Back in the 90's when the market was on a major runaway, I had already been in the business for a number of years and had been tutored by my father who had been a real estate investor and broker since the 60's. I felt I had a leg up on my competition. I worked hard at it but by the time I had been in the business for 10 to 15 years, I started to feel a sense of entitlement.
There were a lot of new agents coming into the market. My dad used to say that when the price of pork was up, everyone wanted to raise pigs. True in real estate. At one point we had a real estate salesman in our valley for every 100 persons; man, woman and child. Everyone, and their dog, it seemed wanted in on the easy business. And each one of them was taking a chuck of the business I KNEW should have been mine. I was jaded, irritated by the new competition and diminished the success of newbies even if they were good agents.
I learned something. The client doesn’t care how much you know. The old adage that they don’t care how much you know until they know how much you care is true. I had to move into the area of being grateful. I started to come at the world with a little more humility. And it began to payoff. Then the Great Recession came and kicked my ass along with everyone else. Being in the business for nearly 20 years by that time was helpful, but still didn’t make up for a market that was so dreadfully bad that many agents dropped out.
Now things have turned around. I’m not the top sales person in my market and there are moments when I find someone has listed with another agent and I just cannot figure it out because I know what I do for my clients but I try not to let it get to me. I’m competitive and I try to use the best practices. I try to analyze why I’m not the #1 Go To real estate guy in my market.
Then I read a book. It was called Start With Why by Simon Sinek. I have embedded his TEDx Talk here for you to see. I can’t say it has changed my life but it certainly has made me rethink my 30 years in the business.
It is really not about how long you’ve been at it. It is not about what you know It is not even about how you do it although those things are important. First you have to express WHY you do something. Why do I want to be #1? Why do I sell real estate? If it’s just for the money, then I think you are missing with your clients. I have re-evaluated my advertising and even the emails I write to clients. I want them to know WHY I want to be their real estate professional. What I do and how I do it will come after we have a connection on an emotional basis. Naturally it is not always going to appeal or work with the buyer but at least I’m authentic. So now I start with LOVING helping people enjoy and live the Montana lifestyle that I have been fortunate enough to grow up in and raise a family in. It is wide open spaces and spectacular landscapes. Montana is GRAND and BEAUTIFUL and I want to share it with EVERYONE. Some of my neighbors want me to keep it quiet.
Since I started with why, it makes it easier. My clients have always been super happy with results, but now it seems I get more of them. Even the hard core “D” or type “A” personalities. I’ve also defined my other why; my grandkids. So here’s to you finding your WHY.
Poppa Craigers and the Three Pineapples
So in keeping with my new why, I wanted to share a quick video of Montana. Hope you enjoy it as much as I do. CLICK HERE TO ENJOY!
Bitterroot Valley Real Estate- Craig Siphers, Senior Broker
Providing trusted consultation on buying and selling Montana
real estate for over 30 years in Lolo, Florence, Stevensville,
Victor, Corvallis, Hamilton, and Darby. Call or text Craig Siphers
at 406-360-9108 to make a legendary deal!
See other Craig Blogs at Craig & Laura Blog
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