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The Jerry Maguire Approach...

By Monte Pratt

Services for Real Estate Pros with Pratt Collective, LLC

June 25, 2010 05:01 AM

I know it's been a long time since this movie has come out, but I felt like it's time to sit down and write how I've found inspiration in Tom Cruise's character Jerry Maguire. Remember the Mission Statement that got him canned from his firm? Remember the last sentence that summed it all up?

"Fewer Clients - More Personal Attention"

Unfortunately, that Mission Statement was overshadowed by the infamous "show me the money" scene. I believe that this film, when cultivated into a business model can produce much success. So, let's recap...

Jerry eats bad pizza, gets stomach ache and grows a conscience.
Stays up all night writing a way ahead of his time "blog"
Prints copies for the entire firm to see.
Jerry gets canned
Rod Tidwell stays with Jerry because he's gonna 'show him the money'
Jerry and Rod build a deeper relationship.
Rod almost breaks his neck
Jerry and Rod embrace and prevail, together.

At the end of the movie, a prospect notices the relationship between Rod and Jerry and asks his agent, "Why don't we have that". Awkwardly, Jay Mohr's character (Jerry's nemesis) tries to give his client a hug and gets shrugged. Why? You can't fake sincerity. You can't act passionately. You are either are, or you are not. Jerry is, and his passion is infectious.

So, what have I learned?

Don't be all things to all people.
Take risks.
Be passionate about your profession.
Embrace your clients with sincerity and honesty.

Let's hug it out.

Re-Blog

Comments(53)

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Marney Kirk

Cummings & Co. Realtors - Towson, MD

Towson, Maryland Real Estate

...and the rest got deleted -- do it very well and do it from the heart -- people see and understand more than we realize!

Aug 08, 2010 02:42 AM

Michael Ford

Coldwell Banker Heritage Homes - Marion, AR

Matching Families with Homes

What a Great post. Thanks for taking the time to share with us!

Aug 08, 2010 04:17 AM

Patrick Harfst

Realty Executives - Phoenix AZ - Gilbert, AZ

Hi Monte,

Yes, I'm in it... The scene where Tidwell jumps the Dallas defender... Actual footage from the Christmas MNF Game, and Larry Centers is the Cardinal that actually DID hurdle some defenders... I was in the front row at the 20 yard line on the Dallas side of the field... The camera was panning on the ball carrier, so the crowd is blurred.

They did a lot of filming at that game, and during halftime, had Cuba Gooding doing handstands in the south endzone - and not too many people knew the real reason... I sure had no idea -

The movie is great, and for several years, I could pull the analogy for sellers when needed - I was their agent, thru thick or thin, and while the market might give up on them, I would not. Time has faded the use of that analogy, but the message is still there, and still holds true for our profession.

Awesome movie, all around. Arizonans loved the spotlight back when the "Cards were down"...

Aug 08, 2010 04:24 AM

Jon Zolsky, Daytona Beach, FL

Daytona Condo Realty, 386-405-4408 - Daytona Beach, FL

Buy Daytona condos for heavenly good prices

Monte,

i came for a reblog (and I see that there are quite a few reblogs). Very good post. Passion, honesty can't be faked and yes, they can get results.

I am not a beauty queen, have an accent, and my model is to be honest, and say "no" if I wouldl nto have done it being in their shoes.

Aug 08, 2010 04:27 AM

Gina Chirico

Lattimer Realty - Fairfield, NJ

Real Estate Agent - Essex County, New Jersey

Monte,

Thanks for pointing out the important parts of the movie, which I agree was taken over by "show me the money". Until reading this post, I forgot why Jerry got canned and the real meaning of the movie.

Aug 08, 2010 09:34 AM

Larry Story ALC

Total Care Realty - Greensboro, NC

Beneath it all is the Land, Covering all of NC

Monte,

Oh how you have nailed it. Acutally this is all very close to my new firm's mission statement.

Aug 08, 2010 09:44 AM

Sonsie Conroy

I serve buyers and sellers everywhere in San Luis Obispo County - San Luis Obispo, CA

Energetic, Enthusiastic, Knowledgeable Realtor

Everyone else has said it first, but let me add to the list: I loved the movie, loved your blog! That's exactly how I want to do business.

Aug 08, 2010 09:44 AM

Mike McCann Broker - Mach1 Realty

Mike McCann - Broker, Mach1 Realty Broker-Auctioneer Serving Nebraska - Kearney, NE

ALL Types of Property For Sale 308-627-3700

Great post...way too many agents believe in the "show me the money" concept and forget to work the contract all the way through to closing because they are off to the next "show me the money" contract.

Aug 08, 2010 04:17 PM

Monte Pratt

Pratt Collective, LLC - Oklahoma City, OK

I convert brand chaos into order.

Hello everybody! I just got back from a long day at the pool with the family and what a great surprise to see my post getting featured as well as so many pleasant responses!! I would also like to extend my thanks to those who re-blogged my post too.

Carol - Thank you! I'm glad the spirit of my blog was interpreted the way I intended.

William - In a world of e-commerce and instant gratification, people are craving more personal attention. Especially in your industry. Prospects choose to work with the real estate agent - not a brokerage (see my blog re: A sign guy's perspective on real estate agent branding) Relationship building is essential to growing your real estate business because your prospects are trusting you with the most expensive investment in their life. Thanks for your comments!!

