From the introductory chapter of Make More Money, Find More Clients, Close Deals Faster I believe there are three components involved in "qualifying" to be a realtor. First, you need to have, or be willing to learn and develop, certain attributes and skills. Second, you need to become licensed to practice real estate brokerage in your province. Finally, but perhaps most important, you need to buy into the philosophy that you are your own business. A realtor provides services, and therefore you need to continuously learn, improve, and upgrade your qualifications. Although this is the second real estate book I have written and I teach commercial and residential real estate at the university level (University of Toronto Continuing Education for commercial, and York University for residential), I learn something new with just about every deal I work on. I absolutely love what I do for a living. There are very few professions in which you can be a combination of entrepreneur, salesperson, friend, advisor, negotiator, and dealmaker, while also having the freedom to create your own schedule and have the potential to earn a substantial income. If you bring the right attitude and discipline to the table, even if you are not a natural salesperson the "job" of a realtor can provide a great deal more for you than you can imagine--both financially and in lifestyle. I don't believe in mincing words, so I will be blunt from the beginning of this guide to the end. My hope is that this book will enable realtors to improve in their career, be motivated to aim higher, and earn more money.