In the dynamic world of real estate, the concept of luck often sparks lively debate. Trevor Koot, CEO of the BC Real Estate Association (and, full disclosure, my boss’s boss’s boss), recently mused in REM, “I’m sure every one of the roughly 150,000 Realtors across Canada can point to a happenstance, coincidence, or fluke that contributed to where they are today.” This sentiment resonates deeply within an industry where the unexpected often plays a significant role in career trajectories.
Koot’s insightful article, which explores themes relevant to small business owners and how their experiences can inspire Realtors, positions the power of “luck” as its ninth and final theme. However, with 55 years (and counting!) immersed in the real estate landscape, my perspective leads me to conclude that while pure luck is an unreliable foundation, its influence is far greater than often acknowledged. It deserves a more prominent position in any discussion about career progression and success.
Decades ago, during a pivotal training session for Realty World, the late Bob Clements imparted a profound observation that has stayed with me: “Cream is pushed to the top by the milk sinking. Nothing rises alone.” This powerful metaphor suggests that success isn’t an isolated ascent but rather a consequence of surrounding dynamics and persistent effort. It subtly hints that while individual talent is crucial, it operates within a larger context, often influenced by unseen forces—or perhaps, by opportunities we actively create.
Before you commend my memory for recalling Clements’ precise words from 35 years ago, allow me to clarify. I wasn’t relying solely on recollection. I was present, and I meticulously jotted down his wisdom. This practice of documenting key insights proved to be a cornerstone of my professional development.
The genesis of this habit traces back to 1986, when my exceptional partner—”outside of marriage,” he’d always hastily add—Marilyn Jarvis, gifted me a pristine, red, leather-bound notebook. Prior to this thoughtful present, my collection of valuable information—newspaper and magazine clippings, conference notes, and memorable aphorisms—resided somewhat haphazardly in the bottom drawer of my desk, often nestled beneath a bottle of Scotch (a testament to the occasional pressures of the business!).
Today, that cherished notebook, affectionately known as the Red Book, boasts 126 pages filled with the jetsam and flotsam of other people’s hard-earned wisdom. After absorbing Koot’s truly excellent article on small business thinking and the role of luck, I was immediately inspired to revisit the Red Book, curious to see what additional gems I might unearth regarding the elusive concept of “luck.” The pages promised to reveal a tapestry of perspectives, each contributing to a more nuanced understanding of how fortune is found, and perhaps, forged.
Making Your Own Luck in Real Estate: The Power of Presence
We’ve all encountered the stories of the multi-lottery prize winner, or on a more relatable scale, the individual within our own sales team who consistently seems to “win”—be it an open-house bottle draw, a sales contest, or simply landing the most desirable leads. Often, we simply shrug, attributing their consistent good fortune to an innate ability to attract random chances. But is it truly random? Or is there a more deliberate mechanism at play?
What does the Red Book, a repository of practical wisdom, have to say on this matter?
“I’d rather be lucky than skillful,” quipped Jim McNeal, a good friend and former managing broker whose career was marked by consistent success. While his statement might initially sound counterintuitive, it points to a deeper truth: skill can only be applied when opportunity presents itself. And how do opportunities arise? Often, through mere presence.
Esteemed real estate trainer David Knox expands on this idea with remarkable clarity: “You make more money by being there than by being good. Get your people off their aspirations and show up.” This isn’t a dismissal of skill; rather, it’s an emphatic declaration that skill without visibility and active participation is largely moot. In real estate, showing up means attending all open houses, even slow ones; being present at community events; consistently following up with leads; and making yourself available. It’s about increasing the statistical probability of encountering an opportunity simply by being in the right place at the right time, repeatedly.
Why is this act of “showing up” so profoundly important? The answer lies in the very nature of opportunity. Ben Franklin, ever the pragmatist, reminds us, “The Constitution only guarantees the right to pursue happiness. You have to catch it yourself.” In the context of real estate, this translates directly to clients, listings, and deals. They aren’t delivered to your doorstep; you must actively pursue them. Your presence at industry events, local gatherings, or even just consistent engagement on digital platforms, puts you in the path of potential clients and collaborations.
Before its dramatic downfall in 2002, Arthur Andersen LLP, once a titan of the accounting world, had a founder whose wisdom transcended industries: “The most important ingredient in any business relationship is frequency of contact. Go there! Go there! Go there!” This mantra, stripped of its corporate origin, is pure gold for real estate professionals. Constant, strategic presence—whether in-person or via diligent communication—builds trust, maintains visibility, and ensures you’re top-of-mind when someone needs an agent. Each “go there” is a deliberate step towards creating an environment where luck can flourish.
A more recent business partner of mine, Randy Forbes, distilled this philosophy into a simple, undeniable truth for our salespeople: “The world is run by the people who show up.” This isn’t just about attendance; it’s about active engagement. It’s the agent who attends every community meeting, volunteers for local initiatives, and consistently networks who builds the reputation and connections that inevitably lead to a steady stream of referrals and opportunities. These aren’t random flukes; they are the direct dividends of consistent presence.
