The Orange Minute: Truth in Real Estate episode 6

Today, going deep instead of wide is the key to successful marketing. We micro-market to the smallest, most likely pool of buyer candidates to achieve the highest possible sales price in the appropriate amount of time.

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Episode 6

Why we must band together


Today, in the era of smart phones, apps, Skype, Facebook live, artificial intelligence, distruptors, discounters, limited service, we are losing and in some cases have lost the strength of discussion, brainstorming, collaboration and old school networking.

Clearly, we are at a crossroads.  There is immense pressure to grasp the latest wave of technology and leave behind the art of conversation, sales skills, empathy, sympathy and mentor-ship.  We seem to have strayed off course as the news about the end of full service companies is imminent.  I wholeheartedly disagree.

Today was a prime example.  An exceptional agent in our office, stepped up and shared her process for what I would call forensic pricing.  Some would say why would anyone share their secrets?  The answer, for the good of the collective.  The strength of our company, its agents and for ourselves.

I continue to watch our industry cannibalize itself by feeding the Zillow machine in the hopes of circumventing the old school art of human contact, networking, farming and prospecting.  And yet, in the end, people crave interaction with trusted advisors.  No matter how much raw data is out there, it needs to be interpreted, wisdom applied and a plan of guidance for success needs to be created.  That is where banding together comes into play.   The power of many strengthen the goals of the individual.

Our corporate ownership in many of the major real estate companies seem to quick to neglect cultivation of their largest assets; agent and staff.  Tired scripts, aligning with Zillow and lack of personal development programs are leaving the dinosaurs in the dust.

I am a believer in mentor leadership.  Teaching and learning together where the leaders derive their mark of success based on the success of those they mentor.

Our new legion of professionals are in dire need of mentor leadership.  Practical education.  Forward approaches to classic sales principles.  I know I will not stand by and fade into the sunset.  The soldiers on the ground need to band together, save their industry and provide the legions of buyers and sellers what they are dying to have.  Professional, trusted advice, guidance and wisdom.

Keep the apps.  Keep the teams that only enrich the one.  Band together in collaboration and thrive by the diversity of those that are all around you.





Old School, Stop, Look and Listen


In the real estate industry, there is much talk about the evolution of the brokerage and the agent.  Technology has been heralded as the future, full-service brick and mortar brokerages will die a slow death and the agent of future will be virtual, homes will show themselves and customers will be able to buy or sell their home from an app.  I had better start looking for a new job…..or NOT!

I marvel at how fast some in our industry jump to the sky is falling mantra.  One major player says they are no longer a real estate company, but a technology company.  Another has a plan where, if you recruit enough agents, you will have so much residual income that you wont even need to sell real estate.  WOW!  What will happen to the scripts we have learned,  “So all you have to do is sign the contract, so I can help you get what you want, in the time you want, won’t that be great?  Now sign the contract!”

I am far from saying that our industry is not changing; and rapidly.  We have the flash of venture capital flowing into real estate ibuyer and iseller companies who hope to make everyone’s life perfect by buying their homes, put lipstick on the pig and sell them for big money.  Of course, the market is always going up and appreciating at a breakneck clip, so the investors will never lose money……The one thing that you can count on is that what goes up must eventually come down.  Yet with all of the new innovations, what has remained the same since the first real estate transaction?  People.

I believe that people are always going to be handling real estate.  Technology cannot calculate human emotion, fear, sense of loss and ego.  All of these elements are a part of every real estate transaction that occurs.

“Listen with curiosity. Speak with honesty. Act with integrity. The greatest problem with communication is we don’t listen to understand. We listen to reply. When we listen with curiosity, we don’t listen with the intent to reply. We listen for what’s behind the words.” ― Roy T. Bennett, The Light in the Heart

Stop, Look and Listen.  These 3 words are, simple put, the words of success for agents today.   In the high tech, email, text world we live in, the huge void that is being created is Stop, Look and Listen.

Stop and observe. Stop and evaluate. Stop talking about ourselves.  Clients today do not need raw data, they need guidance, counsel and wisdom.  No app for that.

