Posts Tagged ‘passion’
Go Where Eagles Gather
Monday, July 25th, 2011
As I write this I’m in San Diego speaking to the Corcoran Coaching Mastermind and STAR POWER conferences. Both of these event tend to attract the “best of the best”. And as a featured speaker, it gives me a unique opportunity to see the shared qualities that make these folks so successful.
Here’s the short list:
- They think like business people – most of them strive to make their business run successfully without them doing all the work;
- Their hunger for new ideas is insatiable – they are constantly looking for the “edge” in sales, marketing and operations;
- They are wary of “bright shiny objects” – too many of them have already been burned by the “Just buy this and all your problems will be solved!” pitches. They know that building a successful business is marathon, not a quick sprint using some fancy new tool or service;
- They freely share ideas – no small-minded “I’m going to keep this idea to myself.” behavior found in these groups. In fact, they are down right excited to help each other;
- They consistently implement - this group knows that great ideas not put into practice are worthless;
- They are very coachable – they really get that the potential size of their business success is inversely proportional to the size of their ego when it comes to being open to new ways of doing things.
And one more thing. Eagles gather with other eagles on a regular basis just like at these kinds of events. So if you are tired of hanging around the turkeys and want to really soar, start showing up where the eagles hang out and grow a few –eagle feathers that is.
Why Should I Choose You?
Saturday, July 16th, 2011
It’s not too often that I get to be on the “consumer” side of real estate. Yesterday I helped my wife evaluate two Realtors for the possibility of listing her mother’s home for sale. We asked a series of questions starting with “Why should we pick you over all of your competitors?” and that’s when the fun began.
The look on the face of the first one (who had 31 years in the business) was priceless. After composing himself he shares that he’s in the office every day at 8:30am and returns all his phone calls in a timely manner. No really, that’s what he said.
Then we asked “What is your marketing plan that will make this home stand out from all the others and give us the highest value in a reasonable time?” At that, he points to his very nice (customized and hard-bound even!) presentation package and says: “It’s in there, read it –or do you want me to read it for you?” At which point we quickly (yet politely) ended our meeting.
The second one wasn’t much better. He was quite a bit younger and more hip to technology yet he still stumbled all over the question as to why he should be chosen over anyone else. When asked about his marketing program he started rattling off his budgets for print and online advertising, yada, yada yada. When asked why he spends so much money on print when most people use the Internet he said: “I only do the print to satisfy the sellers and to promote my company, we’ve actually never received any business from it.” When we requested that he put together a comprehensive marketing plan for my mother-in-law’s home, he nods at the folder in his hand then gives it to us. Unlike the first agent, it was not customized, had only examples of mostly print advertising and no formal plan whatsoever. We’re still looking…
Granted, most consumers are not going to be quite as, well, thorough as we were. Never-the-less, if they can’t quite articulate the question, they are thinking it: “Why should we chose you over everyone else?” If you can’t answer that in a powerful and straightforward way (while avoiding the typical bromides of “I work hard!”, “I already have buyers interested in your home!”, “I have tremendous experience?”, etc.) then you are working way too hard and earning far too little.
You already have your answer if you are specializing in a niche. Otherwise, take the time to come up with a powerful response. Take it from someone who has just experienced it first hand from the consumer side, you will quickly appear to be head and shoulders above your competition within the first five minutes of any listing appointment.
How Others Can Help You Grow
Sunday, April 24th, 2011
How willing are you to have your work efforts evaluated for the express purpose of getting better at what you do? How you answer that question will ultimately determine just how good you get at your profession.
Asking for one’s peers to evaluate and provide feedback can be most certainly a frightening experience. One is flooded with a whole range of emotions including “What if I’m not good enough?”, “What if I don’t measure up to the rest of the group doing the evaluating?”, and so on. Unfortunately, those feelings can get in the way of valuable feedback that can have a powerfully positive impact on improving one’s skills.
