©Patricia Feager, 2/22/17
As a follow-up to Results are a Vision - Happiness is Contagious! today's post is about Courage - A Projection of People's Dreams. Twenty years ago I was filled with hope, courage, determination, excitement, and encouragement when my employer, Abbott Laboratories offered to relocate me to Dallas, Texas. It was here at Williams Square in Los Colinas where the Relocation Company had me meet my Real Estate Agent. She made a good first impression. As we walked around the Mustangs I felt confident that all my dreams would be fulfilled. This morning, around 8:00 a.m., I returned to this spot to reflect on where I was then, and what have I learned about myself since leaving the Company and becoming a Real Estate Agent 14 years ago.
A Mustang is a lot like a Real Estate Agent, buyer and/or a seller. All must have courage. When a client has confidence in the Agent they are working with, they project their dreams about what they want, where they want to live, how much they are willing to pay, why they are moving, when they are ready to make a decision, and they ask a lot of questions expecting the right answers. Loyalty has to be earned.
A Real Estate Agent who is serious about helping his or her client achieve their projected dream must be as swift as the rolling thunder underneath the feet of the wild mustang. It is essential the Agent remains calm, is gentle when a client speaks confidentially and be willing to listen when a client divulges their hopes, fears, and concerns. Trust is mandatory. If a client is fearful that an Agent doesn't know what they are doing, they will back off, just like a wild mustang. Some will become angry if the Agent takes them down the wrong trail. Sometimes, an Agent just has to slow down, speed up, or get knocked off their horse. But if there is trust, the client will stay, only if the Agent is trustworthy. Trust is achieved when there is mutual respect. If a client isn't truthful, the Agent has a right to disengage. Being self-employed is the hardest thing any business owner has to do to make a living.
It all begins with listening, really, really listening. A successful agent "Wins With Character,"
"A horse gallops with his lungs, Perseveres with his heart, And wins with his character." --- Tesio
When it comes to money, Financial Analysts and Lenders will say, "Don't put all your Eggs in One Basket." For that reason, it takes courage for a buyer to make a projection about what they need to live on and what they can afford to buy, or if they are a seller, how much they can afford to spend on home improvements, repairs, and how much can they reasonably expect to net from the sale of their property. An Agent may have several clients they are working with and they have to be fair to all or get assistance from their team or another licensed agent. When it comes to Real Estate there are many risks to take from all parties but a well trained, experienced Agent will manage to succeed because their client's needs were met.
Williams Square in Los Colinas and Mustangs have always been an inspiration to me. Pam Brown said it best - "A horse is the projection of peoples' dreams about themselves - strong, powerful, beautiful - and it has the capability of giving us escape from our mundane existence." I believe trust is the foundation from which all inspirations and dreams begin.
Patricia Feager
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