“The most pathetic person in the world is someone who has sight but no vision” – Helen Keller

Helen Keller spent her entire life in a dark and silent world.  Being both deaf and blind, she overcame and became an inspiration to millions.  Many of us who have the privilege of seeing take it for granted.  It’s really a two edged sword. Without our sight, we would miss every wonderful glory that God has painted in the colors of a sunset, the majesty of the stars, or the details in a blade of grass.  The flip side is that we tend to see distractions in every form.

Vision is essential to the creation of our future.  We will live according to vision, either ours or someone else’s.  What is it you want?  What is it that you were born to do?  What does this year hold for you?  What direction will you head?

Having a “can do” attitude - very valuable. 

Knowing when “can do” won’t do - priceless. 

There are times when you’ve done your due diligence, you’ve been honest every step of the way with everyone connected to a venture or project, and suddenly,  everything you’ve worked so hard for blows up in your face.  You re-attack the problem and it’s like throwing a pebble at a freight train.  The problem continues to vex, frustrate you, and is costly to you, your business, and your relationships.  The problem is here to stay.  The good news is so are you.  The scenario I’m presenting to you is not being stuck in traffic.  I’m talking about something which has significantly challenged your beliefs, your methods, even your confidence.  In other words something significant.

            Usually when “can do” fails, the first step is to seek comfort in the arms of others.  But when significance strikes, we realize all too well while can be part of the solution they can’t make the problem go away.  Being willing to trust others and seek external answers is good.  What isn’t good is the usual answer we hear when we’re looking for more than just comfort, but answers.  We approach our pastor to be told “You have to have more faith”.  We call our parents and are told “Don’t worry dear, your father and I think the world of you.”.  Too bad your ex-client or boss doesn’t.  A coach or mentor may say “Fake it ‘til you make it” or tells us to invoke the “Power of Positive Thinking”.  We approach our spouses or significant others and initially receive a compassionate response. But after awhile we begin to be a drain on the relationship because what’s happened is so big we can talk of nothing else.  Defeat happens and you need to understand what it is, how to get out of it, and where to go from there.  However, an unguided or unstructured means of restoration will result in more heartache and more problems.  As for the original problem, it now becomes a pattern.

            So when our relationships don’t cut it we turn to books and that’s good too.  The problem is there are way too many books which offer quick, general, and ultimately childish answers.  Because we’re in an emotionally altered state, we don’t feel like wading through even more complexity loaded with the unknown.  If we feel self-pity then it’s “Don’t Sweat the Small Stuff (and it’s all small stuff)”.  What about when your wife is diagnosed with cancer?  I guess that’s small stuff.  Or, we’re attracted to the mystical such “The Secret”.  Essentially “The Secret” is that whatever happens to you is up to you and you alone via “The Law of Attraction” (basically a regurgitated form of “Positive Thinking”).  But what about when a pedophile kidnaps and murders an 8 year old child?  I guess they attracted it.  Or how about the earthquake in Pakistan in 2005 which killed 70,000 people?  Did all of those people attract it? 

            Society is under the delusion that if we just try hard enough, if we’re diligent enough, and have enough heart, victory is assured.  The truth is that we can do all of that and more and still sometimes it’s just not our time.  Anyone who chooses to make a living based on passion, knows that it’s a matter of time until we tumble and have to change.  If you are doing something which you have been called to do, you know that although defeat is a probability over time, it does not make us who we are.  We’ve found that the best method to rebound is contained by the “Six Rs”.  Let’s look at the amazing comeback of George Foreman as an example.

