They Don't Buy What You Do, They Buy Why You Do It

This post was born of a comment an agent friend made to me this week about "here we go again, "everyone and their mother" is getting their real estate agent license again, just like 2002." We saw a similar "Gold Rush" mentality back in the early 2000's, and so it seems the "rush" is back the last 2 years.

They Don't Buy What You Do, They Buy Why You Do It

What is your real estate agent story? Why are you a sales agent, a Realtor or a Broker?

What is your one thing? That passion that drives you to do what you do, how you do it?

What is your real estate why?

I got into real estate because it is the family business and my son being born made me think of the future. While I do enjoy houses and serving people, I really get a thrill out of negotiating a deal or solving problems that get people from where they are to where they really want to be.

From 1988-1997, I was a successful Mobile & Night Club DJ by night and running a very successful house painting company by day as well as helping my grandfather with maintenance & leases for our families properties we rented out, I knew both careers and the property management required me to be physically able to offload heavy equipment, climb ladders, be up late, be out in the weather; essentially subject my body to a lot of discomfort. And I wanted to invest my time, energy, gifts and talents into something very long term, now that I'm a Dad and a husband; family comes first.

What part of being a DJ, a handyman, a house painter or a property manager could I work into my 50's, 60's & 70's?  The answer was the "white collar" aspects of each: people service, paperwork, problem solving and negotiating among others were what I realized I did enjoy if you stripped away the creativity of the actual painting, playing music or making repairs and capital improvements to properties. (My grandpa worked in our property management business by choice until he was 80; it's just in our blood to stay active and keep our minds busy, which is why I choose to work my passions).

BUT, none of that was "sexy" until my mom made me connect the dots  when started to make a financial killing in the rising Bay Area real estate market. But it wasn't just the money, it was how she was actually closing deals; she was building a very loyal network of relationships!

She'd go to coffee, lunch or dinner with many of her clients. I saw her once on a Sunday morning replanting fresh flowers along a walkway of one of her clients homes so her afternoon Sunday Open House would have "curb appeal" and make a great first impression. She threw parties at our home that suddenly had "strangers" to me, friends to her popping by; her clients.

I was very fortunate to have my mom set that example early in my life, it taught me to treat my tenants like clients and my clients like friends. They may not all respond in kind, but I'm going to remain a First Class experience, despite a few coach passengers sneaking in. Or better said, I'll treat every seat on my plane, like they are all first class.

I also know this why I saw so much in Buffini & Company when I met Brian Buffini back in South San Francisco, October 1999. His working by referral to live the good life methodology reminds me of how my mom did things. Relationships, appreciation parties, popping by with a gift, thank you notes and just being generally polite and happy so you attract the right client referrals most of the time. Brian and I were both raised with Irish/Italian social values, so maybe that's the real familiarity?

I worked the San Mateo, Santa Clara, Alameda & San Francisco Counties Real Estate Market from an unlicensed assistant in 1997-1999, then was licensed in April 1999. I moved to San Diego in November 2003 and have worked this market ever since. In the early days I worked both San Mateo & San Diego markets until I got established here in beautiful University Towne Centre-La Jolla by about 2007.

Anyone that worked through and survived the Great Depreciation of 2006-2011 knows this business is more than "I love people" or "I love houses". But, I do truly enjoy my chosen career. I love educating my clients on the process, helping with negotiating & problem solving; guiding my clients to a great home. I'm never too busy to be a resource for you,my associates in the industry; I enjoy sharing my training to lift up others. And, I would love to take care of your San Diego-bound referrals.

I'd also enjoy knowing how you got into the industry; so why not post on it and put your link in your response below? (or if it's a short story, post it now in my comment section)!

I'm your Winter Patriot, I'll be here for you long after the Summer Soldiers have moved on to the next perceived "gold rush". This is my career and it's a good life.

They Don't Buy What You Do, They Buy Why You Do It