Respect, Relationships and RBI's

Many times in a real estate environment we're battling against someone. The co-op agent we're competing against for the listing. Maybe it's a fellow licensee who is also showing the same property to their buyer that you are showing to your buyer. Perhaps it's all boiled down to negotiations and we feel like its "us" versus "them"?

It's Not Always About Competition

I was travelling this week for work so while spending a few nights in Cincinnati to spend some time with my Coldwell Banker West Shell associates, I wanted to catch my alma mater, The University of Florida, play in the College World Series. The Gators were playing the Gamecocks of the University of South Carolina so grabbing a spot at a local restaurant to catch the game was a high priority.

I walked in to an establishment expecting to find the game on all the main screens but that wasn't the case. The Cincinnati Reds were playing in a nationally televised game so the College World Series was relegated to a smaller screen in the corner. I quietly found a seat and looked around for other Gator fans but found none. As I surveyed the crowd, I did notice one patron wearing his garnet and black, the signature colors of South Carolina.

The "competition" made eye contact with me and quickly sensed we had something in common - SEC fans in the middle of Big Ten Country. He invited me to sit with him and watch the game together so I quickly agreed. (Remember...I am a big believer that the most important thing we can do in a sales position like real estate is "build relationships" and it's not like I am known to be shy). Just step up, make eye contact, give a firm handshake and introduce yourself.

"Hi, I'm Sean Carpenter. I'm a Gator fan. You mind if I join you?"

"No problem. Happy to have you join me. My name is Joel. Let's watch some baseball."

Joel is a production and safety specialist for a paper/box manufacturing company located here in Cincinnati. He hails from Greenville, South Carolina, is happily married and is the father of three kids (two of his own and a step son). As it turns out, Joel and I have a lot in common and a passion for college sports was the key that opened the door.

As we sat and watched our two teams battle, we enjoyed a great discussion about our careers, our industries, our families, our hobbies and interests and a small glimpse into our future dreams. The Gators and Gamecocks were playing a great game and it went into extra innings. As we each had a job to do the next morning, we left after the 10th inning but planned to connect again tonight for Game 2 of the College World Series (best of three event).

Long story short - Gamecocks win in 11th inning to take a 1-0 series lead.

Game 2 was tonight and I was desperately hoping for a Gator victory to force a deciding game 3. Joel and I met up again at a different local spot and watched the first few innings together. It's kind of funny how quickly you can "catch up" with an "old friend" you've known for less than 24 hours. We discussed my workshops I taught today and his plant visits and staff meetings he attended. Really, we have nothing in common when it comes to our jobs but we have everything in common when it comes to our careers.

Who's Your Competition?

If you're going to wear your "independent contractor" status like a badge of honor when you're doing well, will you wear it as proudly when you're struggling?

When you head out into the real estate world tomorrow, who is your competition? Is it the other associates in your office? The agents working down the street for the "other broker'? The person who has decided to sell their house themselves?

Or is it you?

Are you friends? Can you carry on a conversation? Do you know anything about each other?  If you did, would that threaten your success or enhance your career?

When you aren't getting all those listings, is the competition beating you out or are you falling short in your listing presentation? When the other agent's client gets the house, were you beaten by a better negotiator or did you just not bring your "A game"?

Work With vs. Work Against

Joel and I had no control over what happened on the field in Omaha between "my Gators" and "his Gamecocks."  We were pulling for our teams but we weren't hostile or derogatory to each other. We cheered each other's team's great plays and laughed at the errors made.

We left with a new relationship and a little bit more pride in our schools.

As you head into the second half of the 2011 year, will you earn more business by working with or against your fellow man or woman? Are you going to focus on your company's strengths or will you divert the attention to your competitor's weaknesses? Will you make it about what you can do or what your competition can't? Will you negotiate "against" the other agent or "for" for own client's best interest?

We refer to our fellow agents as "co-ops" because it is short for "cooperation." We don't call them  "comps" for "competition." Working with them, instead of against them, sure does make things go easier and helps you think that the more you give, the more you will get.

Game Over

South Carolina won tonight 5-2 to secure their second College World Series title and second straight National Championship. Sure, I am bummed out that Florida didn't win but I now have a new relationship to build upon, some new respect for Gamecock baseball and some happy friends who would be considered "competition" including  Joel T., Joe E., Bryan V., Fred K. and Mark S - all of them loyal Gamecock fans through thick and thin.

Congratulations to South Carolina on your big win. You have just made the Gators and all of your competition want to work that much harder...which means you need to work harder too.

I respect that.

I better get out there and start building relationships, solving problems and having fun so I can keep up with my competition.

Gone Fishing

Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.


Wanna Go Fishing?

Today my son Ryan was invited by one of his neighborhood buddies to go fishing. Garrett and his father were headed up to one of the new ponds in our city to do some fishing and thought Ryan might enjoy joining them. He raced home with excitement to ask permission and I told him to "have fun and be polite." (Isn't that good advice, no matter who it's being given to?)

