Culturally - in America - many times we are defined by what we do for a living - if you have ever attended a networking event or even a gathering of individuals the first ice breaker alot of people open up with is what do you do for a living? In other cultures its a bit different - that is looked upon as a job not who the person is. In the business network setting alot of times that is the reason for being there and that is a natural question to ask. I believe its important for everyone to realize that what we do for a living does not necessarily define who we are- that is a challenge across the entire Real Estate industry because this industry puts us "on call" 24/7. My business partners put themselves out there 24/7 and make themselves available to their clients nights, days, evenings, weekends, and yes even holidays like tomorrow on Labor Day. Since my business partners make themselves available those times I make myself available to them 24/7 I get emails and text messages at all hours and always try to communicate right back to the agent.
This industry is one of the best to work in despite the difficulties - if you look right now there are alot of industries facing some difficulties right now but as much as things can get difficult - and or challenging this industry is extremely rewarding and has many benefits. I think if you view yourself as a person subject to the currents of change sweeping over it then your going to feel like you have been tossed about and sometimes tossed against the rocks, that is a bit like focusing on what you do instead of who you are. When we focus on who we are - we are partners, agents and friends to clients who are making one of the biggest decisions they have to make, where to live? Included in this is how much to spend, where are our kids going to school? how does this fit in our timeline? will we live here for a long time? will our clients company move them in a few years? its important to realize that our clients to can feel like they are being tossed about in a storm - and they look to professionals in the industry as a captain would a lighthouse - to guide them to avoid the rocks, and bring them to safe harbor in a home that their family can enjoy living in.
When you view yourself as their partner in this fashion and not focus on the sale the sales will take care of themselves, I am not a heavy sales person at all, I do enjoy working with my clients and making their goals my goals and getting them the best possible mortgage that I can and sometimes that invovles coaching them and working with them over time if there is a barrier in the way. The next time this industry tosses you to and fro remember your clients may feel like that as well - you have the expertise to guide them through this and after a few times of successfully doing that their family members and friends will want to sail a voyage with you as well.
Darren Stewart
OakStar Bank
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