Matthew - You are very welcome.

Debbe - No matter how grim things may get, it's how you cope and respond to your options. Having healthy relationships can sustain the worst of times and encourage you to press on. Thanks for your your comments!

Michael - Well said! It's not getting every job/listing - it's getting the right one... the profitable one. I'm always weary of using words like best, fastest, quickest. Who's setting the standard anyway? Best, fastest, quickest compared to who/what?? Who says so? The one selling themselves, that's who. I agree with you - "Better" is better. "Better" implies that you have knowledge of your industry/service/product and your competitors. Thank you for reminding of that!

Donna - Exactly. If you don't love what you do, it will show through too. Thank you for your thoughts and comments!

Judy - Definitely. There is another theme in the movie that moved me just as much. It was the deep, deep, deep love of Rod Tidwell and his wife Marcy. The love and respect they have for each other made me really want that in a marriage. And, Jerry saw that too, was inspired by their love and commitment to the point where he made it a priority to have that with his wife. Even though he shoplifted the pootie. Sorry about that last comment - was that inappropriate? Go get that movie and watch it today!!!

Marney - Thank you! I love what I do. That's why I do it. Keep raising the bar of your standards up, up up!

Michael F - You are very welcome!

Patrick - That is so cool! It's great to hear that you don't hold the market responsible for your success or failures - it's what you do and how you respond to the market that will make you successful or not. Thank you for sharing your experience with the movie and how it also has inspired you!

Jon - I love re-blogging! Thank you for your post! An honest work model is what we should all adapt.

Linda - You are too sweet! I look forward to working with you!

Gina - The real meaning of the movie is passion. Passion for life, relationships and work. Work to live. Don't live to work. Thank you for your thoughts and comments!

Larry - That mission statement is applicable in so many situations, don't you think? Thank you very much for your comments!

Sonsie - Do it! Success is a decision... actually, i think that is the title of a book. But really, it is. Decide what you want to do, commit to it and it will become a reality.

Aug 08, 2010 05:01 PM

Roseanne Campagna

John L. Scott RE Maple Valley, WA - Maple Valley, WA

Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA

I really enjoyed this post! The analogy was perfect. Much can be forgiven when intentions are sincere in favor of the client.

Aug 08, 2010 05:06 PM

Monte Pratt

Pratt Collective, LLC - Oklahoma City, OK

I convert brand chaos into order.

Mike - I couldn't agree more. Sure, you need to make a profit in your career. No one can survive without one. But I believe in something a little more than buying something for a buck and selling it for two. I want to give something to the real estate industry that is new and innovative that can help agents build their own business. By doing this, trust is built. Word of mouth can spread much further than you would think. And, in my opinion, that is the best form of advertising. Thanks for your thoughts and comments!!

Roseanne - So true. We are all human and will undoubtably make mistakes. All the more reason to build trust with your clients so when that unfortunate time comes when we fall short, it won't result in losing them entirely. Thank you for your comments!!

Aug 08, 2010 05:31 PM

Mark Montross

Catamount Realty Group - Burlington, VT

Listing and Buyer Specialist

I am still thinking about this post and had to come back to it and re-read it again along with all of the comments. This is one of the best blog postings I have ever read!

Sep 18, 2010 02:20 AM

Mona Stanfield

Dallas, TX - Dallas, TX

Elle Realty

I think that less clients and more personal attention is great! This way you really find what the client is looking for. Maybe this "dry spell" in real estate is humbleing for us all.

Sep 18, 2010 03:33 AM

Mona Stanfield

Dallas, TX - Dallas, TX

Elle Realty

I think that less clients and more personal attention is great! This way you really find what the client is looking for. Maybe this "dry spell" in real estate is humbleing for us all.

Sep 18, 2010 03:33 AM

Rebecca Diamond

Berkshire Hathaway Fox & Roach Bryn Mawr - Bryn Mawr, PA

Main Line Homes for Sale

Simple concept, elegantly presented, thank you. You can think positive thoughts all day long but unless you believe them with passion, they won't help very much. Passion and sincerity are everything.

Sep 18, 2010 03:38 AM

Gary & Melynda Wolter, Since 2001, 480-269-1164

ProSmart Realty - Mesa, AZ

Reliable, Premier Personal Service since 2001

Wow, this is our concept from the early years of starting our career. Loved to see is said so perfectly through the eyes of Macguire!

Sep 18, 2010 04:10 AM

Carol Hamilton

Prudential Ambassador - Omaha, NE

Prudential, Real Estate, Omaha, NE

I happened to just watch this movie again recently. One of my favorites! Most everybody works because, in a way, they are looking for the "show me the money" concept too. But it is refreshing and inspiring to see building relationships and passion shown in business. The more you do of this, the more income will naturally follow you anyway.

Sep 18, 2010 04:33 AM

Elizabeth Cooper-Golden

Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL

Huntsville AL MLS

I'll hug it out with you anytime, Mr. "Best sign maker in the world". ((giggle))

Sep 18, 2010 04:34 AM

Jane Becker

Keller Williams Home Team AdvantEdge - Worcester, MA

CRS,ASP,ABR,CBR,CDPE,LMC,E-PRO,GRI

Oh you had me at Jerry McGuire....

Nice blog by the way.

Sep 18, 2010 09:38 AM