling completely burned out—persistence is what separates those who last in this business from those who leave it behind.

What Is Persistence Really Made Of?

Persistence isn’t just “not quitting.” It’s a skill you can build. And in my experience, it comes from having a combination of these seven elements:

1. Definite Purpose
   You have to know exactly what you want—and why you want it. When the “why” is strong, you’ll keep moving even when the “how” gets messy.

2. Desire
   A deep, burning want to succeed will keep you from walking away when the work feels hard.

3. Self-Reliance
   At the end of the day, there’s one person you can fully count on—you. Believe in your ability to figure things out.

4. Definite Plan
   Even a weak plan is better than no plan. Without direction, persistence has nothing to latch onto.

5. Accurate Knowledge
   Know your plan is sound—or borrow the knowledge from those who’ve been there before. Early in my career, I read The Millionaire Real Estate Agent 12 times in six months to model proven systems.

6. Cooperation
   Surround yourself with people who will pick you up when you fall. You won’t always be at 100%.

7. Habit
   Willpower runs out. Habit keeps going. Build routines around lead generation, conversion, appointments, negotiation, and role play so action becomes automatic.

Why Habit Beats Willpower Every Time

Willpower is like a battery—it drains. Habit, on the other hand, refills itself. For example, in one recent week, I boosted my numbers just by adjusting two listing prices. That didn’t come from a surge of motivation; it came from the habit of scanning for opportunities and acting quickly.

The agents who survive the lows and ride out the highs are the ones who build habits that keep their business moving forward, no matter how they feel in the moment.

Final Thought:
Persistence isn’t a mystery. It’s a recipe. Get clear on your purpose, fuel it with desire, trust yourself, follow a plan, learn from others, work with the right people, and turn the right actions into habits. Do that, and you’ll have more than no broke months—you’ll have a career that lasts.

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