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6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth
6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth
6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth
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6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth

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Your seven-figure real estate agent income is six simple steps away.

It’s difficult to build a real estate business, and it’s even more difficult not to lose yourself in the daily grind. 6 Steps to 7 Figures contains all the tactics that the best real estate agents use to promote their businesses, become financially free, and pursue the lives of their dreams.

Pat Hiban is one of the only residential real estate agents to hold the title Billion-Dollar Agent—having sold more than 4,000 homes with a billion dollars in volume—and he compiled two decades of invaluable experience into this manual. A combination of motivational success strategies and practical tips for flourishing in real estate, this completely expanded and revised edition also contains two new chapters on what the author learned from giving up the workaholic lifestyle.

In this book, you'll learn how Pat:

  • Raised his average sales price from $92,000 to more than $450,000 with four simple steps
  • Transformed $13,000 in annual commissions to more than $5 million annually
  • Went from zero foreclosure listings to over 325 in two years
  • Got his team revved up by humiliating himself on YouTube
  • Landed more customers by dressing up as Dracula
  • Learned some of his best tactics through “authorized stealing” from his competitors
  • Shifted from being a raging workaholic to taking 153 days off each year
LanguageEnglish
PublisherBiggerPockets
Release dateNov 1, 2022
ISBN9781947200784
6 Steps to 7 Figures: A Real Estate Professional's Guide to Building Wealth
Author

Pat Hiban

PAT HIBAN is a New York Times, Washington Post, and USA Today best-selling author and a “Quitter” of twelve years strong. Despite being one of the only residential real estate agents to hold the title Billion Dollar Agent—having sold more than 4,000 homes with a billion dollars in volume—he quit his thriving career in real estate sales so he could invest for passive income, spend more time with friends and family, and travel the world. Now, he primarily invests in single-family homes, multifamily properties, and commercial real estate as a general partner of his company, DAPT Acquisitions. He wrote 6 Steps to 7 Figures, co-authored Tribe of Millionaires, and co-founded GoBundance, a business mastermind that has grown to more than 1,000 active members. Pat currently spends his time in Charleston, South Carolina with his wife of thirty years.

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6 Steps to 7 Figures - Pat Hiban

Cover: 6 Steps to 7 Figures: A Real Estate Professional’s Guide to building wealth by Pat Hiban

PRAISE FOR 6 STEPS TO 7 FIGURES

"Pat’s message removes whatever excuse

one might use as to why

they can’t succeed.

I can’t see why anyone serious

about making it in

the real estate business

would not read this book."

—FLOYD WICKMAN, NATIONAL SPEAKERS HALL OF FAME; OVER ONE MILLION REAL ESTATE AUDIO PROGRAMS SOLD

"Being a real estate coach I see

good agents and great ones.

Pat Hiban offers

a step-by-step approach

to take your business

to the next benchmark.

His game plan will help you build

your business to 50 … 100 … 500 transactions."

—DIANNA KOKOSZKA, CREATOR OF BOLD AND CEO OF KELLER WILLIAMS MAPS COACHING

"Anyone who has sold over

five hundred homes per year should be paid

attention to by both the novice and highly

experienced real estate agents."

—CRAIG PROCTOR, FOUNDER, QUANTUM LEAP SYSTEM

"This book applies to all types of

small businesses. I have made it

a must-read for all of our coaches

and clients! Thanks for sharing your pain,

successes, and family values!"

—BOB CORCORAN, CORCORAN CONSULTING AND COACHING

"I have paid thousands of dollars to attend

conferences where I have received

less than 1 percent of the ideas that

Pat Hiban’s book provided me!

A must-read!"

—BEN KLNNEY, AUTHOR OF SOCIAL WITH JAY PAPASAN, SOCIAL MEDIA FUTURIST, MULTI-OFFICE BROKER, AND COMPANY FOUNDER OF PLACE AND BRIVITY

"In 6 Steps to 7 Figures, Pat Hiban has

created a blueprint for a good income and a

good life. Highly recommended."

