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value: Distinguished Panels Stink! And Maybe You Too! - 12/23/11 11:51 AM
Ever go to a real estate convention or association luncheon where they have a session or luncheon with a "panel of experts?"
Along with the "distinguished" panelists will be a moderator that asks timely questions. The panelists are clearly important and knowledgeable people. You may have been one of these panelist. The questions are usually about a specific topic, often related to a specific industry, market or region of the country.
What a waste. The problem is not really the main topic or theme. These are usually timely and important. I’ve seen recent panels about the local economy, new laws, the … (3 comments)
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value: Makeup's Not Going to Cover That - 09/17/11 08:56 PM
Recently I had a scheduled meeting with a new potential business partner early in the morning, before normal business hours. I arrived at his office about five minutes early and waited. And waited. And waited.
Finally I sent a text to see if he was okay. He called right back and said that traffic was awful and he was almost there. When he arrived, he complained further about all the traffic problems.
What he didn’t realize is that my smartphone shows local traffic. It is very accurate and timely. I had looked at it right before texting him and no traffic … (32 comments)
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value: "Drawing the Joker" - 09/08/11 11:23 AM
What is luck?What makes something good luck or bad luck? Is it important and can you count on it?
Perhaps even more importantly, how much do you rely on luck instead of preparation?
In this economy, many "so-called" real estate and mortgage professionals were exposed as unprepared. Yet many of these never admitted their role in their downfall. They just blamed it just on bad luck, as if they had no faults.
During a discussion of the 2010 oil spill in the Gulf of Mexico, I heard the comment that “BP just drew the joker.” The gentleman went on to discuss that he … (1 comments)
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value: My Earthquake is better than your Mortgage Crisis - 08/24/11 02:48 PM
“Earthquake!”
Thus reads headlines, radio report, twitter feeds and FaceBook. For a while. This replaces the prior headlines of debt crisis disagreements, mortage disasters, floods, heat waves, and tornadoes. In a few days, there will be a new headline about something else.
Is one of these a better story than the rest? That totally depends on how it affects you. For most of us that are not directly affected, it is not a matter of “better” but simply “latest.”
When something does not directly impact us then, for all practical purposes, it is more of a reality television show than … (0 comments)
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value: Do You Spill Your Secrets? - 08/21/11 06:25 PM
Recently I was on a conference call with the president of a business I advise and the business's attorney. The call was really just to confirm that an issue with an employee was handled correctly. The attorney was a specialist in employment law. That is why he was called.
During the course of the discussion, a question was asked that seemed rather routine. The attorney said, “I’m not sure, let me Google that right quick.”
While I appreciate the candor, the client got a funny look on her face. She (and I) had already done extensive research on the topic before … (2 comments)
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value: Are your Clients an UNwelcome Interruption? - 06/28/11 10:41 AM
Whether requesting documentation, calling for a showing, visiting a business, dining out, or even reading the comments people make on public blogs, I often wonder, "Are customers just an unwelcome interruption to many businesses (including Realtors and lenders) and their staff?"
Why do I think this? Easy, there are businesses that make it appear this way. For example:
* I see real estate agents that don't return phone calls or emails for their active listings.
* I see title insurance agencies that would rather refuse an order than help resolve a title issue.
* I see cashiers texting and talking on … (2 comments)
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value: Beware of the Message Assassins - 05/25/11 11:41 PM
Beware of the assassins. No, I don't mean a military, spy, or James Bond type of assassin. I mean, those people that seek to kill your idea or messages.
More specifically, when I say "message assassin" I don't even mean the people who confront your ideas and messages with obvious force or even candid, direct discussion. No, the message assassins are the people who will watch, wait and then fire a single shot or two from a distance to kill your messages, ideas, career, deal, listing, or business.
They may poison the discussion with rumors and suggestions to other. Perhaps they will … (1 comments)
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value: Thankfully, Clients can be Difficult - 02/16/11 02:18 PM
"Thankfully, clients can be difficult."
What? Did you immediately think, "Why should I be thankful for that ! ? ! ?"
Well, let's look at this from a distance for a moment. If all clients were as smart, resourceful, educated, logical, connected, and cooperative as you and your company, then why would they need you? And if they did need you, will you still be valuable and, in turn, still compensated the same?
Okay, let's consider that even if the clients are all of the wonderful qualities I mentioned above, they may still need your help with something. Maybe it is a product, technology trends, market trends, processes, … (6 comments)
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value: You are Both Right! - 07/21/10 11:32 AM
One of the greatest challenges of real estate transactions can be arguments that sometimes develop, often over emotional issues that are inserted in to a "business" transaction by one or more parties (buyer, seller, agent, lender, etc.) What a shame and what a waste of time and energy for everyone else.
In our years together, my wife and I have never had a fight. Someone once responded to that, saying, "Don't hold it all in, it's not healthy." I replied that I wasn't holding anything in, we had just never had any problem more important than our relationship and how we each … (4 comments)
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value: Are you staring at the Sun? - 06/01/10 02:41 PM
I was driving recently on a bright, early morning with the Sun low on the horizon. As I struggled and squinted to see oncoming traffic and traffic lights, I thought about the fact that, instinctively, I didn't look directly into the Sun.
Now we all know that staring at the Sun can cause permanent eye damage. It is something we "just know." As a reminder from nature, it even physically hurts to even look near the Sun.
Yet we live our lives with the Sun available to look at if we chose. But we don't look directly at it. Billions of peole on this planet that practice … (5 comments)
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value: Straight-Line Chipmunks - 05/21/10 12:15 PM
Full speed.
