What is your vision of your situation, say in two years?

A vision is a dream or a realistic goal. A realistic goal, of course, is one you can reach. But your vision needs to have a clear purpose, because without it, your vision will be worthless and lack passion.

You knew that, right?

Well, you need to be careful about setting your goals, because if they are not passion driven, you probably won't reach them. Real passion for your work is passion driven. Passion without a vision is hype.

You can set goals and work toward them in one of three ways:

1. "I can, I just don't want to make the effort." No passion.

2. “I can. I if I make the effort." No passion.

3. “I will, because I am willing to make the effort," meaning, “I will risk failure, learn from my mistakes and keep moving forward." Vision-driven passion.

Passion-driven discipline will always follow vision-driven passion.

Passion-driven discipline says “I will call 20 people a day. I am going to work at least two hours a day contacting prospects. I'm going to learn the skills to use the tools to do it. I am going to learn scripts, because when I get in front of a prospect they are going to buy from me."

Discipline without passion is legalism. You keep the rules, not because you are working toward a goal, but because you are going through the motions, not giving it your best or maybe not much at all. “I am going to be a team player, abide by all the rules, because I want to fit in."

You are on time and attend all sales meetings, join the broker at functions when requested, go on caravans with your office, keep good records, but go through your days without the discipline it takes to become successful as a professional in real estate.

But you know what happens? You soon discover that you are taking a serious financial risk, because you have not been willing to take the personal rejection risks involved in learning new skills and prospecting. Your mantra is “I don't know what I am doing, so I am not going to start prospecting yet."

Passion-driven discipline will drive you to focus on what you can become, not how you may fail if you try. Agents driven by passion discipline them, stay focused, and take risks. They risk role-playing in class, because they want to learn by doing. They practice in front of the mirror. They try different marketing ideas. They seek mentors and support the team but hold only themselves responsible for their success.

They spend a few dollars without complaining, because they know that soon they will be taking the financial risks associated with this business, but with the skills to qualify buyers, show homes, close sales, and process the closing papers to a successful conclusion.

They don't care how other offices do things. They don't think about changing offices. Discipline driven risk-taking is the result of a passion for what you are doing, and the focus and faith to keep going when others fall by the wayside because they never defined their vision or they never had the passion to accomplish it.

Being willing to take a risk without passion-driven discipline is recklessness and soon leads to discouragement and too many times financial despair, and you never knew why.

Here's what you can do: Write your vision in one or two statements. Share what you wrote with your spouse or a good friend. List the actions you must take to reach your goal. Take the actions.

Sounds simple, but in truth this is a difficult assignment. But you know what? It will change the way you go through the day, and your income will grow significantly if you develop and follow a plan to meet your goals.

Published: October 13, 2003

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David Fletcher directs the condominium conversion team for Keller Williams Realty in Orlando, Fl and provides downloadable sales and listing training solutions for real estate agents and broker/owners through Agents Boot Camp, Inc., a company he founded to provide affordable training systems newly licensed real estate agents. He has been involved with more than $3 billion in Florida residential sales, chaired the Florida Homebuilders Associaton's Sales and Marketing Council, and been a featured speaker at NAR's national convention. You may see his training products at www.agentsbootcamp.com or contact him directly at 888.222.1935.