Something to note: in 2014 NAR reported 87% of all new agents fail after five years in the industry and only 13% make it. Agents don’t leave the industry because they made too much money, no, they leave the industry because they didn’t make any.
Before we dive deep, you’ve got to know your internal motive to act. What are your expectations. What do you need to produce vs. your goals. Oftentimes the gap between what we need and our goals creates a lot of unhealthy tension for people. So I say, what do you absolutely need, cover that, then set some goals.
For example, what is your monthly cost to run your household? Rent, mortgage payment, kids, dogs, food, dry cleaning, everything you spend money on – get that number. Let’s say it’s $24,000 a year. Then what about your work–let’s say it’s $8,000 a year, a total of $32,000 a year you need to survive. Then how much outside monthly income do you have (spouse income, rental unit income, etc.)?–subtract this number to your total but for now let’s say this is $0. Also, let’s say your average commission check is $8,000. Well you might be saying “Gosh, I only need to sell one house every four months to survive and sustain my business.” Feel good about it. So know exactly what your costs are and then set your goals on top of that. Now let’s get started!

Tom Ferry - Success Summit