—BRIAN BUFFINI, NEW YORK TIMES BEST-SELLING AUTHOR OF THE EMIGRANT EDGE: HOW TO MAKE IT BIG IN AMERICA AND FOUNDER OF BUFFINI AND COMPANY

"Pat Hiban’s 6-step process is drastically

raising the productivity level of my agents

from coast to coast!"

—DAVID OSBORN, TOP KELLER WILLIAMS REGIONAL OWNER AND BROKER, CO-FOUNDER OF GOBUNDANCE, AND NEW YORK TIMES BEST-SELLING AUTHOR OF WEALTH CAN’T WAIT

"In a time of reinvention and innovation

for real estate practitioners, Pat Hiban

gives a step-by-step guide to success in

any market. 6 steps to 7 figures outlines

an actionable plan for getting to the top of

his profession. On a more personal note, I

might add that Pat Hiban has drastically

changed my life for the better!"

—MICHAEL J. MAHER, #1 INTERNATIONAL BEST-SELLING AUTHOR OF 7L: THE SEVEN LEVELS OF COMMUNICATION: GO FROM RELATIONSHIPS TO REFERRALS

6 STEPS TO

7 FIGURES

A REAL ESTATE PROFESSIONAL’S GUIDE

to building wealth

PAT HIBAN

Logo: BiggerPockets Publishing LLC

This publication is protected under the U.S. Copyright Act of 1976 and all other applicable international, federal, state, and local laws, and all rights are reserved, including resale rights: You are not allowed to reproduce, transmit, or sell this book in part or in full without the written permission of the publisher.

Limit of Liability: Although the author and publisher have made reasonable efforts to ensure that the contents of this book were correct at press time, the author and publisher do not make, and hereby disclaim, any representations and warranties regarding the content of the book, whether express or implied, including implied warranties of merchantability or fitness for a particular purpose. You use the contents in this book at your own risk. Author and publisher hereby disclaim any liability to any other party for any loss, damage, or cost arising from or related to the accuracy or completeness of the contents of the book, including any errors or omissions in this book, regardless of the cause. Neither the author nor the publisher shall be held liable or responsible to any person or entity with respect to any loss or incidental, indirect, or consequential damages caused, or alleged to have been caused, directly or indirectly, by the contents contained herein. The contents of this book are informational in nature and are not legal or tax advice, and the authors and publishers are not engaged in the provision of legal, tax or any other advice. You should seek your own advice from professional advisors, including lawyers and accountants, regarding the legal, tax, and financial implications of any real estate transaction you contemplate.

6 Steps to 7 Figures: A Real Estate Professional’s Guide to Building Wealth

Pat Hiban

Published by BiggerPockets Publishing LLC, Denver, CO

Copyright © 2022 by Pat Hiban

All rights reserved.

Publisher’s Cataloging-in-Publication Data

Names: Hiban, Pat, author.

Title: 6 steps to 7 figures: a real estate professional’s guide to building wealth / by Pat Hiban.

Description: Denver, CO: BiggerPockets Publishing LLC, 2022.

Identifiers: LCCN: 2022943080 | ISBN: 9781947200777 (paperback) | 9781947200784 (ebook)

Subjects: LCSH Real estate business. | Real estate investment. | Entrepreneurship. | Personal finance. | Success in business. | BISAC BUSINESS & ECONOMICS / Real Estate / Buying & Selling Homes | BUSINESS & ECONOMICS / Motivational | BUSINESS & ECONOMICS / Sales & Selling / General | BUSINESS & ECONOMICS / Investments & Securities / Real Estate

Classification: LCC HD1375 .H53 2022| DDC 332.63/24--dc23

Published in the United States of America

Printed in Canada on recycled paper

10987654321

This book is dedicated to

Howard Brinton

TABLE OF CONTENTS

FOREWORD

PREFACE TO THE NEW EDITION

INTRODUCTION:WHY I’M THE GUY TO SHOW YOU HOW TO GET TO $1,000,000

STEP 1:SET GOALS & AFFIRMATIONS

Change Your Circumstances in Only Five Minutes a Day

STEP 2:TRACK

That Which Is Measured Will Grow

STEP 3:FIND MENTORS & MASTERMINDS

Learn from the Best and Copy Your Way to Success

STEP 4:ACT

You Reap What You Sow, 100 Percent of the Time

STEP 5:BUILD ON IT!

