Adrian White - Local Lender

In the face of adversity, resilience is your greatest ally. Rise and conquer.

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About a year into my sales career, I decided to buy a fake Rolex…

and it changed my life!

Here’s the backstory:

One of the biggest mistakes I made when I was starting out in sales was dressing poorly.

I was essentially wearing whatever I had in my closet; clothes that felt comfortable.

And, if you dress like a typical twenty-something, you’re likely going to attract other typical twenty-somethings (or people that behave like them), and they probably won’t be able to provide the money or opportunities that you’re looking for.

I mean – “let’s grab a beer” was not a message that was going to resonate with the audience I wanted…

If I wanted to get attention from the “right” audience – people that could afford seven-figure homes – I had to look like I was already working with those types of clients.

Manhattan is the land of well-cut suits, expensive handbags, designer shoes, and watches that cost more than a year at your average university.

Luckily, in my case, figuring out how to dress wasn’t exactly a mystery of epic proportions, and it didn’t have to cost a lot of money.

So, to start, I went to Chinatown – one of the best places to go to eat delicious food or buy fake designer goods on the street.

But, I didn’t go to Chinatown for the food; I wanted to buy a “symbol of success” that would make me look like I dealt with high-end clients.

And, in retrospect, it seems kind of silly:

I went to Chinatown and stood on the street hoping I wouldn’t run into anyone I knew while I weighed the pros and cons of various fake watches.

And that’s how I ended up with a fake Rolex.

But, for a while, that cheap, yellow knock-off watch was like my secret security blanket.

Seeing “Rolex” whenever I checked the time was like having a vision board for success right there on my wrist.

And, not to mention, it genuinely gave me a huge boost in my confidence.

By going from a guy who wore t-shirts and hoodies everyday to the agent that wore suits and an expensive-looking watch, I felt more like a top-performing agent… which made me act like a top-performing agent!

It sounds funny, but I was essentially just pretending.

I was pretending to be the version of me that I was inspired by: the one that dressed well, worked hard, and over-delivered for clients.

But, in pretending to be that person, I BECAME that person!

So, while this post may sound silly or even somewhat shallow by saying that “you need to buy a suit and a fake Rolex to do well in sales” (because you really don’t!), there is a positive message here:

If you want to get to the next level, pretend.

Pretend to be the version of you that is outgoing and has lots of confidence.

Pretend to be the person that over communicates.

Pretend to be the person that works really hard.

And, eventually, if you pretend for long enough, you’ll transform into that person.

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Happy Thursday!
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