I've been a Soccer Mom for at least a decade. With two boys involved in sports, we've watched countless games and travelled to different areas of Michigan and the country for games.  But, regardless of whether the game was soccer, football or basketball...you always heard someone yell this from the sidelines:  KEEP YOUR EYES ON THE BALL!

Invariably some kid was doing something other than concentrating on the focus of the game.  Consequently, points were lost and the coach or in many cases the parents were reminding the players about what was important: FOCUS.  When Focus was regained and the players once again shifted to a conscious awareness of where the ball and their team mates were at all times, we often Celebrated being the Winning Team.

In many ways, I see this playing out in the real estate community today. Sometimes, I wonder if we forget which game we are actually playing. There were times I saw this in soccer...where players would try to grab the balls with their hand instead of their feet...that's the game of Basketball not soccer.  In real estate practise, this manifests as well.  Sometimes real estate agents are showing people hundreds of homes only to find that they bought with someone else.  The question needs to be asked:  Are you a chauffeur or an agent selling homes? 

It all starts with FOCUS.  Meeting with clients for the first time, it's important to clearly identify their Needs, Wants & Expectations.  I prefer to put this in writing.  It provides incredible clarity.  It's also important for potential clients to understand HOW I intend to facilitate the GOAL we have just established about what they desire in a New Home. 

I've found that taking the time to do this before jumping into the car, keeps our focus and priority in the proper place. Sometimes, even our best effort do not yield the desired result and it becomes clear that the process is floundering.  Then it's time for a TIME OUT, an opportunity to regroup and look at what we need to do to make sure that the Team effort between us and our client creates a WIN WIN!

Copyright 2008 Audu Real Estate  All Rights Reserved

Click on Link to Read Part 2...The Anatomy of a Pass.

Keeping Your Eyes on the Right Ball (Pt 3)...Engaging The Correct Play!