Jennifer - It is easily glossed over as readers furtively race to discover what will become of Jake, but there is a KEY PHRASE in this segment. People will read it once, twice and three times and miss the biggest point that can be made.

Sure, the majority of brokers sit new agents down and have them fill out forms, read scripts, make a list of 100 people they know and sometimes even advise them to join a group like BNI, where once a week they can ask group members the question "who do you know that is looking to buy or sell a home?". Almost every agent gets to go to that dance at least once early in their career.

Selling with Soul has one tiny little difference that makes all the difference when you are beginning your career. Oh, there are many big differences, but there is one tiny way of phrasing, one tiny way of focusing that is different. It is a starting point. Being a starting point, it seems almost trivial to point out. I love running my fingers and I have had my coffee so I shall continue.

Let's pretend that real estate sales could be compared to a journey. You start at point A and begin walking due East to your destination. After walking for a mile you reach your goal. Now lets say someone says, Hey Jennifer turn to your left about 2 inches, that will get you to your goal. Do that and keep walking. The farther you walk, the farther you move from your goal. The difference in direction when you began was only two inches, after walking a mile....you are no where near your goal (Damn it, if I had gone to math class instead of hanging out in the art department all day....I could tell you exactly how far away you would be).

What is the tiny difference that can send folks off on a career path that is two inches off?

"The people who know you"

Anyone can fill a ledger with the people that they know. Your target in the beginning is people who know you. Think about it.

On one hand - "Who do you know ....?"

and on the other "Who knows you . . .?"

It is a subtle difference that will make a huge difference on the way your career begins and the life of your career truly will be impacted by how you begin. The end of your career will be determined by your ability to grow and change as you move through the life of your career. Starting with a solid base will just help you stay closer to the path of least resistance.

Oh, and by the way, if you know of anyone that is looking to read or share comments, my blog is there for the asking. LOLOLOLOL ( I know you get it)

Jennifer - I don't think I have gotten to that point yet. I would remember shouting "Eureaka". I suppose I have always felt it, but it hit me between the eyes as I read the latest episode of "Jake".

I don't want to venture out onto that fragile consultant limb, but, that spin is one of the great hooks of the University!!!!!! (hint - everyone else says "who do you know", successful agents ask "Who - Knows - Me".

I will share more should we chat.