It ain't what you do, it's the way that you do it.

Real Estate Broker/Owner with Cornerstone Business Group Inc 0225086119

HP has a great commercial about a small fishing company.  In the commercial, there is a background chant of "It ain't what you do, it's the way that you do it.  It ain't what you do, it's the way that you do it.  It ain't what you do, it's the way that you do it, that's what gets results."  What a great line.  I love the premise of the ad.

What separates the performers from the non-performers?  "The way that you do it," that's what separates them.  I was talking to a friend today and that concept came up.  I approach real estate a little different from my colleagues. 

I'm a results driven broker.  That's the kind of people I want around me.  Too much of modern sales are centered around manipulating the client pool.  I'm not interested in trying to manipulate buyers and sellers into using me Soldbecause of the initials behind my name, the company I work for, way I dress or the car I drive, etc.  Since I'm results driven, I bring a different approach to the real estate business, and I rarely fail to produce results. 

This past weekend, I met a wonderful young couple looking for a second home in the mountains.  I drive a Volvo S80, but if I'm in the mountains. I'm not taking it.  I also have an Expedition, but it needs to go to the shop for a repair, so that meant my personal pickup truck was called into service.  No problem.  You're most likely to find me in it anyway.

The couple seemed surprised to see me roll up in a pickup, but when we went to the second property I encouraged them to jump in and ride with me.  Once we arrived, they were so thankful that I didn't have them drag their luxury car up the mountain.  It would have taken quite a beating on the way. 

I was in a pickup truck, dressed in jeans and I was in my market - the mountains.  If you're going to be walking around the mountains, you better be ready to traverse it and you had better be dressed for it or you're going to get hurt or damage your clothes.  What's the point?  It's not what you do, it's the way that you do it, that's what gets results.  HP nailed it.  If you're going to be a results driven agent, you've got to be in tune with every environment you're in and ready to adjust to the needs of your clients.   Clients get it when they see results.




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John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

Totally agree Mike.  Each day brings a different client, different attitude attire and ride. 

Oct 31, 2012 02:05 PM #1
Jon Zolsky, Daytona Beach, FL
Daytona Condo Realty, 386-405-4408 - Daytona Beach, FL
Buy Daytona condos for heavenly good prices

Mike - there is no one rule here. There are properties that you need to be dressed up and be in Porsche or Ferrari, and there are properties, where yo rather be in a pick-iup truck and jeans are just right

Oct 31, 2012 04:07 PM #2
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Hi Mike,

I agree also! Each day is different and you have to be tuned for different environments! Suggested!

Oct 31, 2012 04:47 PM #3
Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366
Dry Rot and Water Damage Mobile - 916-765-5366 - Placerville, CA
General Contractor, Dry Rot and Water Damage

Agree 100% Mike, sounds like you were going the right things today.

Oct 31, 2012 05:05 PM #4
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Mike apparently I have not noticed the commercial HP has now.  I do like the concept

Oct 31, 2012 08:34 PM #5
Conrad Allen
Re/Max Professional Associates - Webster, MA
Webster, Ma, Realtor

Hi Mike.  You have to be comfortable in your jeans to pull it off.

Oct 31, 2012 08:58 PM #6
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

It was interesting with this client, John.  They are a high-end client, but the underestimated being in the mountains.  I think our little ride in the truck was a learning experience.  Now they want one.  8-)

Very true, Jon.  Good to see you.

I run into these scenarios more with out of town buyers, but even some of the locals have never traversed the mountains around here.

Thanks, Tom.  Have a great Thursday.

It has a nice ditty, James.

I am, Conrad.  After nearly 30 years in a suit, it's a welcomed change.  8-)


Oct 31, 2012 09:42 PM #7
Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

How you do it makes the difference.  Years ago I held a training class for a group of maintenance men.  Normally I wore a jacket every day for work.  That day I wore jeans and a sweatshirt.  They were comfortable, not intimidated and the class went well.

Oct 31, 2012 11:31 PM #8
Rhonda Duffy
Duffy Realty of Atlanta & Rainmaker Realty - Milton, GA
#1 Retail Listing Agent in the U.S.

This is such an excellent post-- thank you for the reminder.

Nov 01, 2012 01:07 AM #9
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Good job, Roger.  It's all about knowing your audience.

Thanks, Rhonda.  I'm working with an Atlanta couple right now.  8=)

Nov 01, 2012 01:10 AM #10
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Mike, not only is it important for you to be dressed for the mountains, but I'd coach my buyers to don jeans and mountain footware! 

Nov 02, 2012 08:06 AM #11
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Mike Cooper, GRI

Your Neighborhood Real Estate Sales Pro
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