I recently attended a meeting with a group of young professionals who ostensibly were there for the purpose of getting better at software user interface design (I know it’s a geeky thing, but it was something I was interested in). During the meeting we spent most of the time discussing what some attendees had learned in various conferences on the subject. While that was all well and good, when I suggested that some future meetings might be used for the purpose of evaluating and improving upon actual ideas that some of the members were working on, almost in unison they shuddered and essentially said “no way!”…
The most serious mistakes are not being made as a result of wrong answers. The truly dangerous thing is asking the wrong question.
~Peter Drucker
I was genuinely taken aback by how vociferous and unified their response was. Then it occurred to me that most of these young folks worked in the corporate world. They had people above and below them to whom neither of which they wanted to appear “weak” by risking having their own work evaluated by a group of peers. Once again I was reminded why I would never last more than 2 nanoseconds in a typical corporate environment.
This whole experience renewed my appreciation for the true professionals within the real estate sales industry. These folks are constantly asking others to evaluate their work in an effort to become ever better at what they do. It is this quality that helps separate their success from all the other wannabes within the business. It is this kind of attitude and behavior exhibited by these top producers that represents one of the most fulfilling experiences when I have the privilege of coaching them.
Living and working in life fully is not about protecting one’s turf or ego. Triumph is a process of taking many steps, some of which we stumble upon along the way. And the real pros know that when they do stumble asking for help and feedback is not a sign of weakness, it’s a way of getting better.
Listen Carefully, The Key to Success Is…
Saturday, February 5th, 2011
So what fills your days, these days? This may seem like a very simple question, but a true and comprehensive answer is anything but (at least for most people).
If you are in the real estate sales business it’s a safe bet that the minutiae of running and doing that business fills your work day (and for many, evenings too). After hours there is eating, reading, watching the news, catching up with friends (online and off) and family, exercising, being entertained and a million other things that people can do to occupy their time.
“So…” you might say, “big deal, what’s the point?”. The point is your time awake is really not as full as it might first seem. Think hard and objectively about all the things you “do” during the day and subtract the times that you were distracted in some manner from “being” in the moment with whatever it is you were doing. What’s leftover is the fullness of your day. And for some, we are talking minutes, not hours.
This is not an easy thing to either be aware of or admit to ourselves because modern society is literally engineered to keep us from living fully focused and in the moment. Distraction of all kinds, freely provided and eagerly accepted, is our 21st century Soma that keeps us from fully waking up and realizing our unique potential…
The sound shivers through the walls, through the table, through the window frame, and into my finger. These distraction-oholics. These focus-ophobics. Old George Orwell got it backward. Big Brother isn’t watching. He’s singing and dancing. He’s pulling rabbits out of a hat. Big Brother’s holding your attention every moment you’re awake. He’s making sure you’re always distracted. He’s making sure you’re fully absorbed… and this being fed, it’s worse than being watched. With the world always filling you, no one has to worry about what’s in your mind. With everyone’s imagination atrophied, no one will ever be a threat to the world.
Chuck Palahniuk
The key to lasting success is the ability to focus undistracted for more than a nanosecond. The key to fulfillment is to be comfortable with, or better yet embrace, each moment exactly as it is. Simple, yes; easy, not so much. The first step begins with being aware of and accepting the fact we are more comfortable with distraction than its absence. Then it is just a matter of carving little slices of each day where distraction has no hold on us whatsoever. By the way, one of the strongest antidotes to distraction is passion. Find yours and discover what it means to be truly awake…
You Need Vision to See Where You Are Going…
Monday, January 31st, 2011
How strong of a “vision” do you have for your business? When asked, most people will say something like “I see myself making lots of money, having a nice home and my kids going to the best schools.” Here’s a news flash for you, that is the result of the vision, not the vision itself.
A true vision is very unique to the person who holds it, and in many (but not all) cases, it is not about them. And the intensity of the vision, how much fire is behind it, will determine how well you handle the inevitable setbacks that come along the way. Boulders (which are often opportunity in disguise) in the road to achieving your vision.
