Sometimes you just get lucky, sometimes you’re in the right place at the right time, and sometimes it’s just the law of averages. Many times for realtor, there is no rhyme or reason as to his or her getting the sale. Many times it’s just the universal laws kicking in, the same way gravity kicks in when you stand. There are a certain few laws that, when they go into effect, can transform your life. There is the law of luck, the law of timing, and the law of averages. The way to have these laws go into effect is to go to work. The “going to work” answer is traditionally not the answer that one wants to hear. Everyone wants to believe that there is an easier, quicker, faster way that doesn’t involve going to work. It’s really simple for a realtor to just be in the right place at the right time. In that same situation, it’s really easy for a realtor to just get lucky. Yet one must work: prepare the soil, and create the opportunity as one is preparing. I met Irwin Winkler, the producer of all five Rocky movies, at his home in Malibu, California. When I asked him about his success, he credited luck.

Irwin believed there was much luck behind his success. Some call it timing; some call it opportunity; some call it luck. The person who won the lottery ticket got “lucky.” Yet they had to work—put action into buying the ticket. The ticket did not just appear out of thin air.

The other law that shows up in professional sales is the law of averages. You can increase your chances under the law of averages by being more effective in your approach, but there’s going to be a foundational average that you cannot change. If I make a hundred calls, the law of averages says that a certain average will not be home, a certain average will not answer, a certain average will hang up on me, a certain average will say “not interested,” a certain average will be disconnected phone numbers, a certain average will say no, and a certain average will say yes. Simple. The same goes for phone prospecting or door knocking. In the field, averages will appear. A certain average will like you, and a certain average will not like you; a certain average will trust you, and a certain average will not trust you; a certain average will want to do business with you, and a certain average will not want to do business with you. The way to increase your success under that predetermined average is to get out there and make the call, go into the field, talk to the homeowners, pick up the phone, and call your past clients. If you work it, the laws will work for you.