Early in my career, my real estate company emphasized that we are independent contractors, not employees. With that emphasis, I honestly felt more independent and created mentally and then physically, my own business within a business.

We REALTORS® are in control of how many hours we will work, how much this business of real estate means to us, where and how far we want to go. Success is totally dependent on our mindset, our drive, and our smarts. Smarts can be learned. The tools are out there to be grasped and implemented.

Acquiring these tools means having a budget. Software such as QuikBooks will help us manage our budgets. Business plans that our fearless real estate leaders are promoting at the conventions and seminars will help implement the budget and guide us through the process of being an entrepreneur. In essence, that is what we are. Without that mindset, we are employees.

Time spent working on your business is a high priority and will pay for itself exponentially.

Technology is changing the way we do business, and more than ever before, will help us focus in our business plan. At the next convention, or through your realtor publications, explore the many business plans that instructors have put forth for you. The RS Council lists a few in their recent publication.

Make a plan, a roadmap, of where you would like to be financially at the end of this year, at the end of 3 years, at the end of 5 years. Look over what you’ve done for the past year.

Are you happy with the results? Are there tech tools you’d feel would enhance your business? Factor them in your ’99 plans. In this case, the old adage, it takes money to make money, is true fact. You WILL make money using the new products on the market, such as the digital cameras I’ve spoken of. Include training cost and time for either you or your assistant. You will become more efficient and organized implementing a contact management program that is the backbone and core of your business.

Constant education and learning is critical during this technology transition as doing business in real estate morphs into another dimension. That means when you travel, you really need a laptop to stay connected. Cell phones, pagers, are necessary to stay connected as well. View conventions and seminars as a necessary means to learn what’s new and to network and exchange ideas with other agents. We are entering a very exciting time. Real estate will never be the same. There is no going back, or even staying the same.

Therefore, more than ever in one’s real estate career, is it necessary to ourselves as a business within a business to help us get to where we plan to go.

Published: January 18, 1999

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Alice Held, CRS, is a relocation specialist, motivational speaker, and writer in the Scottsdale/Phoenix area and a frequent contributor to Real Estate Industry Magazines. Visit her award-winning Web site at www.come2az.com.