            1.         Relax.  When a good boxer takes a blow flush on the chin,  he’ll relax and absorb the blow will allow the force to flow through him, vs. into him.  There’s a reason why in most fatal DUI crashes, the drunk tends to survive.  That’s because he has very little tension in his muscles at the point of impact.  What this would look like in real life is quickly confessing what just happened.  In other words, acceptance.  We all hate to lose.  However, we have to go into any venture knowing that although “failure is not an  option” it’s still possible.  If you know who you are and can already envision what might happen (and therefore put it in its proper perspective) you’ll come out on top and rebound quickly.  If you’re attacked by someone wielding a knife, you have to know that you’ll be cut at least once, if not several times before you can disarm the attacker.  If you defend yourself knowing this already, the chance of going into shock is greatly reduced and so is the chance of you becoming a statistic.

            When George Forman fought in his earlier years, he had an amazing amount of power behind his punches.  Before he was knocked out by Muhammad Ali in the “Rumble in the Jungle”, he had dispatched the second most powerful boxer of his day, Joe Frazier in a mere 2 rounds.  Ken Norton (who broke Ali’s jaw) met a similar fate.  But when Foreman squared off against Ali, Ali refused to go toe to toe with Foreman.  He danced, backpedaled when he had to, and repeatedly got Foreman in a clinch.  Foreman would have to expend energy to untangle himself, and by round 7, against all odds and the unanimous view of the pundits and the public, George Foreman went down.  Years later when he reentered the ring, Foreman, although still possessing plenty of power, chose to absorb the blows by staying relaxed vs. bulling his way through the fight.

            The endstate of being able to relax is not to cover up what happened.  It’s also not repeating that lie we’ve been uttering since boyhood; “That didn’t hurt.”.  But being able to talk about it, limit it for what it is, and make sound decisions after the fact.  Ultimately, relaxed looks like not experiencing frustration to the point of paralysis when you think about it or deal with it.

2.         Remove.          If something has you against the ropes and you can’t absorb anymore punishment, remove yourself from the situation.  That doesn’t mean you have to quit your job or reconsider what you’re doing for a living. If you remove yourself, you’ll avoid making emotional (as in hasty or reactive) decisions.  A sound decision is one which when executed, results in peace in your heart.  Try to get away for a bit. Take some time off, take a vacation, but get out of striking distance of the problem. 

            After George Forman was knocked out by Ali, he was never quite the same again.  After a lackluster performance in subsequent bouts, he collapsed in his dressing room one night and basically had an emotional collapse which resulted in his becoming a born-again Christian.  He decided to enter into the ministry and raise a family, both of which he did very well.  Boxing was his passion and because of that he was very appreciative of what boxing gave him.  He knew that he was meant to box and still, despite his intense training regimen, his heart being 100% in it, and his 44-2 record (31 by knockout), it just didn’t happen.  He removed himself from the boxing world, seemingly never to come back.

            He still boxed as a hobby, still trained, and therefore kept in touch with the boxing world.  But he had removed himself from the effects of the media, the ability for anyone to criticize him, or mention that he just wasn’t the “George Foreman of old”.  That’s what successful removal looks like.  You’re still aware of the problem, but you’re far enough from it financially, socially, and personally, where you know that despite the fallout and feedback, you’re in a safe place.

3.         Replenish.       This is where most of us go wrong.  When we’re drained of energy and hope, we have to go somewhere to fill our tank.  “Blowing off steam” is a part of the process.  But the pursuit of pleasure, if it’s the core of what you do and think about, is not.  It’s very seductive to sink back into the couch and zone out (“chillax” a friend of mine calls it) watching television.  That’s ok, but ensure that you have a plan to get back up.  The best way to do this is by a) accountability from a peer or coach and b) setting a time limit both long term and daily for leisure activity.  And c) Selectively choosing the activities you will use to fill up your tank.  Playing endless video games is neither relaxing nor replenishing.  Most men play video games which entail shooting, killing, or some sort of competition (myself included).  But when you’re done with your Halo or “Street Fighter” marathon, you’re not fulfilled, you’re spent.  Try to focus on hobbies which entail some sort of creativity, something which is growth oriented.  If it’s a video game, try one of the SIM games or even strategy games, something which uses your mind but doesn’t tax it.  If you want to take a vacation, go somewhere relaxing, not Vegas.  If you’re taking a break from your career or the market, choose something where you can come home everyday feeling somewhat fulfilled.