Look and see.  Body language speaks louder than the spoken word.  Thoughtfully consider how we posture ourselves.  Look at how our clients are either open or closed in their stance.  When someone is closed, more questions need to be asked.  Understanding what has caused them to close up.  What might we have said that played a part in their posture.

Listen.  The most important.  While Siri can listen and crank out an answer, we have the tools and gifts to listen to what is said and what is between the lines.  So much of our business is counsel.  It is not just trial close after trial close.  It is truly taking interest and concern in our clients dreams, goals, fears and vision of success.  The same is true with the agents we work with on the other side of the transaction.  When we listen, ask questions, listen again to the point of silence, the other side will give us the clues we are seeking to formulate a plan of attack to bring success to our clients.

We must keep up with the technology changes.  But, they will not replace the emotional component of people.

No one cares about how many millions of dollars of real estate we have sold, or how many homes, what awards we have earned or how heavy the card stock is on our postcards.  That is vanity.  People are dying of thirst for authentic people that will Stop, Look and Listen.   I will take Old School interaction over virtual interaction any day of the week.


Greatness, A misconception

“You were designed for accomplishment, engineered for success, and endowed with the seeds of greatness.” Zig Ziglar
When we hear of someone talking about their greatness, it is easy to jump to the conclusion that they are egotistical and self centered.  We hear quotes like “Nobody is perfect, I’m nobody” or “I’m not a lie, I’m not an illusion. I’m a princess, so what’s the confusion?”

But that is not the true meaning of #greatness.  We all are filled with greatness.  We may not have discovered it, or are fearful of stepping into it, but it is God given uniquely to all of us. Think of  #talent · #expertise · #expertness · #mastery · #artistry · #virtuosity · #flair · #skill · #skillfulness · #finesse · #panache · #power · #adeptness · #proficiency · #caliber · #distinction · #grandeur · #grandness · #magnificence · #impressiveness· #splendor · #gloriousness · #glory · #majesty

When we discover and accept our greatness, truly acknowledging it as a #gift, a #humility pours over us.  Our gift becomes something we desire to share with others.  The yearning to learn more and hone our skills drives us to be the best we can be.  Not necessarily to be in the spotlight, though there is nothing wrong with that with the correct #attitude, but to share our #knowledge, #experience and insight to help other achieve their own greatness.

No two people share the same greatness.  There should be no fear of competition.  Accepting your greatness and using that gift for its highest good is the ultimate thanks given to God who has bestowed it upon us.

“I believe that the first test of a great man is his humility. I don’t mean by humility, doubt of his power. But really great men have a curious feeling that the greatness is not of them, but through them. And they see something divine in every other man and are endlessly, foolishly, incredibly merciful.” 
― John Ruskin


#OrangeisTrust #OrangeisCool #JayJasper #DesertSellerAZ #MentorLeadership

The Mirror again, the answers lie within

― “Peace doesn’t require two people; it requires only one. It has to be you. The problem begins and ends there.”
― Byron Katie

One of the most difficult yet freeing is when one arrives at the realization that we are the only ones that can make us happy.  Whether it be in our relationships, work, or faith, we are responsible.   It is easy to play the blame game.  This person was a horrible parent, or he or she didn’t give me what I needed in the relationship or the boss didn’t give me the support I need so that is why i failed.  Bottom line?  This is just crap.   When we lash out at others, blame others, hate others, it is really a reflection of the opposite.  We are mad at ourselves, we hate ourselves, we failed the relationship.

When I was able to look myself in the mirror and believe that I am fully capable of instilling my own self love, happiness and success, a shift happened.  As I continue to love me, believe in me, be happy being me, embracing who I am and the gifts I have, the shift continues, the course is different, the dark lifted and I am now able to see myself and my gifts for what they are, God given gifts.  Unique to me.

When you are angry at someone, or yourself, consider these questions:

  • Question 1: Is it true? …
  • Question 2: Can you absolutely know it’s true? …
  • Question 3: How do you react—what happens—when you believe that thought? …
  • Question 4: Who would you be without the thought?

