Do You Have the Right GAS?

By using GAS as an acronym for goals, attitude, and selectivity, real estate practitioners can make sure they are fueling themselves to succeed.

November 1, 2009

I coach real estate pros on a regular basis. One of the questions I ask them is: Do you have the right GAS in your tank? You see, GAS is an acronym I use to remind them of the three essential ingredients I believe they must have to succeed and prosper in today's environment.

Here's an overview of each area—see if you're putting these in your tank on a daily basis.


Sales coach Zig Ziglar says, "You can't hit a target you cannot see, and you can't see a target you do not have." Everything begins with your goals. They give you purpose, direction, and a vision for your future.

I'm sure you've heard the saying "Where there is no vision, the people perish." The same is true of your life—if you have no goals, it will be difficult, if not impossible, to reach your full potential. Moreover, it's important to write your goals down. A Stanford University study from several years ago showed that 80 percent of people who wrote their goals down and read them on a daily basis achieved their goals. So, make sure you list short-term and long-term goals, and read them daily. Reading your goals helps remind you of what it is you really want in life.

Additionally, you should make sure your goals are measurable. Don't just say you want to be a better real estate professional, but rather be specific with your objective so you can measure it. A better way to phrase it would be to say you want to list a certain number of properties this month, or that you close on a particular amount of transactions this year. Putting a specific number (something you can measure) and a time frame with your goal makes it more measurable and meaningful.

Finally, make sure your goals are attainable. Don't set goals that are too hard to reach.


Having the right attitude is important. In business, there are many disappointments. I'm sure you've had a customer tell you they would never buy or sell from anyone but you and then seen someone else's For Sale sign in their yard, or heard from a friend that those folks purchased from someone else. If it hasn't happened yet, it probably will, and it's a real heartbreaker.

Yet how you handle disappointment is the more important issue. Do you take the disappointment with a negative attitude? Or do you tell yourself it's only part of the game and convince yourself to bounce back from the discouragement?

As the market fluctuates, keeping a good attitude is essential. How can you do this? Read motivational books such as biographies about other successful people and spend time quoting positive affirmations while you're in the car instead of listening to gloom and doom on the radio. These few small differences can make a big change in your attitude. And don't forget to include REALTOR® Magazine online in your favorite RSS reader to stay on top of high-quality articles and news!


Finally, it's important that you become selective about whom you associate with, what you watch on television, what books you read, and what you listen to on a daily basis. Not only do these areas affect your attitude but they also will mold your ideas and thoughts for the day. If you hang around negative people, you'll become negative.

All of these things can affect your attitude. If your outlook stinks, you'll have no desire to set goals.

All three of these areas—goals, attitude, and selectivity—feed off each other and play a role in how your future business will play out. If you want to see positive results in your life, first set measurable, attainable goals, write them down, and read them on a daily basis. Be selective about the people you associate with, what you read, the tapes and CDs you listen to, and what you watch on television. This selectiveness will lead to a positive attitude. The three combined ingredients will give you the right GAS to succeed as a real estate professional in any environment.

John D. Mayfield, ABR, CRB, e-PRO, GRI, is a sales coach, author, and broker/owner of Mayfield Real Estate in Farmington, Mo. You can contact Mayfield through his Web site,