So I get asked all the time.

Tom, what's the difference that makes the difference?

And I say to people, it's really simple,

I can take two agents, someone like you,

and I could literally say, here's exactly what to do,

here's exactly what to say, here's the exact strip,

heck, I can even do the work for them until it's time to talk to the client. And yet isn't

it funny how some people do the work and just seem to produce absolutely no results. You know people like that?

And other people they do the work and they seem to just, it's like listings and

opportunities and leads and everything just seems to flow for them.

And when I really look at the difference, like the real difference that makes the difference, when everybody does the same stuff, you know who wins?

The person with enthusiasm, the person with a smile on their face,

like you have to acknowledge the market is getting better,

there's so much opportunity,

but who in their right mind wants to work with an energy sucking vampire. Who wants to work with

someone that's like I'm really excited to take you out today? Oh my God let's take a

look at this. No nobody wants to work with someone like that. Now I know you're going to say

but Tom that's not really my personality to which my response is then get a

personality. Sales is a transference of energy and if you don't have any energy to transfer,

you're not transferring anything.

If anything, you're sucking the energy out of the room.

So I get it. I have lots of friends that are high

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