A straight line.
Perpendicular to the road.
The shortest path between two points.
This is what I see when a chipmunk or squirrel dashes across a road in traffic. Occasionally one will panic, freeze or turn back. But not often. Usually it is a full-speed dash at an appropriate (hopefully) moment, made with purpose and focus to a clearly targeted destination.
As I saw a chipmunk make this dash across a busy five lane road recently, I thought about how often I see people that never make a focused and determined effort to attain ANY goals. They pace the edge of the highways of life, … (0 comments)
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value: Too Much Love - 05/08/10 11:03 AM
Real Estate is filled with stories of too much love.
We all see people love their houses too much. We see Realtors love their marketing material too much. We see bankslove their bbureaucracy too much. People love their ideas, their offers, their egos and their need-to-be-right too much.
Now, passion is great. Even encouraged. But if we are overly fixated on ourselves and our messages, we are handicapped in how well we listen, learn, adapt and improve. Feedback will bounce off of us (or we will intentionally deflect it to protect the ideas we love). Opportunities will pass by, right in front of our face without us … (8 comments)
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value: Yelling at Toddlers - 05/04/10 09:37 AM
When a toddler is learning to walk, they often fall down. Parents helping the toddler walk usually encourage them, guide them and help steady them as they slowly learn. Falling is an expected part of the process. So expected that I don't think I've ever seen a parent yell at a toddler that fell down while learning to walk.
Yet in other situations, how many times do we see a negative response to a failure. Even a first failure. But isn't that like yelling at a falling toddler? Does anyone expect that behaviour to help the situation or encourage growth and progress?
Maybe it is … (3 comments)
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value: Why is Value? - 04/22/10 03:05 PM
Real Estate continues to be a market filled with people that have wildly different views of value. Just watch home buyers, sellers and their respective agents.
I believe that one of the important aspects of effective communication is understanding yourself, including separating "how you feel" from "what you know."
Here is a good example of this that is not real estate (sometimes a distant view is clearer). Last Fall I attended a college ballgame. I had tickets but it was far from a sell-out game. Since there were so many tickets for sale by individuals outside the stadium I thought it might be … (0 comments)
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value: Playing Out of Tune - 03/28/10 08:09 PM
In college, I played trombone in a jazz band. The director, Lanny McAlister, would admonish us when we played out of tune. But it was not because we were out of tune. It was because we kept playing that way without correcting it.
Brass instruments are tuned by moving the tuning slides in or out to adjust the exact size of the horn to the temperature and the musician.
Lanny would say, "You're playing out of tune and you know it. Even if you can't tell if you're flat or sharp, move the slide. If it gets worse, move it the other direction. But don't keep … (2 comments)
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value: $3,000 Later - 03/23/10 08:29 AM
Lessons come from many places.
For years, there was a German mechanic in my city that specialized in repairing imports. Generally, expensive cars. I never met the gentlemen but I heard interesting stories about him.
One story was particularly interesting to me. I understand that when car owners would waffle on a suggested repair, he would often say something (in his German accent) like, "four hundred dollar now... three thousand ‘lay-tor'."
What a great example of proactive versus reactive. And that there is cost for each.
It is also a great example of very clear, "bottom line" communication of the net result.
It was not some long … (5 comments)
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value: Can You Paint Your "Picture"? - 02/20/10 08:14 AM
Want someone to know the benefits of working with you as an agent, lender or service provider?
"Paint them a picture" of what life would be like with you as a business partner! (Notice I said partner... not client, employee or vendor.)
Now first, you MUST have a great subject (in this case, hopefully, you or your company). A subject that is real, valuable and substantial. It must be genuine so when you share it, it is authentic.
Once your business is of true value, then you can "paint the picture" of that value with words. You can paint it with pictures. Paint it with actions. Find clients that will … (0 comments)
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value: You are in the Hospitality Business! - 02/16/10 05:38 PM
You are in the hospitality business.
What? Me?
Yes, you. In fact, it is true for all of us.
You see, if you interact with clients, attorneys, brokers, vendors, employees, bosses or colleagues you are in the hospitality business. Not just service. Not just customer service. Hospitality.
Unfortunately, most people flunk this role and their business (or career) reflects that.
One of the most critical factors for great hospitality is great communication. Setting clear expectations with others. Genuine expression of appreciation. Timely follow-up. Thoughtful suggestions appropriate to the other person or company. Saying what you mean and doing what you … (3 comments)
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value: People love their ideas more than puppies and kittens! - 08/04/09 04:48 PM
For the most part, puppies and kittens are loved by all. Even the gruff and the unpleasant usually melt a bit if you drop a young puppy or kitten in their lap.
While not as obvious, people love their ideas even more. And like a mother dog or cat, they will defend these ideas from all that threaten them, regardless of how appropriate or inappropriate the threat is (or perceived to be).
It's not always logical and it is not always beneficial. It is instinctive for most people.
So, why does this matter? Two reasons.
First, your ideas may be great... but … (7 comments)
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value: It is NOT who you know... - 01/31/09 11:01 AM
In building your business, it is not about who you know... it is about who knows you!
And by "knows you," I don't mean your name. (I hope your marketing plan is more than just "get my name out there.")
I'm talking about who knows you to the point they understand, and can repeat, your:
Success Integrity Values Effort Focus Now many people say, of course, "I explain all of this to my prospective clients when we first meet and through my brochures and my website."
To these well-intentioned people I ask,
Do you like having every prospective business person you meet take your … (6 comments)
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