            George Foreman’s boxing days were over (from his perspective) for quite some time.  Yet in the interim he raised a family, developed a great church, constructed a youth center, and was willing to share his experiences on shows such as “The 700 Club”.  Most importantly, he got his sense of humor back.  Not by “keeping the dream alive” but by seeing what else he could do well, aside from boxing.  You can tell where someone is emotionally by watching how they handle their pleasures.  And what separates good men from great men, is how they spend their free time, how they connect with others when they’re down, and the sincerity of their reflection.

4.         Review.           This is usually where most men stop.  You don’t have to indulge in debauchery in order to avoid the truth.  You also don’t have to whip yourself endlessly (although you can expect this too).  But if you want to stick it out, something has to change, usually you.  We can keep doing what we do and succeed wildly at it for awhile.  But eventually, conditions will change, either in your market, your industry, client base.  Whatever it is, no one can get by doing the same thing over and over again no matter how brilliant their past performances were.  If you’re properly and adequately replenished, then you’ll have regained your energy.  Energy enables hope.  And now you’re ready to review what you’ve done, what happened, and how you want to do things from here on out.  If all of the above require changing who you are (and usually it does), then you’re ok with that too.  What a review looks like is threefold:  1)  Asking for counsel from a coach or mentor.  A good coach can help you not only conquer lost ground, but to conquer yourself.  2)  Being willing to conduct a thorough “AAR” (After Action Report) on not only what went wrong, but also what went right.  Avoid the temptation to dissect your reasons for failure alone.  3)  Refrain from taking anything which is said or discovered personally.  In his book “Integrity”, Dr. Henry Cloud calls this process an “autopsy”.  But just remember that you’re conducting an autopsy on something which will remain dead, be it a part of your character or way of doing things.

5.         Re-Arm.          George Foreman knew that he could no longer throw powerful combinations (a quick series of punches).  Throwing a rapid succession of powerful punches like he used to would wear him out too quickly.  And, although he had strength, he lost the 2 other “Ss” of punching power: speed and “snap”.  Diminishing speed as you age is a given.  And “snap” is the quickness and timing applied in retracting a punch.  Think of striking someone with a whip.  The pain you deliver is not from the whip hitting the unfortunate victim, but pulling back on the whip at just the right time so that the tip of the whip leaves a lash.  However, rather than chase his ability to “snap” for endless hours in the gym for minimal overall return, he continued to get stronger and changed his strategy to overwhelm his opponents by sheer size.

            What we’re getting at here is that when you decide to increase the lethality of your arsenal, you have to make what made you great even greater, and figure out a way to cover the gaps in your methods.  If you spend the bulk of your time and effort working on your weaknesses, you’ll wind up having strong weaknesses.  But you also have to find a way to manage your weaknesses.  One of George Foreman’s weaknesses in his younger days was his attitude.  In public, Foreman appeared morose and sullen.  He appeared to be motivated by a grim determination.  When he lost, boxing fans didn’t feel like they lost as well.  But when he returned to the ring, he answered the borderline insults from the pundits with humor.  In an upcoming bout with Evander Holyfield, a commentator said that Holyfield looked like a Greek god and Foreman looked like a Greek restaurant.  In the commercial for the fight, Holyfield said that he couldn’t wait to wear the championship belt around his 32 inch waist.  When the camera flashed to Foreman, he said “I can’t wait to wrap that belt around my 32 inch…..bicep!”.  Foreman simply wasn’t attached to the outcome because God had asked him to do this.  In addition to doing something he was literally called to do, he also repeatedly said that he wished to inspire “older folks” and show them that they were capable of more.  This time, the American public had not only accepted Foreman, but adopted him as well.

