Money Is only an issue in the absence of value

Hello all,

"Money is only an issue in the absence of value" 

This is one of my favorite sayings in real estate and in life. In Real Estate most of the time we are dealing with people with a little bit of money. I go by the 10/20/70 rule here, 10% of the people are cheap and see no value in us at all, 20% of the people understand our profession and see our value and the final and most important 70% understand our profession but need to see our value.

To break it down a little further, the 10% group includes FSBO's and the clients who only want to talk about cutting your commission, you need to decide if you want to work with them or not. The 20% group is the best, people who understand our industry, know our value and are just looking for the right professional to get the job done. The 70% group is where this saying really comes into play, they are the mainstream of who we deal with. They are good with paying our fees but need to see the value in us "individually" as a Real Estate professional not just as an industry in order to justify paying our fee. So my question to you is how do you create value in yourself in the eyes of your clients? Every moment we are in front of our clients we are being judged on our value to them. If we focus our approach in listing presentations, buyer pretensions, open houses, everything we do... on building and creating value in ourselves getting paid will never be an issue. 

Enjoy the coffee,

Joe     

INSPIRATION FOR TODAY:

 

"A man would do nothing if he waited until he could do it so well that no one could find fault."  

 

~ John Henry Cardinal Newman 

 

 

SELF PROMOTION! 

 

Been chasing success? Have you caught it yet? Maybe you finally landed a big contract, got that promotion, or reached bonus level at work. Setting a goal and achieving it is gratifying, but it's not usually the end of the journey. Most of us tend to set yet another goal, and take off running again. 

 

There's no such thing as taking one grand step and reaching the summit, even when that one step is the last of many already taken on the journey. If you are not satisfied with every small success, and are always looking towards the next achievement for your ultimate gratification, the likelihood is that you will never reach it. 

 

What drives your need for the big listing or promotion or bonus will not leave you once you've gotten what you thought you wanted. You must take great care not to let your drive for more and more success belittle what you have accomplished so far. Ultimate success does not come with this or any future achievement. It's about the "whole package" or the "big picture." 

 

Do you love what you do for a living? If you say yes, but find yourself constantly pushing for more fulfillment, you might need to reconsider that question. Loving what you do creates a sense of accomplishment and satisfaction, regardless of your position on the ladder. If you're happy not to "keep up with the Joneses," or build mountains of wealth, you are to be congratulated on reaching your own form of nirvana. 

 

Your sense of self-worth is not (nor should be) tied to any one positive or negative event. A happy and successful self is a combination of feelings and beliefs, based on experiences at home and at work. Remember that you are greater than the sum of your parts!