Capitalize on Every Success, No Matter How Small

STEP 6:INVEST

Put Your Money to Work for You!

CONCLUSION:ONE LIFE, FULLY LIVED

Celebrate—Both at Work and at Home

BONUS CHAPTER:HOW I QUIT

BONUS CHAPTER: STEP 7:MAKE A LIFE, NOT A LIVING

ACKNOWLEDGMENTS

ABOUT THE AUTHOR

FOREWORD

OVER THE YEARS, THROUGH VARIOUS BUSINESS AND BOOK ventures, I’ve had the privilege of meeting thousands of talented, highly capable, and, in some cases, brilliant real estate sales professionals. Pat Hiban is one of these special people.

Early on in his personal journey, Pat made the decision to lead a success-oriented life. And in twenty years’ time he has achieved it in massive fashion—and done it his way. So when he asked me to contribute to a book about his success, I was honored to lend him my support.

Pat Hiban’s success is a great story. It amazes me to think of all that he has accomplished. His journey from humble beginnings as a novice salesperson to the number-one sales associate in the nation at ReMax to seventh-level business owner and billion-dollar producer with his Pat Hiban Team at Keller Williams represents something truly special. Pat has reached heights many aspire to yet few dare to attempt and even fewer accomplish.

This book is about Pat’s personal pathway to success. It’s a story about the big systems, daily practices, and rituals that delivered incredible results and allowed him to live a fulfilling life. Along the way, Pat transitioned from an independent businessperson to a manager of many businesspeople. And he learned how to be successful there too.

You might be reading this book because you’re at a transition point yourself. Maybe you want to create a bigger, more successful business; maybe you want to maximize your potential with less effort; or perhaps you just want straightforward tips on how to earn more money. These are all commendable goals, and this book can help you get there.

From the outset of his career, Pat recognized that he was an independent thinker. He knew he was at his best when he was his own boss. He wasn’t particularly skilled in any one discipline, nor did he excel at being the best in the classroom or on the sports field. Yet he had the right mind-set, the belief that he could succeed big. That thinking was critical to his success, as were courage, a plan, and big goals. And of course he had the passion for the business.

To fulfill his vision, Pat had to do his homework, ask a lot of questions, and consistently find the right people to help guide him along the way. He worked relentlessly, though he also found the need for balance—something many of us take for granted. He became a true leader and a motivator. And yes, he became enormously successful. Rather than luck, I call it being purposeful. Though he may not have known it then, Pat really was setting out on a quest to create a life worth living and a business worth owning—a vision shared not only by Pat and me, but also by more than 70,000 of our friends at Keller Williams Realty. It brings meaning to what we do every day.

Pat’s passion for learning—and for sharing knowledge—is remarkable. He has never stopped asking the right questions, finding the right hires, making the right fires, and implementing the right systems when he has needed them. But ultimately the choice to be great was Pat’s alone. His focus on growth and constant forward motion through purposeful effort paid off. His success, like that of many others, was a success built over many years rather than overnight, and through others, with great effort spent on repeated tasks over time. Pat still brings a passion to the work he does every day. I’d wager that he’s teaching scripts or mentoring his employees as you read this now.

In this book you’ll find many of the best practical strategies and proven systems that helped propel Pat to mega-agent status. You’ll see how Pat was able to climb up and conquer, one step at a time, a long list of carefully planned goals. You can benefit greatly from Pat’s practice in affirmations, his diligence, his trials and errors, his experiments, his failures, and his aha’s—all of which helped him grow his business and his life potential.