6.         Re-engagement.          Against all odds, and with several losses along the way, Foreman, at the age of 45, regained the heavyweight championship of the world (and not against weak opponents either).  His championship fight was against Michael Moorer, who was not only stronger, but had beaten the “Greek god” Evander Holyfield.  Moorer was not only stronger and quicker, he also had a first rate trainer, Teddy Atlas who trained Mike Tyson in his rise to greatness.  Years later, Teddy Atlas appeared on ESPN as part of a round table of boxing experts who were debating the greatest heavyweights of all time.  When he was asked about how his protégé Moorer was knocked out, Atlas replied; “I knew we were in trouble when I saw him walking towards the ring.  He was wearing the same trunks he wore the night he was knocked out by Muhammad Ali.  I knew we were in trouble because any man who is willing to confront his past is dangerous.”.

            The “Six Rs” are proven.  They’re reliable not just for how to get out of a rut, but how to do better next time.  This is because the “Six Rs” focus on how to be better next time.  Following this method won’t undo your past.  But it will make it irrelevant.  Not by denial, not by avoidance, but by making it a part of who you are.

There is no quicker way to disaster than to lose site of an internal compass.   If your business is based on simply generating revenue and you are driven solely by the next deal you are a wreck (and lawsuit) waiting to happen. 
 

If I were to look at your business, how you operate, what you market with , or even interview your clients, what would they say about you?  Is there a central theme?  If so, what is it?  And more importantly, is it what you want it to be?  Does it reflect your core values and convictions?

I see this more often than not with people who claim that their faith is the number one value in their life.  They claim (often with great sincerity) that it is the basis of who they are and what their business is founded on.  Yet, when you look at their business, talk to their clients it isn’t even mentioned.  Why?

We’ve been taught to stay away from anything that polarizes and may offend.  In this Politically Correct society we have lost our internal compass because it may upset someone.  Even ff that is the case, do you really think that the person that was offended by your most basic and core value and conviction is going to be your ideal client?  I’m not advocating being discriminatory, that’s wrong.  But I am talking about being yourself and letting who you are shine through to attract those that will really truly appreciate you and your business.

 Carpe diem,

The magazine, Fast Company, recently declared that Americans are becoming a nation of “free agents”. They described a generation of consultants and professionals, all selling their services for the length of a project or until a problem is solved. That brings tremendous freedom, and new responsibilities to run our careers as businesses! Unfortunately, many “free agents” have never run a profitable business. The following are my list of critical issues in creating a career/business that will remain profitable for years to come.

1. Customer Benefits. You and your customers must clearly understand the benefits that your services provide. What are the 5 benefits of working with you vs. anyone else in your market place? Can you communicate that clearly? Customers buy benefits.
2. Extra Value. Customers must receive more in value than you charge for your services. Most of us don’t want a “fair” exchange; we want a bargain, the sense that we got extra value for our money. Can you communicate the 5 extra your customers get from you?
3. Superb Service. This means attention to detail. Answering the phone on the first ring, providing an 800 number and 24-hour customer service numbers are examples. L.L. Bean has made a fortune with it’s “no questions” guarantee. Do you have a guarantee?
4. Know your Audience. Who are you 5 best customer types.
5. Location. In the old days, this meant the street address of your shop or store. Now it means getting your marketing messages into your customer’s hands when and where they are receptive. Be certain your website is located at the top of the search engines.
6. Convenience. Customers expect to shop at their convenience, to pay by credit card, to call an 800-number, and to have their questions answered correctly the first time. Make it easy to contact you!
7. Innovation. New is good, newer is better. Customers expect the benefits of the most modern technology. At a minimum, they expect the convenience of email, voice mail, and efax. If there is a faster, better, cheaper and more reliable way to do it, adopt cutting edge techniques before your competition does!
8. Reliability. Consumers assume they can rely on your services. If they are purchasing your time and expertise, they rely on your availability, your advice, your attention to detail, and your follow-through. Durability may be less important in a throwaway age, but consumers demand 100% reliability. Be there for them every single time!
9. Planning. Planning takes on strange twists when a computer chip “generation” lasts 6 months and a website may be “old” in 6 weeks. Planning is the ability to monitor, influence, and profit from change. Planning means having a mission statement and the flexibility to respond instantly when new information allows you to fulfill your mission more effectively. Planning means you control your destiny.
10. Communication. This means instant, 2-way communication between every level and every branch of an enterprise. It means communicating with your vendors and competitors, and working with your customers so they become your most important designers, researchers and customer service experts. It means an “open door” policy and flat organizational models. It means listening is more important than speaking. It means ideas rule the world.