A few hours later, Ryan burst into the house to announce that he had caught 13 fish. Yep, with no skill or previous "market knowledge," Ryan was able to catch something just by "showing up." He told me all about how he learned to cast the line and bait the hook and just kept casting and reeling and casting and reeling until he got a bite.

They were using hot dogs for bait and it was obviously working well because Garrett was hot too, catching 12 fish - probably many of the ones that Ryan had just thrown back. The key thing to realize is that regardless of how many lines were in the water, fish were biting. There were other people fishing around the same pond who were catching fish too but that didn't stop Ryan and Garrett from tossing in their lines.

Is It Time to Grab Your Pole?

How will you start out this week?

Will you need to wait for someone to invite you to start fishing?

Will you get up early and get your tackle box ready?

Are you going to check the weather forecast and make sure everything looks perfect or will you just grab a cap, toss a jacket in the back seat and head out to the pond, knowing that the fish aren't going to care about the weather - when they are ready to eat, everything looks like a worm...or a hot dog.

Will you show up at the pond and complain that there's already some people fishing and moan that there probably won't be any fish biting today?

And please don't tell me your plan is to expect the fish to just jump out of the lake, drive themselves to your office and flop up on your desk. 
Baiting the Hook

Garrett and Ryan used hot dogs to get the fish to bite. What will you use?

Market knowledge? Well rehearsed dialogues that are delivered with confidence and competence? A varying mix of contact methods such as email, phone calls, hand written notes, in person meetings and social networking sites?

Quit worrying about the bait and get your line in the water.

The following section is specifically aimed at anyone in a leadership position such as a manager or broker

Who Deserves Your Angler Award This Week?

Right before we ate dinner, Garrett's mom came down to give Ryan something. You see, Garrett's dad knew this was Ryan's first time fishing where he had actually caught something and he wanted to recognize him for his efforts. They had created a certificate naming Ryan with the "1st Place Angler Award" for catching the most fish. As you can see from the photo, Ryan is quite proud of his accomplishment.

So how are you recognizing and rewarding your "fishermen" and "fisherwomen" who are out there casting their lines each day? Are you providing good "bait" with your training, technology and tools? Are you helping them learn how to be aggressive when the fish are biting yet patient when they're not?

I don't know about you but it just might be a great time for a fishing contest in your office. Get some excitement "on the line" and plan a night out at the end of the event when everyone can gather and tell some great "fish stories" about the one's they snagged and of course the ones that got away.

As the old saying goes - "Give a man a fish, feed him for a day. Teach a man to fish, feed him for a lifetime."

Now who's ready to play some hooky from work and sneak out to the ol' water hole?

Adding to Your Story

You met your clients, signed the agreement and listed their home. Or maybe you met your clients, signed the paperwork and agreed to help them find their new home.


You achieved your goal and were able to assist and guide them all the way to a successful closing and everyone is happy.


Now what?


How can you continue to keep the releationship alive after the end of the story?


Well, for all those Harry Potter fans out there (count me and my son Ryan among those millions of Muggles), author JK Rowling is coming up with another way for them to "add to the story." Check out the video below. ( Click here if you can't see the video)




There's nothing like getting your "fans" involved with your product line, your brand or your personal business. The more you can keep them talking, the better chance you have of success.

So start thinking about it. What's going to be your magic spell to keep customers and clients wanting more?

Make It or Take It?

You have an opportunity to learn a new tool, technique or system that could help you with something you're working on, either professionally or personally.

There are two ways you can approach this opportunity. Both ways involve asking questions.

You could ask yourself (or anyone who will listen) questions like:

"What's wrong with it?"

"Why doesn't it do the things I think it should do?"

"How much will this cost me?"

"Won't this take more time?"

"Why can't I just use __________________? It's always worked fine for me in the past?"

The second, and some may argue, the better  approach would be to ask "How can I learn and apply this new tool (or system, dialogue or enhancement) to the benefit of my clients, my company and my industry?"

I guess it comes down to whether you like to focus more on the risk or effort you have to take or on the potential return on investment you stand to make.

Choose wisely.

Isn't It Time For You to Make a Splash?

Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.

As Van Halen lead singer David Lee Roth once said, "Summertime's here babe, you need something to keep you cool," so with that said, just a quick message about having fun over these next few months.

This is the busiest time for almost every real estate market across the country because with schools out, there are lots of families who will decide that now is the time to sell their house and buy a new one. That means there's plenty of opportunities out there for you to generate business.

Summer is also the time when lots of people will be grilling out, holding neighborhood picnics, attending sporting events or community events like the 4th of July parade just to name a few.

So how does that apply to you?

•  It means you've got to expand your efforts when it comes to business development activities.
• It means you've got to "make hay when the sun shines."
• It means you've got to get out in front of people building relationships, solving problems and having fun.

C'mon. What are you waiting for? Get out there and make a splash!

(If you don't see the video below, click here)