Ron Cathell is a Top Operating Principal and longtime Top Agent. He owns and operates KW McLean/Great Falls and leads Team Cathell. His team specializes in residential sales in the Clarendon Metro area of the Orange Line Corridor in Arlington, and he covers all of northern Virginia and the Metro area of Maryland. His Brokerage – KW McLean/Great Falls is a consistently a top performer. Ron has 30 years experience in real estate as an investor, developer, home builder, and agent. Previously, he was a journalist and foreign correspondent, and an international affairs specialist in Washington, DC.

In this episode, you’ll meet Ron Cathell, principal owner and broker of KW Realty McLean. Karen and Ron discuss:

• How he used geographic farming as form of lead generation.
• The consulting-conversion process of taking prospects through the sale. “It’s all about them; it’s not about you.”
• His secrets to relationship building.
• How agents can gain more competence so they have more confidence by studying the market, laws, regulations, and other players in the industry.

Key Takeaways and Actionable Success Principles

• While prospecting, listen more than you talk, ask questions, and pay attention.
• A positive mindset propels you forward. “Be cheerful, treat everyone respectfully, enjoy and savor every moment of life because you never know what’s going to happen around the corner.”
• “There’s nothing stopping you from reaching your goals except for yourself — except for your own limiting beliefs and your own willingness to quit before you get there.”