I remember reading a book on classic rock bands where the writer stated that ZZ Top had found their "thang" on their classic "Tejas" album back in the 1970's...their "thang" being a mix of boogie and the blues that they could completely embrace as their own; a style which ultimately defined them and keeps them charged up about making music to this day.
Oh, I know...they also make a whole lot of money. Yes, they do. But the same three guys have been making music together for 40 years...if it was only about money, they've had plenty of opportunities to call it a day if they wanted to. 40 years is a long time for any career.
What's your thang?
The term "money motivated" has always bothered me because there's no mention of people. There's no mention of service. There's no mention of serving your people/clients. I've heard various speakers wax philosophic about the term and the meaning of it, but the fact remains that it's only two words. And it's very clear what the motivator is.
When the motivator is purely money, over time the emphasis becomes focused on the money and not so much on how the money is earned. Corners are cut. Salesmen oversell. Calls aren't returned. Homeowners aren't contacted soon enough after a showing or open house. Numbers (i.e. the individual's business performance) then go into a decline because, ironically, the people are being treated like numbers.
What's your thang?
The current state of real estate has positioned agents at a crossroads where many experienced agents are having to go "grass roots" with their marketing and start shaking hands again. On the consumer side, more and more consumers (over 80% last I read) are going to the internet, and the reason they're going to the internet is simple.
To them, we all look the same. We all speak the same. We all have the same sales pitches. We all use the same "tactics." They've pushed us back to a distance because they can't tell the good realtors from the bad nor the honest realtors from the dishonest. Ultimately, it's the agent who reaches out with more than just words who earns their business and long-term referrals. That's where your thang enters the picture.
What makes you happy? An Italian girl once told me "In America, people live to work. In Italy, people work to live." Your thang is what keeps you passionate about getting up and facing every day...it's what defines living for you. I love my children, I love music and I love people...and I love over-analyzing things, so now I help people by over-analyzing things using rock music references...and my children can be proud of what Daddy does. What do you do outside of real estate? What are your interests? What are your hobbies? What can you share with your prospects to humanize yourself to them?
What's your thang?
It's what you share - your thang - that will show your clients and prospects that you, too, are a human being and not a machine. It's your thang that will differentiate you and, ultimately, define you. It's your thang that cannot be systematized...and it's your thang that generally has nothing to do with the work you do, but ultimately has the most profound effect in the freshness of your attitude.
On my Facebook page under my profile picture I wrote "God, my children, family, friends and music...what else is there?" No mention of work in that statement, though I'm passionate about my marqeting work. Anyone who's worked with me can attest to that:) That's my thang, though. That's what motivates me to do the work I do because that's what I want my life to be.
The individual who is only motivated by money is less inclined to put forth the extra effort to build strong client relationships...and when they do, they're more inclined to cut corners...especially with time. There's no doubt that we all like learning ways to do our work more efficiently, but when it comes to dealing with people time is the most important factor.
Make the most of your time. Not just in your work...make time for your thang.
For more helpful thangs, visit me anytime at www.marqeteer.com.
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