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The Afterglow

Pink Afterglow

I’m beaming.

Since moving to my new office, things have been all hustle and loads of bustle. I’ve worked hard the last five weeks or so and really changed from an agent plodding along to an agent who’s working hard and producing results. I’m in love with myself at the moment. I feel energized, proud, excited, and like I’m finally doing what I wanted to do in real estate. Results are always good. Hoping for them never works.

Today, I had my first closing since I switched over to my new broker (@sheilamoran), and it’s the first one of four this month. Not bad for a guy who was beginning to really feel in a slump before the switch. The closing wasn’t a monumental task, a monumental check, or a monumental story on how I found this client. Actually, this one was a pretty open and shut case of Real Estate 101. We had a few snags here and there, but they were all easily fixed and overall I’d give this transaction an A for ease of closing (we closed on time by the way – and funded the same day as well) and an A for the actual search and offer periods. It was a great transaction from start to close.

The afterglow.

As I was driving home from the title company; I had a smile on my face, the windows down, and NOFX blaring – I was happy with the world today. Because of my recent production, I also had that elated feeling after a closing…knowing there’s more right around the corner, but still cheering the victory of this one. I was in the afterglow of the transaction. That magical period of patting myself on the back for a job well done.

I returned to the office, threw around a few high fives (not really, but I pretended I did) and walked with my head held high. Today, I am a closer (“Cubicles are for closers, Marge. Anyone who doesn’t sell a house their first week gets fired. I probably should have mentioned that earlier.“). It’s always a good feeling, but because of the recent switch, it made it a little more special to me. Today is a good day.

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In all my excitement to enjoy my experience, I got back to the office, sat at my desk and kicked my feet up for a moment. I had a cold glass of water and just sat there. Relaxed. Feeling good that things went off without a hitch and what few bumps we experienced, I was able to handle. I was in the afterglow.

The longer I sat there celebrating my achievement, the more I began to wonder if I was in the after-gloat. Immediately, I stopped what I was doing (ie, nothing) and jolted from my chair. I filled up my water glass again and ran back to my desk. What was I thinking? How could I be so stupid? Why have I neglected this?

You see, I had been relaxing in the afterglow/after-gloat. I was happy, I was excited, and I was proud. And all deservedly so. But I forgot a key element. I had let one crucial item slip right past me in my moment of glory. I forgot the golden rule.

I forgot I needed to continue working so I’d have more business in the future. So I grabbed my phone and started dialing, put my fingers to the keys and started typing – I did what I did every day to get me where I am today. Only I did it with a renewed passion. I knew what the outcome of my work was today. Don’t ever get caught in the afterglow and most certainly avoid the after-gloat and keep working hard. It will only lead to a better, longer glow – a career in real estate, not just a few months toying with it.

photo courtesy of D’Arcy Norman

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Written By

Matt is a former PA-based rockstar turned real estate agent with RE/MAX Access in San Antonio, TX. He was asked to join AgentGenius to provide a look at the successes and trials of being a newer agent. His consumer-based outlook on the real estate business has helped him see things from both sides. He is married to a wonderful woman from England who makes him use the word "rubbish."

16 Comments

16 Comments

  1. Jeffrey Douglass

    August 13, 2009 at 12:30 am

    Matt, its amazing what a change of scenery and a few escrow closings can do to your mood!

  2. Joe Loomer

    August 13, 2009 at 5:43 am

    I hear ya Matt – nothing like leaving a closing, turning the phone back on, and seeing the missed calls, texts, and emails of other business still in the hopper that requires attention.

    You took the moment, savored it, and then applied the only word in Real Estate that really matters – “NEXT!!!”

    I do love the Friday early afternoon closings, though. Get to gloat until Monday sometimes!

    Navy Chief, Navy Pride

  3. Ken Brand

    August 13, 2009 at 8:51 am

    I’m with Joe. Nothing wrong with bathing in Afterglow. But if you bask too long, just like in the bathtub, your business will get all wrinkly and shrink. It’s healthy to enjoy and appreciate your success, then get you ass back to work.

    Cheers and congratulations. Woot!

  4. Fred Romano

    August 13, 2009 at 9:31 am

    It’s always a good feeling when you get paid!

  5. Matt Stigliano

    August 13, 2009 at 9:37 am

    Jeffrey – My mood changed the minute I got here. It felt like I finally had a purpose. The atmosphere in the office is great, the people are great, and a few closing never hurt anyone.

    Joe – Yeah, don’t get me wrong, I did enjoy those few moments I had. The good thing is, I enjoy the work too, so even though I had to get right back into it, I was still enjoying myself.

    Ken – I certainly don’t want my business to get wrinkly. So today will be full steam ahead.

    Fred – I didn’t even get paid yet. I’ll be excited when I do! Haha.

  6. Shane

    August 13, 2009 at 10:19 am

    Matt – Congrats on the first closing and the new office move. Don’t forget to give old Gil a hand once in a while!

  7. Bill Lublin

    August 14, 2009 at 9:10 pm

    Great post Matt – Glad that you realize you’re only as good as your next sale!

  8. Paula Henry

    August 15, 2009 at 12:07 am

    Cheers Matt – So good to see you thriving and loving your work. Amazing what a new office can do when it’s time:)

  9. Gwen Banta

    August 15, 2009 at 1:15 am

    Congratulations, Matt. I know you credit the change – certainly not to be underestimated – but I suspect you simply just Rock at Real Estate.

  10. Matt Stigliano

    August 16, 2009 at 4:52 pm

    Shane – Thanks. I love it here and this week is going to be a great one for me. Three contracts closing (that’s the most I’ve ever had in one week).

    Bill – If there’s one thing I learned, it would be just that. I’m all for jumping up and down when I do my job well and it results in a closing, but I have to stop jumping for joy at some point and get back to work.

    Paula – And that’s what it was – just a perfect timing sort of event. I was ready for change, had opened myself up to the idea, and the good started pouring in.

    Gwen – I do credit the change a lot. Part of what the change provided me was a bit of an ego-boost. I needed to feel confident again to really push myself. And I do now and it’s working.

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