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What’s your ‘WHY’???

By
Real Estate Agent with The Elizabeth Nieves Realty Group 209227

I originally wrote this post over a year ago…but I believe it is even more applicable to the lives of real estate professionals today than ever before. As you begin to prepare your business plan for 2009…perhaps you should stop for a moment and consider your ‘WHY’.

 

 

WHO...WHAT...WHEN...WHERE...HOW??? Remember learning that in school? Our teachers taught us that every story needs to answer these five questions. But...wait...where's the 'WHY'??? I mean...isn't that what we really want to know?

 

By nature...by divine design...we humans are curious creatures. Unless we know the 'why', we care little about the 'who', 'what', 'when', 'where' or 'how'.

 

 

For example...

When my first daughter was born, I imagined a delicate, little princess who would grow up believing that I had ALL of the answers...ACCEPTING everything I told her without question. (This is the point in the story when my husband chuckles and says, 'Yeah right...she's YOUR daughter!') BOY...was I in La La land!!!

 

One of her first words was 'diet coke' (thanks to our good friends, Bill and Kathi)...followed very quickly by 'WHY'. I always told myself that when my children asked me 'WHY', I would never tell them...'Because I said so!'. Yet, at times, I didn't have an answer. Not wantiing to be THAT mom who could not give my children answers...I realized that I better find out the 'WHY' so that I would be prepared when they asked.

 

I EVEN made a deal with my children that...IF they did not agree with me, they could discuss (debate) any/all of their objections with me...AS LONG AS they had a well thought out argument and presented it with respect. (This little plan bit me in the behind when they were teenagers! I had trained them so well in the art of argument that I rarely won.)

 

ALL of the 'stuff' I learned from being (SUPER)mom...I've applied to my real estate career. (Further proof that everything we experience in life makes us better and stronger and prepares us for the next step of our journey.)

 

When I was newly licensed, I asked myself "Why would ANYONE want to work with me when there are so many experienced agents 'out there'?" By anticipating their questions, I was able to prepare myself for the answer(s) I would give them. I even made a list of ALL the reasons that they should choose me. Then, I decided that I would answer their questions even before they asked.

 

Of course, by 'putting it out there' upfront, it forced me to live up to the expectations I had created. I couldn't tell them that I was the best because I did X,Y and Z IF I did not do X,Y and Z! The most amazing thing is that...because I 'put it out there'...no one ever asked.

 

Today...in this post...I'm not going to discuss my 'WHY'...my X,Y and Z. It's not important. WHY? It's not important because my 'WHY' is my 'WHY'. You don't need my 'WHY'...you need to find your 'WHY'

 

Ask yourself...

 

What do you bring to the table that is special and unique?

 

What sets you apart from the other 5000 agents in your market?

 

What life experiences have you had that give you an edge...give you the ability to relate to a certain type of client?

 

What makes you tick?

 

Why did you become a real estate agent in the first place?

 

IF you were a customer, why would you choose to work with you?

 

 

IF you have never asked yourself these questions, you may discover things about yourself that you didn't know before. WHAT you discover may prove to be the key to your success.

 

 

What's your WHY???

When you find out...let me (and the rest of the world) know. We'll be anxiously waiting!

 

 

 

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Written and Posted by:

Elizabeth Nieves - Broker, REALTOR®

The Elizabeth Nieves Realty Group @ Keller Williams (A Bilingual Real Estate Team serving Raleigh, Durham, Chapel Hill NC and surrounding areas.)

Search Raleigh, Durham, Chapel Hill and ALL Triangle Homes for Sale

 

Comments (23)

Betina Foreman
WJK Realty - Austin, TX
Realtor, C.N.E., with WJK REALTY

Thanks for the cute story. In this business you absolutely have to know the answers BEFORE they ask you the question. Be prepared for anything!

:)

Nov 08, 2008 12:54 AM
Judy Tuscano
Prudential Verani Realty - Nottingham, NH
NH Real Estate Professional

Elizabeth - thanks for making me go back and take a look at why i am here and what i have to offer that will set me apart from the rest of the crowd.

Nov 08, 2008 01:01 AM
Ann Allen Hoover
RE/MAX Advantage South - Hoover, AL
CDPE SRES ASP e-PRO Realtor - Homes for Sale - AL

Hi Elizabeth!  It's definitely a lot more fun when you know what you are doing.  I remember when I was new.  I had no clue how I would ever get any business.....I'm glad I made it through those times.

Nov 08, 2008 01:04 AM
Paula Reno
Astro Realty (Buyer Agency) - Cedar Lake, IN
Broker, Owner - Cedar Lake Indiana Realtor, Astro

Well I like this one. I may have to print it out to keep it in mind every day. Great Post. I will be writing down the answer on this one..

Nov 08, 2008 01:20 AM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Elizabeth, understanding the WHY in everything we do allows us to come to a point of serenity and knowing we are on the right track. You described this so well in this piece.