Carpe diem,

It is very important to determine this before you start your marketing campaign.   Most agents jump into the business and start pumping out whatever the office says to – usually farming clubs, teams or groups are set-up to share the idea of the week and soon you find yourself shelling out gobs of postcards and such with coloring contests, quotes, or whatever else strikes you at the moment. 

I was reminded of this as a local broker and his office was out doing a pumpkin patch this last weekend.  I thought about the money spent, the message that that gave and I thought it was fitting.  Not to be cruel, but the office, with 50+ agents, does less business as a group than many of my coaching clients do with a single agent or a husband and wife team.  Maybe they should be in the pumpkin business; after all, it doesn’t seem they are getting very far in real estate. 

The challenge with this approach is that it doesn’t work very well.  Yes, the laws of numbers will work in your favor if you do anything, however to maximize your ROI you need to define who you want to work with and craft a message that speaks to their needs.   Your marketing message needs to make sense.  If you are working with young families, coloring contests are appropriate, but contextualize them for those you market to – send out a black and white flyer that will become your next postcard design, because you are going to send postcards anyway and you value the input of the local kids and want to showcase their accomplishment in the process. 

You are your message – what your marketing material is simply a reflection of you, good or bad.  Be careful about what you are saying.

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

To subscribe to the mastery coaching blog via email

To subscribe to the mastery coaching blog via RSS reader

“The skill sets for individuals to achieve excellence may differ, but the mindset is the same.”

We help agents, brokers and companies develop values based businesses.  We firmly believe that to achieve long term success and venture into the elusive significant, you need to create a business that stands on principle and shared values.  We help clients discover and articulate their values and strengths to develop a strong and profitable marketing plan that attracts people who care about the same things the client cares about and truly appreciates the clients strengths.  Prospecting methods are all build and tailored around the client’s individual personality.  And we walk out the execution of the business plan with them to ensure everything is bundled up to contribute to their business’ overall culture and brand.

Every client is different, there are no cookie cutter business plans when you come from a values based proposition.  Every client’s history, skill set and background varies and so every business takes on a identity of its own.  We aren’t interested in giving one map to success, we are interested in working with clients to provide THEIR map to success and significance.   

Mindset through is shared and similar.  There is a world of difference in mindset between those that casually play with this business as a hobby,  those that treat it as a job or career and those that approach it like a business.  Not only do the results vary wildly, but they actually think differently.  As a real estate professional, you can and should work on your skill sets, but nothing will bring you better and faster results than working on your mindset.

Carpe diem,

You can also click on one of the following links to have the mastery coaching blog with helpful life and business tidbits geared to real estate’s elite delivered to your computer,

To subscribe to the mastery coaching blog via email

To subscribe to the mastery coaching blog via RSS reader

Move from just customer service to the notion of creating community. People are hungering to feel connected and when you offer this type of thing, customer will respond.

Here are two key points to remember:

1. Profitability is usually conditional on current customer loyalty and new customers. The way to increase loyalty and attraction are:
   • Continually add value without being asked to and at a similar price. This builds a reputation.
   • Create a community of people and help them “get to know” each other.
   • Be known for something…a philosophy, feat, and result, compelling vision.
   • Be known as someone. Have a personality, a personal style, personal qualities, and abilities to listen.
2. People prefer to buy from an individual or firm that they know and feel a part of. Create this with your company. It’s more than just customer service.

Carpe diem,