Turning Luck into Success: The Unseen Inches of Effort
Okay, so showing up is crucial. But where do I then find this elusive “success”? The answer, often surprisingly, lies in the smallest, most consistent efforts. In the powerful football drama Any Given Sunday, Al Pacino, as the seasoned coach, delivers this stirring locker-room advice: “We’re going to win this game inch by inch — and the inches we need are everywhere around us!” This analogy is perfectly suited for real estate. Success isn’t one grand leap; it’s the accumulation of countless small victories: one extra phone call, one more property viewing, one deeper market analysis, one more hour spent learning. Each “inch” contributes to the momentum that ultimately defines a career.
So, why aren’t more people consistently successful? The answer, as Thomas Edison famously articulated, often lies in our perception of opportunity: “Opportunity is missed by most people because it is dressed in overalls and looks like work.” In real estate, opportunity doesn’t always arrive as a high-value client walking through the door. More often, it’s disguised as tedious lead generation, hours of research, difficult negotiations, or uncomfortable conversations. These “overalls” deter many, but for those willing to roll up their sleeves, these tasks are the fertile ground where real estate fortunes are made. It’s the diligent agent who sees the potential in every interaction, no matter how small or arduous.
David Foster, a keen observer of human endeavor, offered a stark comparison: “‘Good’ is the enemy of ‘great.’ I have known people who could have been great but stalled at good. I have no pity for them because if they aren’t working Saturday and Sunday, somebody else is.” This isn’t an endorsement of burnout, but a stark reminder of the competitive landscape. In real estate, the market doesn’t pause for weekends. The willingness to go the extra mile, to dedicate time when others are resting, provides a significant edge. It’s during these “extra” hours that agents refine their skills, deepen client relationships, or scout new properties—actions that consistently translate into superior results.
And on our central theme, Foster provided a definition that perfectly encapsulates the blend of preparation and chance: “Luck is when hard work meets opportunity.” This simple yet profound statement serves as the core thesis for cultivating success. It’s not about waiting for a fortuitous event; it’s about diligently working, day in and day out, to create so many opportunities that “luck” becomes an inevitable outcome. Every hour of market research, every client conversation, every property walkthrough is a piece of that hard work, making you more receptive and ready when an opportunity finally materializes.
Making the Most of Opportunity: Bringing Your ‘A’ Game
Thus far in this discussion, we’ve explored the foundational importance of presence and the diligent application of hard work. However, there’s another crucial dimension to turning potential into tangible success, one that baseball, a sport rich in strategic wisdom, so eloquently teaches us. Listen to Hall of Famer and former Toronto Blue Jays coach Bobby Cox: “Show up on time and be ready to play.”
This simple directive is profound. It puts it this way: showing up—while undeniably important—is simply not enough on its own. It’s the first step, the necessary condition, but it doesn’t guarantee success. Once you’re there, you also have to bring your “A” game. You must be prepared, focused, and capable of executing at a high level. In the memorable words of former Seattle Mariners coach Lou Piniella, “You’ve still got to play baseball when the umpire says, ‘Play ball!’”
What does “being ready to play” and “playing baseball” mean for a real estate professional? It means being deeply knowledgeable about your local market, understanding pricing trends, and knowing your inventory inside and out. It means honing your negotiation skills, communicating effectively, and anticipating client needs. It involves maintaining impeccable professionalism, ethical conduct, and a service-oriented mindset. It’s about showing up to every client meeting, every showing, and every open house not just physically, but mentally and strategically prepared to deliver value. If you’re present but unprepared, the opportunities you worked so hard to cultivate can easily slip through your fingers. An agent who “shows up” but lacks current market data or struggles with client objections will find their hard work yields diminished returns.
In real estate, as in life, pure luck is never a guarantee, nor should it be the sole reliance. However, consistent good fortune is almost always waiting for those who consistently show up, diligently work hard, and are thoroughly ready for opportunity when it presents itself. Success is rarely the result of a single stroke of pure chance. Instead, it is the cumulative product of unwavering persistence, meticulous preparation, and the enthusiastic willingness to embrace the unexpected twists and turns that define a long and fulfilling career. It is the agent who, through continuous learning and adaptation, can pivot swiftly when market conditions shift, seeing challenges not as setbacks, but as new avenues for growth and client service.
As you forge ahead in your real estate career, remember this empowering truth: luck doesn’t just happen; it actively favors those who are present, deeply engaged, and genuinely open to every possibility. Therefore, make it your unwavering commitment to show up consistently, bring your absolute best self to every endeavor, and allow luck to meet you more than halfway. Cultivate an environment where your sustained effort and readiness are the primary drivers of your professional destiny, turning mere happenstance into predictable triumphs.