One of my students has a very intense and specific vision for a very unique kind of real estate Website. He had been planning for months prior to speaking to the designer (as he should). So you can imagine his surprise, and frankly tremendous disappointment, when the first design came it was nothing like he had in mind. Was he upset, you bet. Did he let it defeat him, no way. In fact, because he is so on fire about his vision, he was able to rally several very talented people around him and in short order hopefully fixed the design issue.
And that’s one of the big secrets of having a powerful vision, you attract others to help you realize it. Look at any big achievement throughout history and you will find example after example of one persons vision lighting its fire in the hearts of many others…
Most people are not really free. They are confined by the niche in the world that they carve out for themselves. They limit themselves to fewer possibilities by the narrowness of their vision.
V. S. Naipaul
Greatness is not so much a result of capability as it is the strength and heat of your vision. Even those blessed with an abundance of capability will see little in life if it is not driven by something bigger than themselves. And individuals with very modest talents can and do achieve awe-inspiring feats when their vision is bright enough to attract others to help them see it through.
Why Being Generous Doesn’t Cost Anything
Monday, December 13th, 2010
Tis the season to be jolly and giving. Every year at this time people rush around like wild herds of buffalo storming store after store looking for the best deal for their “gifts”. Sometimes to the point that people literally get trampled when the doors open on Black Friday (it is suddenly so clear why they call it that!)
What’s the point? Do we all really need dedicated seasons to remember to be thankful, generous, loving, etc. This particular holiday period is apparently all about gift giving, being generous. Yet how generous are we when all we do is open our wallet but close our hearts. When we give because it’s the thing to do rather than always doing more than what is expected.
Generosity isn’t so much about the giving of things. Its true nature is in the giving of ourselves, our heart, our smile, our full attention. When we are generous in this way the world around us changes for the better…
To laugh often and much; to win the respect of intelligent people and the affection of children…to leave the world a better place…to know even one life has breathed easier because you have lived. This is to have succeeded.
Ralph Waldo Emerson
Generosity doesn’t always have to be about giving to others, it can and in fact must start with being truly generous with ourselves. The most precious gift you can give this season is the gift of an open heart and genuine smile. Whether to family, friends, colleagues or the person in the mirror let this season be the start of your generosity that knows no season.
How to Drown Your Competition
Saturday, August 21st, 2010
How much can you talk about your real estate specialty? Assuming you have a specialty, do you run out of things to say or contribute after just a few minutes, or can you go on for hours?
How you answer this question is a measure of your professional depth and commitment. Given that Kevin Tomlinson doesn’t even have to look at the Miami MLS to tell you which South Beach condos are for sale, under what terms and what unique features each offers speaks volumes about his depth. One that his competitors can’t hope to match because they are far too busy trying to be everything to everyone.
The same with Linda Jefferson of GoArmyHomes.com who can give you every nuance of working with relocating army families. Like it or not, real estate sales is no longer just about sales. It is also very much a function of how well you serve and stand out from your competition as evidenced by your passion and depth of knowledge. It doesn’t matter if your experience spans hundreds of square miles if it’s only one-inch deep.
This reminds me of something my Dad said something to me when I was in my teens that I’ll never forget…
There are those with years of experience and those with experience in their years.
Max O. Russer (Mr. Internet’s Dad)
Guess which one prospects will be attracted to and to whom clients will refer others. If you call yourself a professional it is incumbent upon you to maintain and grow the depth of specialized experience and knowledge implied by that moniker. Anything less is just posing.
How to Make Continual Change Work For You
Monday, May 17th, 2010
Does the expression “Drowning in a sea of change” ring true for you? It’s a great metaphor for today’s human condition. Be it technological, financial, sociological, political etc. At first glance it appears to be an increasingly boiling, angry mess of an ocean that promises to swallow all those foolhardy enough to be caught in it (as if we had a choice :0)
Yet if you take a step back, you will notice that no matter how fast or big the changes, there are patterns, one very much like waves. Now if you flail in those waves you will eventually become exhausted and overcome. That’s one way to deal with change and not very effective.
