It's gotta be the shoes...

This year I decided it was going to be THE year for golf improvement. I had never really considered myself an “avid golfer” in the past although I have chased a ball around since I was 12. It’s simply been a pleasant way to get outside with friends and enjoy the day.

At the beginning of the season I was invited to play at an outing at probably the nicest course I have ever played. I was partnered with the club champion (who was an absolute saint) and proceeded to shoot the worst game of my life. So on the way home I pledged to myself and the golf gods above that I would get better this year.

To do this I did what most golfers do – I headed directly to GolfSmith (the golf mega store) and dropped a couple hundred bucks on a new club that I was sure would “change my game”. Next weekend, with savior club in hand, I headed out with friends and proceeded to shoot an even worse round.

What happened? I spent a good chunk of change on the latest and greatest technology to improve my game and still nothing? Was the club defective?

The next day I was on the GolfSmith website AGAIN and saw and offer for their golf school. It was an hour lesson discounted where they would analyze your swing. “This was it!”, I told myself. The cure all and all it would take was another hundred bucks, and I would be a pro! Awesome! They promised the latest in technology, whiz bang and other stuff. I couldn’t fail.

I met my instructor the next day and hooked me up to a mutli-camera-angle computer with all kinds of elaborate graphs and monitors. This was going to do it – Golf 2.0! At the end of my lesson Chad, my instructor, provided me a number of tips, tricks, and fixes for my game. I was astounded by the insight provided and could almost visualize myself hitting consistent 300 yard drives straight down the fairway. Then the truth came in…

“If you can do some of these things your game will probably improve”, said Chad, “but to truly get BETTER and consistent with your game we need to start from scratch. You have really bad habits from your grip through your follow through that are hindering your game. You need lessons focusing on the fundamentals of golf to really become a good golfer.”

What? No quick fix? No computer aided harness that I can wear on the course? Can’t I just throw money at the problem?

“No”, Chad replied. “It doesn’t work like that. It all comes down to educating you on the proper swing and core fundamentals, learning the advancements of the game and practice, practice, practice. That’s why there are so many bad golfers out there, because people don’t want to work at the issues that are there. They want to buy the latest club, putter, DVD or single lesson to get better.”

Fast forward three months to this weekend. On Saturday I shot the best round of my life, an 86, at Foss Park in North Chicago. What lead up to this?
* 12 one on one lessons with my instructor Chad
* 20 practice sessions at the bay
* 40 large buckets of balls at driving range
* Countless hours at the park with the dogs practicing

My point with all of this, (insert Real Estate Analogy FINALLY!) is that Social Media and any other “quick fix” that’s promised to you by a Facebook or magazine ad isn’t going to cure an ailing real estate career any more than my $200 driver did my golf game. In fact, COACHING isn’t going to fix your career either unless you are willing to do the work OUTSIDE of coaching to advance your career.

There has been exponential growth in the “Social Media Coaching” sector across all industries. Former agents and others have been popping up with “Expert” and “Guru” in their title/job description promising, “Increased leads and ready-buyers/seller tomorrow!” As a coach this makes me sick, because many of them are preying on desperate agents that are watching traditional marketing avenues dry up, their bills pile up, and closings completely evaporate. But it’s the quick fix. It’s the magic bullet to many. And some will look to this as the Dexedrine of the Real Estate industry.

The long and short of it is that, you cannot afford to be a “good” agent any longer – and being a “GREAT” agent doesn’t start with your Facebook or Twitter prowess. It starts with you knowing each and every nuance that has developed in your industry as of late. It includes knowing market statistics, financing questions, hyperlocal neighborhood information, school district boundaries/test scores, and killer negotiation and contract skills (for a start). It’s going to take you just as much time (and possibly more) as it took me at the driving range and practice bay to REALLY differentiate yourself as an agent.

The difference is that much of what you need to learn and know is free. Free educational classes through your association, free knowledge sessions from your preferred lender, free webinars from people like Reggie and Nicole Nicolay on how to use Social Media, and free resources like I put on my blog here under the “LEARN” section. There are people out there that might not spend the money to advertise in “Realtor Magazine” or pay for Google Keywords, but are closer to experts than many that do – (although they will probably NEVER call themselves an expert!)

