You've heard the phrase, "It takes money to make money." I witnessed something recently that made me think about how true this saying really is.

I was talking to a client who just could not justify making the investment in her business that would take her to the next level of growth, market penetration and success. This is precisely what was needed to shift into high gear, but she couldn't bring herself to make that essential commitment. Perhaps she's had in the back of her mind all along that listings will magically flow to her and a business card is enough marketing to get the phone to ring.

In some real estate circles, brokers will bring in new agents and foster misconceptions, such as it's truly possible to launch a business on a shoestring. Maybe it's conceivable, but I can tell you that in my experience the chances are slim, and my client may soon learn this lesson.

The reason most small businesses fail is that they're undercapitalized. Your real estate business or practice is no different. Expecting to play in a competitive market and win is like sending a high school kid into a pro basketball game. He's not prepared and before he leaves the bench he's doomed for failure. Too many agents come into our industry in the very same way. "?

In most parts of the country, the market has been so hot in recent years that you could fog a mirror and make money in real estate, ignoring the essential tools needed for long-term success. Not any more.

So I ask you:"? Are you prepared to play the game you're playing? Do you have the necessary training, business and marketing tools and support to get you in the zone and keep you there? It's a critical question as the sizzling pace of years past normalizes and the less serious players are forced out. Who survives? The Kobe Bryants, Steve Nashes and LeBron Jameses of the profession.

To survive in that environment, you'll need to invest in your own business. The time to do that is not when you have business, but before you attract it. Otherwise, there's no structure, foundation, systems or processes to sustain and grow it. No longer can you put off the technology, equipment and education it takes (which the power players have) that fuel success. Lots of cocky people have gone up against Nike or Microsoft, only to find out how tough it is to survive, and most have failed.

So think of real estate in this way ' if you wanted to buy a food franchise it'd probably cost you six figures and you might have to mortgage your home. That would be the cost of starting and doing business. The fact is that you are in business already and the future depends on your total commitment.

As they say in poker, are you "all in'

It takes money to make money, and to succeed you must be willing to invest in yourself, your talents and abilities. In real estate, you're the product and if positioned and marketed well, you can expect remarkable rewards.

Let me know your thoughts.