Another way is to learn to “surf” these waves, which takes practice. One of the first things you learn in surfing is how to read the waves. Take off to late and you will miss the wave, too soon and it will chew you up and spit you out. However once you learn how to catch and ride these waves of change, you harness their power to your pleasure and benefit…
Life is change. Growth is optional. Choose wisely.
Anonymous
It used to be said that the only constant was change. That’s not really true anymore because the very nature of change is, well… changing. It’s accelerating and we are all seeing rouge waves of change more frequently (seemingly instant massive swells that come out of nowhere -i.e. the financial meltdown).
We will never escape this sea of change. It will never be easy but those that learn to embrace it will come out on top, and frankly have a lot more fun. Our very survival, both figuratively and literally requires that we stop fighting it and learn to surf with it. And when you do, your life becomes one very exhilarating ride.
How to Turn Dread Into Adventure…
Saturday, March 27th, 2010
When you wake up in the morning do you dread what is coming your way for the day, or are you excited about the adventure that awaits? This is an important question because it determines your quality of life experience and the results you see for your efforts.
Let me share something personal about myself. I am what could best be described as a “pragmatic optimist”. This means I’m very optimistic about possibilities, yet have enough life experience to know that “stuff” happens which can get in the way of my goals and dreams.
And, like many people I have to sometimes fight the urge to feel dread about all that “stuff”. Now if you think about it, dread is just fear about not being able to handle what’s coming. Yet in my entire life (as I suspect with yours as well) there was never a time, not even once, where I couldn’t handle what life dished out…
There is no need to fear what might happen. Because whatever happens, you’ll be able to successfully deal with it.
Ralph Marston
We can thank our survival instinct for our tendency towards dread, yet we have a choice. We can choose to be in a state of constant “high-alert” readiness (very exhausting), or we can welcome the whatever may or may not come our way as just another part of the grand adventure. I’ll leave it to you to decide which is a lot more fun, invigorating, profitable and full of possibilities…
Speaking of turning dread into adventure, don’t forget to register for a very special free LIVE video keynote by Dr. Terry Paulson who just wrote “The Optimism Advantage”. He is a world-class speaker (and past President of the National Speakers Association). Just CLICK HERE to register for this extraordinary live session on April 7th from 3:00pm – 4:00pm EDT. I guarantee your possibilities will grow exponentially by the time he finishes :0)
How to Turn F.U.D. Into Carpe Diem
Saturday, March 6th, 2010
If you were to make a list of all the problems affecting your life and business chances are that list would be long. Yet, given the state of world affairs, it would pale beside the ones we are all likely to face in the near future.
The stark reality is that most of what happens to us, or is likely to happen to us is out of our direct control. Sure, there are things we all can do to mitigate the negative outcomes, but they won’t eliminate all or even most of them.
As a result, most people live in a state of FUD (Fear, Uncertainty and Doubt). They are either debilitated to the point of being paralyzed by it, or they engage in furious action thinking somehow they can thwart what they fear most. While taking action is almost always better than doing nothing, there is still something missing here. And that is, how we internalize and react to those things of which we have no control…
It’s not what happens to us that matters, it’s how we react to it.
W. Mitchell
The only thing we have control over really is how we react to something. We have been given a gift that no other living being has, and that is the ability to choose. We can choose how to react to outside circumstances in a way that empowers us rather than enslaves us, which effectively gives us a way to “bend” our own reality…
Is there something outside of you that’s troubling you? The distress you’re feeling is not from the thing itself. The distress you experience is from what you think of it and the way you feel about it. You can change that in an instant.
You can change what you fear into what you eagerly anticipate. You can change a burdensome problem into a magnificent opportunity.
Ralph Marston
So think about this the next time you see something as insurmountable or feel a sense of dread. It just may be the best opportunity to come your way in a long, long time.