So if I could give you a dollar’s worth of advice:
* Get off Twitter/Facebook and go to your association’s training
* Go out to coffee with your lender to hear about financing
* Read industry publications that discuss changes
* Shadow an excellent agent on a listing presentation
* Ask your broker for help
* Go on broker open tour and pull stats for that area
* Commit to becoming a GREAT agent

It all begins, continues and ends with the mentality that the career you have chosen is hard work and you need to continually evolve with it. You deserve to be a great agent, and more importantly your CLIENTS deserve you to be a great agent. Make a commitment today to learn how.

Epiphany (def): a sudden, intuitive perception of or insight into the reality or essential meaning of something, usually initiated by some simple, homely, or commonplace occurrence or experience.

Many of us have had these monumental life-changing moments of discovery.  Sometimes they come in the form of a higher level of understanding, consciousness, or other moments of clarity.  I can honestly say that I’ve had a couple of these instances in my life, and I consider myself lucky.  But the one that I feel is best serving for today’s marketplace, for the difficulties and challenges we are all facing in the world today, came to fruition in the one of the most unlikely places for authenticity and delivered by a hipster in a suit with a microphone.

In a previous life, I served as Director of Career Development for a Prudential affiliate here in Chicago.  Yearly the Prudential franchises all get together at their national convention for a week long celebration of top producers and branding hoopla.  2005’s celebration, at the pinnacle of real estate’s glory day, was held in Las Vegas.  Somewhere near the end of the convention, in a morning keynote session filled with hung-over agents, (and just as many empty chairs), I met someone that would change my life forever.  I had never heard of him before and hadn’t read his books, but the message that was delivered was timely, embraceable, and (in retrospect) a precursor to where we are today.  The moderator introduced him as the Chief Solutions Officer, (CSO), of Yahoo! and here began my life as influenced by Mr. Tim Sanders.

A skinny guy in an ultra modern suit took the stage, began his presentation, and I was mesmerized.  For the next 45 minutes I didn’t take notes, I didn’t write or check emails… I sat and listened, hanging on every word.  He didn’t talk about marketing strategies, direct mail, or lead capture.  Tim simply preached a message of social karma he referred to as “Love, the Killer App.” and from that moment on, I considered myself a Lovecat.

The three steps to becoming a “Lovecat” and instituting a campaign of “biz love” into your career are as follows:
1.  Share your network with those you connect with
2.  Share your knowledge with everyone who might benefit
3.  Share your compassion with those that need it

Tim went on to use examples of this new mindset, tell stories of “Lovecat Achievement”, and read exerpts from his two books, “Love is the Killer App.” and his newly released (at the time), “The Likeability Factor“.  Each point he made was crystal clear, almost as if reminding me of something I already knew, yet forgotten or locked away deep inside.  And maybe that was it… maybe it was simply professional reinforcement.  someone accomplished and respected in the “new” business world that simply said to everyone listening, “It’s ok to be a nice guy/girl. And not only is it ok, but you will be more successful in business and in life by being a giving, sharing and caring individual.”

I ordered both books from Amazon as soon as we got home from Las Vegas and literally devoured them many times over.  I highlighted, made notes in the margin, dog-eared pages, and clipped excerpts for my presentations.  My “new agent” training began to include an entire section on “Releasing your Inner Lovecat”.  I ordered copies of “Love is the Killer App.” in bulk, began writing notes to people I knew or met inside the cover, and giving them out at random.  I reorganized my reading behavior so that I could become a resource to those around me at work and in life.  Networking events became quests to distribute new found knowledge and share insight with others.  I was more than an advocate, more than a fan, I was a prophet for “biz-love” and I have never turned back.

The Lovecat, Social Media and Karma

I’ve always thought that real estate is the perfect industry for a “Lovecat”.  From the first days of training, agents are taught to cultivate their sphere of influence, ask for referrals, and continually add to their database.  Unfortunately most training programs are focused on the acquisition of contacts and not the engagement of them. As 1000watt Consulting so brilliantly pointed out in their video, “I Am Not A Lead”, we refer to our circle of influence as leads, contacts, and databases.  We capture them, drip on them, and bombard them with the N.A.R. mantra that it’s always a “Great Time to Buy”.  Even now with the evolution of Social Media/Networks, coaches charge hundreds of dollars to attend seminars and webinars geared at adding more and more people to your <insert social network here> “friends”.

