Develop a strong compassion for yourself: understand that we always are growing, even when we know we aren’t.

We all fail, fall short, miss the mark, or blow it from time to time.  The key is to fail forward.  Mistakes, missteps and errors in judgment aren’t terminal unless we give up.  Learn the art of progress vs. perfection.  When we learn from our mistakes we can see them as part of the process, a good and necessary thing for our continued development which leads to our future success. 

When hiring people, I value street smarts and challenging backgrounds that have been overcome vs. the stellar resume and Ivy League education.  I can teach the mechanics of the industry or job, but there are other things that only hardship and life can teach.  Knowledge can be gained through a textbook, read from a book while in a comfortable chair in front of a roaring fire.  Wisdom is grown out of pain inflicted by walking through the fire.

Learn to apply some compassion toward yourself when you feel like you are going backward.  It is only then that you can learn the lessons and move forward.

Carpe diem,

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When working through a client’s objection try using the FEEL, FELT, FOUND sales skill. It can be used whenever a client objects to anything like higher than expected HOA or fear of “The Bubble”. It goes like this…

“I understand how you FEEL, other clients of mine FELT the same way. However when they FOUND out that the monthly association dues included $30 for property management expertise and another $50 for capitol improvement reserves, they realized that the additional $80 was actually a better deal than the addition risk exposure at other HOA’s”

Or

“I understand how you FEEL, I FELT the same way about the real estate bubble as well. However, I started taking a look at some of the charts and forecasts available to us as industry insiders and I FOUND that our local economy is actually very strong and this is a good time to buy and take advantage of the adjustment in the market’s pricing and lower interest rates.”

Carpe diem,