A Business Lesson From Nature: Focus On The Task At Hand

Mortgage and Lending with SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) NMLS 223495

Harris' Hawk launching from saguaro: Mike in Tucson, AZ mortgage lender

~ Focus ~

Harris' Hawk launching from Saguaro Cactus


Considering the launch: Mike in Tucson, AZ mortgage lenderGary Keller's  Shift: How Top Real Estate Agents Tackle Tough Times is on the desk of many REALTORS I visit.  (...and they're not all Keller Williams agents!)

Among the 12 strategies in the book (yes, it's on my bookshelf too, and I'm not an agent) is this gem that seems to strike fear in the hearts of newbies and grizzled veterans alike:

  • Find The Motivated: Effective Lead Generation

The chapter starts off with a quote from Jonathan Winters.  "If your ship doesn't come in, swim out to it."

Here in the desert, we don't see much of ships and open water.  That's not a problem, though.  Nature provides me with vivid illustrations of real life situations that will make or break us in our real estate (or real estate related) businesses.

Consider Keller's opening paragraph and see if it fits your situation right now:

"Fewer leads, fewer showings, and increased days-on-the-market—the minute these signs show up, take notice. Don’t ignore them and don’t wait to act. These are the early warning signals of what is most likely coming next—more inventory and fewer pendings. This is the sequence of a shift. Demand slows down and supply builds up. It starts with fewer leads and ends with even less closings."

Lead Generation

More than any other activity in a real-estate-related business, lead generation requires action much more than it requires preparation.  While you're preparing to launch, (like the juvenile Harris' Hawk in the smaller photo,) another agent or loan officer has taken action.

As prey to the raptor, so is a lead to the agent or lender.  Leads are a limited resource.  Don't spend time today preening your feathers in preparation for your flight. 

Call to Action

Now is not the time for "Ready, Set..."  Now is the time for "Go, Go, Go!" 

Launch out, focused on your goal!

EDIT:  A related post about the Harris' Hawk:

Harris Hawk On The Hunt: The View from Tucson's Reddington Pass


I'm Mike in Tucson, your preferred Tucson Arizona Mortgage Lender.

NMLS #223495

SUNSTREET MORTGAGE llc ~ Correspondent Mortgage Bank
Offices (AZ) Mesa, Tucson, Sierra Vista, and Nogales.

(I don't copyright my photos anymore.
I use them mostly for blogging
and creating greeting cards for friends and clients.)

Right click on the image, copy and use it!

Just click on the logo.  This is the "Netflix" of      Greeting Cards.

Comments (19)

Kimberly A Norgard
Devlin McNiff Halstead Real Estate - East Hampton, NY

Good morning, Mike.  Good blog.  I've never heard the phrase about swimming out to the ship...  I'll be using that one.  Have a great day.

Feb 07, 2011 10:07 PM
Mara Hawks
First Realty Auburn - Auburn, AL
Inactive-2012 REALTOR - Homes for Sale Auburn Real Estate, AL

I like your illustration of how to approach leads...great reminders and images for a new day of selling!

Feb 07, 2011 10:07 PM
TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

Nice pictures and message Mike. I will take heed...

Feb 07, 2011 10:07 PM
Judy Klem
Transition Stage LLC - Shelton, CT
Home Staging, Senior Move Management, Fairfield/New Haven counties

Hi Mike - Great inspiration for the day! Thanks for sharing this.

Feb 07, 2011 10:08 PM
Mike Jones
SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) - Tucson, AZ
Mike Jones NMLS 223495


You're welcome!


I knew you'd like these photos!


Go get 'em!


There's a corollary to that quote, and I used to have it hanging in my construction office back when I was a real estate developer: "A ship in a harbor is safe, but that's not what ships are made for."  Thanks for being the first to comment!

Mike in Tucson

Feb 07, 2011 10:10 PM
Don Rogers
Keller Williams Realty Chesterfield - O'Fallon, MO
Realtor, Broker, CDPE, GRI, OnullFallon MO & St Charles County MO homes

Good morning Mike,

Love the photos and they serve the post well.

Feb 07, 2011 10:15 PM
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

Keller's books can be read over and over and find you get more/different ideas every time....have a good week !

Feb 07, 2011 10:56 PM
Charles McDonald®
Charlottesville Solutions - Charlottesville, VA
REALTOR®, Principal Broker®, Owner

Mike, nice post, motivated me first thing this morning!

Your Friend in Charlottesville

Feb 08, 2011 12:22 AM
Mike Jones
SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) - Tucson, AZ
Mike Jones NMLS 223495


Thanks for saying so!

Sally & David,

Just saw you on your blog; thanks for stopping by to comment.

Don, my friend,

It's always good to see you!

Mike in Tucson

Feb 08, 2011 02:18 AM
Cheryl Johnson
Highland Park, CA

Hi Mike,

I've got to say, on the other hand, please DON'T tell any of the "We'll-put-your-site-on-Guurgle" telemarketing people about the "raptor-prey" thing.  :-) 

When I am on the receiving end of those calls, I already feel like I am the poor field mouse!

Feb 08, 2011 02:31 AM
William Johnson
Retired - La Jolla, CA
Retired Real Estate Professional

Good Morning Mike, Your photos are captivating and the message from Gary, just as much so.

Feb 08, 2011 03:05 AM
Cynthia Larsen
Cotati, CA
Independent Broker In Sonoma County, CA

That photo received a "WOW" from me this morning. Great message, a lot of us spend too much time "getting ready" to do something instead of doing it, myself included.

Feb 08, 2011 03:14 AM
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ

GOOD MORNING MIKE!  I have a new goal that I am launching soon - nice to read this motivation today! - G

Feb 08, 2011 03:19 AM
Kim McMahon
Executive Realty Group - Skokie, IL

Mike~ Great Post! I like the analogy and I, too am guilty of "organizing" rather than acting

Feb 08, 2011 05:06 AM
Mike Jones
SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) - Tucson, AZ
Mike Jones NMLS 223495


You and me both!  :)


Good luck with your new goal!


I'm glad it "wow'd" you!


Thanks for saying so!


Not you.  LOL

Mike in Tucson

Feb 08, 2011 09:16 AM
Gary Coles (International Referrals)
Venture Realty International - Las Vegas, NV
Latin America Real Estate

Mike,  Great photos that would be enjoyable even without the message.  I liked the way you quoted Gary Keller and also tied in the raptor angle.

Feb 10, 2011 04:59 AM
Debbie Walsh
Shahar Management - Middletown, NY
Hudson Valley NY Real Estate 845.283-3036

Another great shot!  And as someone who also has this book love the post!

Feb 13, 2011 08:15 AM
Debbie Walsh
Shahar Management - Middletown, NY
Hudson Valley NY Real Estate 845.283-3036


debra walsh real estate

Feb 13, 2011 08:16 AM
Mike Jones
SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) - Tucson, AZ
Mike Jones NMLS 223495


Thanks for the feature!  Keller is right on in the book.


This was a fun post to write.

Mike in Tucson

Feb 13, 2011 11:34 PM