Simply put, most everything that we are angry about, has more to it than what we see on the surface.  If we removed the thought, something only we can do, what would change.  In my case, the change was a massive shift.  For the better.

We are all quick to blame, get angry, throw the first stone, but when we are honest with ourselves, it happens most often that the person we are really mad at is us.

Give it a try.  What do you have to lose other than misguided anger, wasted energy and keeping the real issue buried which prevents us from reaching our highest potential.

“Realize that true happiness lies within you. Waste no time and effort searching for peace and contentment and joy in the world outside. Remember that there is no happiness in having or in getting, but only in giving. Reach out. Share. Smile. Hug. Happiness is a perfume you cannot pour on others without getting a few drops on yourself.” 
― Og Mandino

Hey! I am talking to you!


“To each there comes in their lifetime a special moment when they are figuratively tapped on the shoulder and offered the chance to do a very special thing, unique to them and fitted to their talents. What a tragedy if that moment finds them unprepared or unqualified for that which could have been their finest hour.”
― Winston S. Churchill
This is how I have felt at time about following my calling.  Human nature is programmed to following a path that has been wired into us from our DNA and from our environment from the time we were born.  But this wiring, most likely has bypassed your calling.
In my life, I have spend a majority of it trying to fit into what I believed others expected of me.  Going in directions that I didn’t enjoy or was not very good at to be with the crowd that I believed I wanted to be with.  What a waste!  Not that their activities or interests were a waste (well, some were), but that I missed out on my true passions, interests and masked the true me.
Here are 3 thoughts to consider when uncovering your true passion:
 1. Listen.One of the key tenets behind design thinking is empathy. That is, to truly understand the other person’s needs rather than what we assume that person needs. It is the first step to understand the root issue that needs to be solved. Similarly, we must begin by being empathetic with ourselves. Yet we are often our own worst critics. If we turn an empathetic ear and truly listen to ourselves without judgment or criticism (You want to be a ballerina? Tell me more…), we might just get a better idea of what our true selves want—not what someone else (including your own critics) tells you what you want or don’t want.

2. Question your answer.

We often declare something we want, but can’t figure out how to get it or why we’re having trouble getting it. What we think is the answer may in fact only be the starting point, a question that needs to be peeled back to discover another layer of the onion. We want a new job. We want to be promoted. We declare these statements as our goals, but get stuck in achieving them. Instead, consider the why. Why a new job? Why a promotion? What is the root issue behind the declaration? Perhaps we don’t really want a new job, but we’re seeking growth and meaning in our work that we’re not currently finding. Is a new job the only solution or are there other things we can try without leaving our current job? Reframing the issue can help unpack the real question and help us move forward.

3. Stop trying.

Even though it seems everyone gets a prize for effort and participation these days, trying and trying and trying sometimes seem like Sisyphus rolling the stone up the hill, only to have it roll back down. We may be expending too much energy on “trying” but not actually doing. Imagine you want to go skydiving. Standing on the airplane doorway with your parachute ready to go is evidence of really trying. But if you never jump, you’re never actually skydiving. You’re just trying. You could spend days and months and years, and a lot of money making the attempt. But no matter how many times you go up on that airplane, no matter how many different packs you put on, and no matter how many instructors you have, you will never sky dive until you jump. Jump.

All easier said than done, but start small, I did.  I love art, music, bright colors and teaching others.  These passions have all be stifled over the years from elementary school by the perception that they were not what I needed to follow to fit in.  So small steps, I started painting.  What a joy for me!  And it was easy.  I went to one of those wine and painting evenings.  I uncovered one of my passions.

I encourage everyone to seek out their passion.  When you open us passion, success follows.  So, I am not selling art, but I am happier in my career, life and relationships because I have a way to express myself.  This has spilled over into expanding my love of music and mentorship of others.

Do not miss out on your calling and passion.  Actually, those that have an appreciation for the things I do are easier to connect with than those whom I thought I wanted to be a part of.   And, those that do not share my same passion and calling actually are more interested in connecting because of our true differences and passions.

Take time for yourself.  Embrace who you are.  You might find out as I did that the person you have been hiding is pretty darn AWESOME!