Pat Hiban exemplifies a life carved from purposeful planning and results-oriented action. His journey is one of failing forward, learning, growing, shifting, and rising above the challenges to arrive at a place of immense achievements.

Pat understands the idea of playing an equal-opportunity, unequal-reward game. He practices fundamental business skills better than most and he understands what success means and what it requires in the real estate sales profession.

Candidly I can tell you that he has touched the hearts and minds of many people. Pat has enriched the lives of everyone from clients to co-workers to charitable organizations and, with his wife Kim, has created a beautiful family. Pat has made a positive difference in this world and has been a tremendous success. I’m proud to call him my friend.

To live a truly extraordinary life takes courage. Pat Hiban’s desire to be the best is extraordinary too. His efforts and the life he leads continue to inspire me. The writing of this book serves as a testament to Pat’s lifelong efforts to achieve greatness. To climb many mountains takes a tremendous belief in ourselves and beyond ourselves—a faith that we can do it, no matter the odds, no matter what life throws at us. When you put this book down, remember that Pat was once like you. He started somewhere and he had a vision of being great and a plan of action to get there. I hope his ideas help you to become the best you can possibly be—wherever you are in your business and your life.

—GARY KELLER, BESTSELLING AUTHOR OF

THE MILLIONAIRE REAL ESTATE AGENT,

THE MILLIONAIRE REAL ESTATE INVESTOR, AND SHIFT:

How TOP REAL ESTATE AGENTS TACKLE TOUGH TIMES, AND THE ONE THING:

THE SURPRISINGLY SIMPLE TRUTH BEHIND EXTRAORDINARY RESULTS WITH

OVER 5 MILLION COPIES SOLD.

PREFACE TO THE NEW EDITION

I SOMETIMES JOKE THAT BACK WHEN I STARTED WRITING THIS book, seven figures was a lot of money.

The truth is, it’s still a lot of money. Right now, the median income for real estate agents in the U.S. is under $50,000. The bottom 10 percent earn a lot less. Seven figures—millionaire status—is something that still eludes most Americans, as well as most of the world. The median American net worth is a little over $100,000. The median net worth globally is under $8,000.

So, yeah. A million dollars is still real money.

The amazing thing about real estate, however, is just how attainable the goal of seven figures can be. That’s part of what motivated me to write this book: I knew how attainable it was. I’d watched agent after agent—good, smart people with good intentions—underperform and earn less than they should, or even drop out of the business altogether.

I thought everyone in real estate could make more money. Why weren’t they? The six steps in this book were largely born from that question.

Yet, when the team at BiggerPockets Publishing asked if I’d like to do a new edition of 6 Steps to 7 Figures, my initial response was, Why?

To be honest, I was a little skeptical. The book is a New York Times best-seller, yes. It sold a lot of copies and, judging by the feedback, struck a chord with readers. This book truly helped people.

But I always felt that part of this book’s success was that it was written by a guy (me!) who was deep in the trenches. When I wrote 6 Steps, I was a top-performing agent. In between chapters, I was taking calls and closing deals. One minute, I would be writing a description of how to change your circumstances in just five minutes; the next minute, I’d be helping one of my team members close a deal worth $2 million. I was still neck-deep in real estate.

That meant the book was incredibly practical, but it was also real. It an honest work about the realities of becoming a top producer in the business.

I’m not in the trenches anymore (more on that later). When I thought about a new edition, I worried that the book would no longer resonate if I started messing with it.

And then I sat down and read it again.

The funny thing about writing a book is that you rarely go back and reread it. No author I know of curls up in bed with a copy of their own book. I hadn’t read 6 Steps since its publication, and I was hesitant to. When I cracked it open, I was practically reading it squinting out of one eye, afraid of what my younger self had written.

I had no reason to worry. I came away feeling just as proud of the book as I had when I wrote it. Better yet, I thought it was just as relevant.

However, my instinct remained strong: The value of the book is that it was written by someone going through it. I was neck-deep, and it shows. I didn’t want to mess with that.

Here’s where we landed: We kept the original book intact, as it was, with a few

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