Last time, we looked at why a sense of purpose is so essential to success. However, according to Albert E.N. Gray, who first presented this idea in a speech in 1940, sense of purpose is really only one half of the success equation. In reality, every single qualification for success is acquired through habit. We form habits, and these habits form futures. In fact, if we do not deliberately form good habits, then we are actually forming bad habits without knowing it. We are who we are for a simple reason: We have formed the habit of being that kind of person, and the only way to change that is by changing our habits.
First delivered by Albert E.N. Gray at a life insurance convention in 1940, “The Common Denominator of Success” holds a very powerful message for any sales professional or anyone seeking success in their professional, personal or spiritual lives. It’s actually as true as it sounds and just as simple as it seems:
“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Over the past decade, I’ve had the privilege of hiring, training and deploying dozens of aspiring real estate agents. As a mentor, it’s critical that I provide the new agent with a roadmap for personal execution and help measure and manage it along the way.