"If a rock fell on your head"

Many years ago there was an old-timer in Colorado who each year invited me to accompany him "over home" to the western slope of that gorgeous state. Each spring he would leave our area near Ft. Collins and return over the mountains to where he grew up and still had family.  His name was Roy Beaver and it's anyone's guess how old he was, but every day he shuffled up to the machine shop where he worked and I'd see him in passing.  Each year I would make an excuse as to why I could not go.  (Aside from the obvious that he had the most adorable wife, Della, and was 50+ years my senior!  And we all knew he might have heart failure if I ever said yes!)

One year when he stopped and asked me again to "go over home" with him.  I went on at some length about how irreplaceable I was at my job and in my community and I listed off countless things I did that people relied on.  He shook his mostly bald head which sent the scant white hair he had on his head into disarray.  He had this in answer to my soliloquy:  "Oh, hell!  If a big, old rock came and fell on your head, they'd find something to do without you!"

Wiser words were never said!  Oh my....how we love to think of ourselves as irreplaceable.  And, in a certain way, of course, we are.  But the best business people also live by the cliche that the sign of a most effective manager is to make themselves redundant! 

People rise to the challenge when given opportunity.  We don't always have the best and only way to do something.  In real estate, sometimes the best transactions are effected when the person's usual Realtor is away or unavailable.  Why?  One reason is that the stand in is usually not emotionally involved with the client.  Another reason is simply that each of us comes at any situation from a different perspective. 

Everyone needs to relax and refresh!  So, my fellow Realtors.  Don't be afraid to let go....chances are everything will be more than okay while you're gone.

It was reported years ago that Lee Iaccoca, when hired to bring Chrysler out of sure collapse, made certain that unless hell was freezing over he was not disturbed at home or while rejuvenating taking time off.  Someone challenged him on this saying, "You make so much money, how can you justify taking weekends off?"  To which, as urban legend goes, his reply was, "If I can't even manage my own weekend off, how do you think I could manage a multi-billion dollar company?"

Don't wait for a big, old rock to fall before entrusting your job to others!

Realtors and Farmers have a lot in common

For Realtors and Farmers, not every year yields a bumper crop.  And, even though you work hard, it doesn't necessarily mean you'll be paid well!  Some years the conditions for growth are harsh, some years the sun shines warm and the rain falls softly.

Through it all, you just keep planting, tending and learning.

Some farmers do everything on an industrial scale with mass production methods.  Some Realtors do that too.  Some farmers prefer a smaller operation that lets them be hands on.  Some Realtors also prefer working one on one with their clients.

Some farmers cover everything with bulls**t to make it grow faster.  Some Realtors spread it on pretty thick too!  Some farmers refuse to learn new techniques to maintain their crops.  Some Realtors resist technology or social media too.

At the end of the day, the best farmers are not in it for the money; they're in it because it is fulfilling and meaningful work watching things grow.  At the end of the day, the best Realtors aren't in it for the money; they're in it because it is fulfilling and meaningful work helping people with their homes.

The best farmers are adaptable and always learning.  Ditto the best Realtors!  The best farmers continue to forge ahead regardless of the weather -- the best Realtors continue to forge ahead in bear or bull markets.

The best farmers are deeply grateful for the bountiful years and don't whine in the lean ones.  The best Realtors likewise are deeply grateful for the bountiful years and don't whine in the lean ones.

The best farmers help their neighbours and share ideas of what has worked for them.  The best Realtors also collaborate and enhance their colleagues.

When you buy your next assortment of vegetables, think about all the work that's gone into the harvest and who tended the soil.  When you buy your next home, think about the care taken by the Realtors involved to bring you the most savoury outcome.

Make a Customer, not a sale!

Many years ago I did bookkeeping and payroll for a company in the booming metropolis of 100 Mile House, BC. One of the companies we did work for was Tip Top Radio & TV. It was there I met one of the finest salespeople I’ve ever known, John Krieger. It was in their staff washroom I used one day that I learned one of the most important rules of sales EVER. The slogan pasted on the door of the washroom was simply “Make a customer, not a sale.” John was never pushy but very knowledgeable; I once asked him if he knew of a good, cheap VCR player. He told me I would have to pick first between good and cheap! Beyond that, he found and sold me a very fine, secondhand player.

I see so much shortsightedness in sales and service. Perhaps there was another slogan pasted somewhere that read: “Make the sale! Forget about the customer.”

Musing about a recent offer I submitted outlines what I mean. On behalf of a fine client, first time buyer, I submitted a low offer (close to the top of what she could afford). We knew there was but a snowball's chance in Haiti that it would go anywhere. It was an estate sale so the bank was executor. The listing realtor, a well established professional, submitted the offer along with my cover letter. The bank flatly refused to counter the offer and suggested the client put forth her best offer and the bank would only then take time to “consider” it.

Guess who banked at that institution? Guess who was going to get their financing through the same institution? You guessed it! The buyer. Imagine how well they think of their bank now? Imagine who is ripe to change banks in a heartbeat now? Not because the offer didn’t go, but because of the brusque, careless way the offer was rejected.

Do you think it would have taken more time for the banker to first say “thank you for the efforts in bringing this offer?” (As an aside to my realtor colleagues, if the first words out of your mouth when receiving ANY offer aren’t “thank you” you’ve made a serious error.)

Do you think the banker might have added, “We regret the offer is not in the range for acceptance…however perhaps one of our mortgage specialists could assist you to see if you can up the offer reasonably?” Do you think the buyer might have been proud of her bank? Do you think that spirit of goodwill might have been spoken about to friends and given my client a much stronger sense of loyalty to the bank?

Some would argue that it’s a big bank, and the person rejecting my clients offer never met or dealt with her before. That’s true; but all of us are held accountable to whatever business name we associate with. End of story. If I treat someone miserably from Sutton in BC, rest assured the ripple effect could damage a Sutton Realtor in Ontario.

Thus ends my little tale! Thank you John Krieger. Thank you slogan in the washroom. I’ve tailored my career around that simple rule of service: “MAKE A CUSTOMER, NOT A SALE.”