It's that time of year when many of us could use an "attitude aptitude" exam.

Fortunately for you, I have devised a free ten-point attitude aptitude check up. Your answers to these ten true/false questions will help you decide if real estate should be your chosen profession.

Your answers will mirror your attitude and therefore your willingness to develop the aptitude to handle those experiences that your trainer forgot to mention. Like what to say when the prospect announces they are going to shop new homes without you.

You have my permission to share this with your fellow agents.

True or False

1. I got into real estate because I love people and houses.

2. I saw a big commission check when my home closed and decided I wanted to make some real money.

3. I watched my agent get a big commission check for not doing much.

4. I enjoy driving around the city with a family with a squalling baby.

5. I would rather work 80 hours with interruptions than 40 hours and free weekends.

6. I believe all callers are financially qualified.

7. Sellers usually are surprised at the high price Realtors think they can get for their homes.

8. I am good at not letting my feelings show when I am upset.

9. I would rather make a friend than risk rejection by asking for the sale.

10. The correct pronunciation of REALTOR is Reelator or Realitor.

Answers:

• 1. False. Join the parade. Unfortunately, you could find yourself out of business soon, because you spend too much time with people looking at homes they didn't need, want or could afford. It is your need for and interest in making money that will keep you in the business.

• 2. False. Real estate is an intensely service-driven business. Commission checks will flow into your pocket in direct proportion to your patient willingness to provide services, some big, some small.

• 3. False. If you have been in the business any time at all, you already know that the agent works as hard if not harder between the sale and closing as he does to make the sale. Real estate sales is very hard work.

• 4. & 5. If you answered "true" to these two, you have the potential to make it, but your friends will worry about you and possibly "talk." You will lose most of your friends anyway, due to lack of contact, so don't worry about it.

• 6.,7., & 9. If you answered "true" to 6, 7 or 9, you are in serious trouble before you get started. You will soon learn that the correct answer to these three questions is "false."

• 8. True. If you answered "false,' you were probably just being honest. However, your income can be seriously affected if you show disdain or disapproval at the fact that they "have decided to wait" or "want to shop new homes alone." For example. Remember, you make your living by the words you speak or don't speak and how you speak them.

• 10. False. If you answered "true" to number 10, you are in a lot of company and you are wrong. It is pronounced REELTAR. Not Realator. I heard of an actual case where the attorney for the buyers in trying to compliment the sellers for bringing their real estate agent along said this "I see you brought along your realatress with you." The agent was not amused. There is no excuse for not knowing how to pronounce the profession most agents belong to, but it happens all the time.

I don't know if this checkup helped you or not, but it's good to be confronted with reality from time to time.

Published: November 7, 2005

Use of this article without permission is a violation of federal copyright laws.

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.