Nov 08, 2008 01:41 AM
Kelly Willey
Long and Foster BEL AIR MARYLAND - Bel Air, MD
Short Sale Agent - Harford County Maryland Real Estate

Hi Elizabeth: Great post as usual. I love that your daughters first words were diet coke, too funny. finding our Why in life is very important. For me it is serving others with the love of Christ. I know I often fail but I continue to be refined. Blessings...Kelly

Nov 08, 2008 02:31 AM
Sandy Fenton
Keller Williams NY Realty * Licensed Associate Broker - Mount Kisco, NY
ABR, ASP, CDPE, GRI -Westchester NY - Condos to Luxury Homes

Elizabeth - I needed this post today!  I am so happy you decided to repost it.  I am so thankful that I found AR, that I finally decided to become an active member of the community and that I have found so many wonderful people who share selflessly thereby enriching so many people's lives.

Thank you. 

Nov 08, 2008 04:22 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Elizabeth - the WHY question is an excellent one, and we have to continually keep this in mind. The market is changing, and what buyers and sellers need is changing too. Our value proposition IS our why, but we need to understand what it is AND make it obvious, and articulate it, to prospects so they can decide for themselves.

Jeff

Nov 08, 2008 04:51 AM
Mandi Perkins
Pioneer Title Agency - Pinetop Lakeside, AZ

I will be making a list!! By the way my mom was the same way......at times she regretted it too! I almost choose a career as a litigation attorney because I never lost an argument. LOL thanks for taking me back to my childhood for a moment! :)

Nov 08, 2008 05:27 AM
Sandy Noll
(RSVP Real Estate) 425.890.0878 - Gig Harbor, WA
RE Pro Serving Snohomish to Thurston Counties

Hey Elizabeth.  We talked about our "Why" at our last team meeting.  Very good food for thought!  Thanks for reminding us.  GB ~S

Nov 08, 2008 05:36 AM
Bill Gassett
RE/MAX Executive Realty - Hopkinton, MA
Metrowest Massachusetts Real Estate

Elizabeth I have a long list of why floating around in my head. I am just hoping that there are a few others that think the same - LOL

Nov 08, 2008 06:00 AM
Steve Shatsky
Dallas, TX

Hi Elizabeth... any agent should have a value proposition that they present to prospective clients and if that value proposition does not include an explanation of why your "why" needs to be their "why" then it's not going to be an effective one!

Nov 08, 2008 07:31 AM
Lisa Heindel
Crescent City Living LLC - New Orleans, LA
New Orleans Real Estate Broker

Excellent post, Elizabeth!  I would add that not only should we know the answer to the "why" someone would work with us, but we should be able to articulate it without putting down any of our peers at the same time.

Nov 08, 2008 10:29 AM
Jane Page Thompson
Aiken Properties - Aiken, SC

You could give David Knox a run for his money!  your posts are so helpful and inspiring!

Nov 08, 2008 01:22 PM
Carol Smith
Casmi Photography - Mebane, NC

My WHY?  Hmmmm ... because I care.  Because it's important to me to be the best I can be.  Because I can help.

Guess that's three why's

Nov 08, 2008 02:04 PM
Jamie Dumaine-Russell
RE/MAX Alliance - Branford, CT

Elizabeth - Your post brought a big smile to my face remembering when my two boys were little and never failed to question the "why" about everything.  While we need to know the why's of not only our business but in every aspect of our lives, I think it's just as important to find the true why's of our clients before we can truly serve their needs and goals. GBU!

Nov 08, 2008 02:14 PM
John Novak
Keller Williams Realty The Marketplace - Las Vegas, NV
Henderson, Las Vegas and Summerlin Real Estate

My 'Why' has always been a challenge because I'm pretty comfortable where I am right now. But then my team leader asked a question that changed my focus - "Think about what you could do for others if you increased your income." That's given me a whole new perspective in planning for 2009.

Nov 08, 2008 02:24 PM
Chastity Guevara
Camelot's Quest Realty - Casa Grande, AZ

Beth- I just fell into real estate.  Now I am in the middle of making some very life and career changing decisions.  In the next several months I am not sure how much time I can spend here, but I hope you know how much your friendship means to me.  GBU!

Nov 09, 2008 01:20 AM
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

I am preparing my 2009 Business Plan. I will bookmark this to come back to it. Thanks for posting the thought-provoking questions. I am sure it will be helpful to include and ponder. Thanks again my sweet friend.

Nov 10, 2008 03:47 AM
Alexander Harb
Knights Investing - Mesquite, TX
Dallas, Texas Real Estate Investing

I have ANOTHER "what is your why?" post that is quite old, but it is the flip side of this issue, sis....

"WHY are you in this business?"

I think BOTH reasons are needed to balance out life......

GREAT post, Elizabeth... as usual.....

hehehehe

=-D

 

Nov 12, 2008 02:21 AM