What is your why?

By
Real Estate Agent with Realty One Group # S.0190863

 

In the movie “Seven Days In Utopia” there is a scene where Robert Duvall has Lucas Black examine his grip on his golf club and the way that he swings it. The purpose of the question is not to criticize, but rather to teach and reinforce. Until we know the reasons why we do what we do, we may be swayed to doing the wrong things or there may be better things that we have yet to discover. So here are the 4 elements of the question:

 

WHAT – In other words, what is it we are looking at. Is it our script? Is it how our desk is laid out? Is it how we drive from home to work? So, step one is an examination of exactly what we are looking at. Mind you this can’t be general like “my business”. It must be a specific portion of that. Sort of like saying “airplane” or saying “first class seating”. It may be next to impossible to know where to improve an airplane, but when we narrow the focus to the first-class seats, now it becomes a doable task.

 

IS – Mind you, I am not saying may be, or could be, I mean is – as in right now at this very moment. Our most powerful moments are only found in the now. We can not be powerful in the past or in the future, we can only be powerful and effective in the now. It is that power and effectiveness of the now that may in turn effect the future.

 

YOUR – This is extremely important and so often misunderstood. Be it a matter of balance or common sense, so many businesses and people miss this by a mile. We need to focus on you and your business here. Just because something worked for Ford, or IBM, or Hilton doesn’t mean that it will work for you and your business. Imagine a psychiatrist taking the assembly line approach from Ford and applying that to his practice (Each patient will be given no more than 3 minutes before being sent to the next therapist). I have seen companies create software for sales people (especially for real estate agents) and yet they had no idea how the salesperson would want to use it. The software developer (who never sold a thing in their life) thought from the perspective of a software developer instead of the perspective of the salesperson. This one point right here has helped me aid companies in doubling their sales simply by helping them understand how the USER wanted to use the product. Understanding that allows a much greater clarification of value.

 

WHY – Why do you hold your golf club like that? Well, it could be because that is how someone showed me. Or it could be because I tried about 2 dozen ways to grip the club and this way allows me to follow through more effectively. I recently was learning about a piece of software in my office. I asked the person training me why something was done a particular way. They couldn’t answer my question. They had been told this is how to do it, but they had never been told why. Even worse? They never asked why. Only by asking why can we open ourselves up to higher levels of productivity and profit. Like the time I raised a company’s sales record by over 600%. I asked the why questions until I found a far better way.

 

You may be thinking that this isn’t rocket surgery so it can’t really make that big of a difference.  Well, if all I can do is book 1 extra appointment per week, that turns into an extra $100,000 per year. An extra $100,000? Why not!

 

Comments (28)

Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Grant! I am perplexed at how many companies forget the why

Apr 29, 2021 06:04 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Michael. Too bad most companies never focus on the why

Apr 29, 2021 06:05 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Nina! When we understand the why, the how becomes far easier

Apr 29, 2021 06:06 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Brian! You, I know, will love "Seven Days In Utopia"

Apr 29, 2021 06:07 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Ed! Or in that case, "thinking  outside the tube" LOL

Apr 29, 2021 06:07 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Kat! I see your point completely. Yes, I get it.

Apr 29, 2021 06:08 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Rocky, I was sort of doing this yesterday while cleaning off the extra crap on my desk, so I can SEE the important things that I need to focus on, prospects.

Apr 29, 2021 06:31 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Old practices and habits can keep up in the same old rut.

Some of us need to make some changes.

Apr 29, 2021 07:52 AM
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Rocky=When I was trained to be a staffing consultant, they even had us arrange our desks a certain way. I hated it but at the same time, it gave me a good foundation for what I did. When I changed agencies I found what worked for me...just for me. Many would have not I was nuts but it worked. 

We need to teach our children the art of questioning. 

Apr 29, 2021 11:01 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Joan! Yes, focusing on what you need to and knowing why is important

Apr 29, 2021 12:06 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good afternoon Roy! Yes, ruts can be a harmful place to be. New habits can be great

Apr 29, 2021 12:07 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

You are right Kathy! We need to teach the next generation the art of questioning

Apr 29, 2021 12:07 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Rocky now that you mention it, a much of what I do, I do it because that was how I was shown how to do it.  And to be honest, I did not question most of it.

Apr 29, 2021 03:56 PM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Rocky,

Great post. Lots of good info to ponder.  If we don't know "why", we will never be able to gauge "how" we are doing. 

Apr 29, 2021 05:12 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there George! At least when we see that, we can grow beyond that

Apr 29, 2021 08:17 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Thank you Sheri! Hopefully we all discover our whys and then become wiser. 

Apr 29, 2021 08:19 PM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

This is one of your best blog post by far, of course until  your next masterpiece Rocky...

Apr 29, 2021 10:54 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Paul! Thank you very much sir. I appreciate the kind words.

Apr 30, 2021 11:39 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Rocky how did I miss this great post, and indeed sometimes we do things because we learn it that way other times we discovered that of all the ways we did  it this is the best way and indeed it could be a money maker, Endre

May 03, 2021 10:48 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Endre Barath, Jr. sometimes those fine and subtle tweaks make exponential changes.

May 04, 2021 06:59 AM