Who was the greatest quarterback to ever play in the NFL? If you are in the Bay Area chances are you answered Joe Montana. And I would concur. But what made Joe great? His footwork? Not exactly. He ran like a duck with a potato chip up his butt. His speed? He'd lose a foot race to the duck. His impeccable form? The duck wins again. None of that. Joe was great because he could see things on the football field that no one else could see. And he could react to those things and capitalize on what he saw. That skill took him to the Hall of Fame.
Behold my bike seat.
Looks great right? This seat tells a story. I had not one but two professional bike fitters work on my bike this month. Both looked at this seat and knew that there was something off about my bike and I was carrying most of the load on my left side. I cannot for the life of me see what they see. They are two of the best in the business and they can see it. They see something that no one else sees and they know how to react to it.
Real estate is the same. An agent that sells twenty houses a years sees something that an agent that sells four houses a year does not. An agent that sells twenty homes per year sees things clearer. That agent sees the pitfalls before they happen. They see the play develop and they know what the next move is before it presents itself. They are like Joe Montana. They are like my bike fitters. They will save you time and money because they have seen that play develop before and they know where to put the ball.
My friend and lender partner Zack Cooper likes to call it Deal IQ. It’s what you know because you’ve been there before. A dabbler may not have been there before and may not be able to make the play. Pick an agent that’s been there before. Pick a closer. On your two minute home closing drill do you want Joe Montana or Rex Grossman?
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