Listen To Dr. Phil, or "How's It Workin', Pal?"

I don’t watch a lot of television…usually just mysteries and other British programs on PBS, that wonderful new series now showing on the Discovery Chanel, soccer matches and (I confess) CSI.  When I’m on the road doing seminars, however, I confess to being guilty of “channel surfing.”  Recently, I saw “Dr. Phil” for the first time….and learned a valuable business lesson! 

His guests were a couple that was having trouble with their teenage daughter: sex, drugs and rock ‘n roll…the usual.  The father was committed to an approach characterized by sterness & lecture.  Dr. Phil was summing up with the father: great eye contact, leaning towards him, very empathetic.  He said something like this: 

“Let me get this straight.  You’ve grounded her.  You’ve taken away her driving privileges.  You’ve taken away her computer and tv.  You’ve lectured her until you are blue in the face.” 

He listed more actions the father had taken, and after he mentioned each one, the father acknowledged that this particular action had been taken. 

Dr. Phil, after finishing his litany, leaned farther toward the father and said, softly: “How’s it workin’, Pal?”  In other words, what the father was doing was not working and it was time to try a different approach. 

I sat up straight, hit right between the eyes with an extremely valuable lesson: how are the things I am doing for my business working?

Let me ask you the same question: “How’s it workin’, Pal?”  If you are not as successful as you would like to be, it is because the methods you are employing are not working.  Here are some reasons "your way” might not be working for you:

• You are not going to local educational offerings (“No time…I’m busy!”)
• You are not going to out-of-town educational offerings (Same excuse)
• You have not taken the nationwide two-day CRS courses, the best “how to” offerings in real estate (Same excuse)
• You do not network with top agents in my area (They’re my competitors…I can’t share with them!”)
• You do not use technology that would save you time and make you money, i.e. a real estate specific database, virtual tours, a personal Web site, PDA, RealProSystems automatic follow-up system, eMailaCard, a personal blog, a podcast, a Virtual Assistant, etc.)  (“They’re too expensive and take too much of my time to learn!”)
• A big one: you work with every “buyer” that comes along, not having learned the difference between a suspect, a prospect and a real buyer (“I need the money…I can’t afford to pass one up!”)
• You waste days sitting on open houses that don't attract visitors because they can't be found, even with today’s GPS coordinates! (“Someone might come buy!”)
• You take floor time in an office that does not get many floor calls (“My broker says I have to take it!”)

The list could go on.  What is important is that you ask yourself the question: “How’s it workin', Pal?”  If the answer is “Not good,” it is time to try something different. 

Dr. Phil’s guest had obviously tried “his way” when it came to his daughter.  It wasn’t working.  The only chance he had was to try different methods (Perhaps listening to her instead of yelling at her?  Maybe parking his ego at the door and becoming more concerned about her?). 

Likewise, the only chance the struggling agent has is to do things differently than he/she has been doing!  Remember:  "Insanity" can be defined as doing the same things over and over and expecting different results!

Start doing things differently.  Then, when asked, “How’s it workin', Pal,” you’ll be able to answer, “Just fine, Pal!” 

It’s a beautiful 70 degree here on the lake in Reston…hope it’s a beautiful day wherever you are, too!