But those who are really using this wonderful new technology correctly are different, and it struck me about a month ago when I was re-reading “Love is the Killer App” for the hundredth time.  “Sanders predicted this 5 years ago.”  Back before Facebook was more than a college network, before Twitter was a concept, before Web 2.0… the “Lovecat” mentality was changing the REAL world and how people interacted with one another.  Think about it.  Isn’t this what the mentality of the Social Web is all about?

1.  Share your network – (#followfriday, LinkedIn introductions, Facebook Friending)
2.  Share your knowledge (Twitter link sharing, RSS, blogging, etc.)
3.  Share your compassion (genuine interaction, collaboration, help)

The lines that once divided life and business are forever erased.  My favorite analogy is that our parents were actually part timers in the workforce compared to us today.  We are being forced, whether you like it or not, to embrace a genuinely authentic brand that carries into both our personal and professional lives.  And as we adapt to emerging technologies and spread our network of influence further each day, the  Lovecat mentality becomes all the more important for one reason if nothing else.

“We as people (both providers and consumers) don’t have the time or desire to affiliate with those not providing value to our lives in one way or another.”

This is no difference from one industry to another today.  Online or off, we have come to expect value from those that we choose to associate with in one way or another.  Value might not be the correct term for what we are sharing today, and so I suggest we use a Sanders-ism presented throughout his books, “Biz Love”.

“Biz-Love” is defined by Tim as a relationship where “I promote your growth intelligently in a win-win sort of way. Biz Love could be mentoring an employee in a way that not only promotes the employee’s personal growth, but increases the value of that employee to the company.  Another example of Biz Love could be bringing customers or partners together to increase the size of their network, their capacity, and their growth.”

The question becomes, “How are you showing and sharing your biz-love with your network?

“Biz-Love” The Only Differentiation in a Commoditized World

“Biz Love” isn’t just THE way to personally run your business, it also serves as THE true differentiator in a world overwhelmed with choice as Jack Trout discusses in, “Differentiate or Die”.  That almost every element of life has become a commodity, is something we can see in business or walking through our local grocer.  True differentiation has become so few and far between, that when something actually STANDS OUT, it becomes more than a brand, more than a product/service, it becomes a movement.  And when I think about brands that have achieved this “movement” status, every single one of them… EVERY ONE… operates from this Lovecat principle.  Think about it…

DELL – facebook videos on how to use social media (sharing their knowledge)
Amazon – if we don’t carry it we’ll introduce you to someone who does (sharing their network)
Southwest - have an emergency and need to change your flight? no problem (sharing their compassion)

I would argue that every business or brand that TRULY stands out to you today is capitalizing on providing their network, associates, clients and the general public with an incredibly high quotient of “Biz-Love”.  I might also suggest that this mentality could possibly be the only true differentiator left.  Service and Quality have become run-of-the-mill expectations.  Price can be a factor, but cannot be considered a differentiator.  Your “Social Karma”, “Biz Love” or “Network Value Quotient” are true differentiators that will set you apart from those around you, ascend you (and your business) to another level, while building a network, or movement, of raving influential fans.

Life, Likeability, and Lovecats

Probably one of the most important, yet underestimated, outcomes of operating from a position of abundance rather than scarcity, is it’s effect on life as a whole.  So many, including some of my best friends like Rob Hahn, spend so much time trying to calculate the metrics behind what I call a Social Karma Initiative, that they tend miss the big picture influence.

Human beings are emotional creatures. We all have certain needs in our lives.  The need to be loved.  The need to be heard.  The need to be understood.  We are also, (whether we admit it or not) ego-driven in both our lives and business.  By approaching life as a “Lovecat”, we are able to feed these human desires and in doing so, live life in a happier, more content, positive state.  In his book, “The Likeablity Factor”, Tim discusses a study that shows that people who were categorized as “more likeable ” typically had better relationships, were more successful, lived longer, and judged their overall quality of life HIGHER than those “less-likeable”.

In today’s world of financial insecurity, job instability and crisis it’s hard to see the forest from the trees.  We tend to focus on “right here right now” results rather than long-term influential goals.  Something like “Social Karma” or “Biz-Love” seems trite while contemplating next months mortgage, a looming car payment, or if we’ll have a job next quarter.  But think about this… From the network that you currently have, “who is doing better in life?”  The Lovecat or the person living in scarcity?”  Take it a step further.  “From those in your network… who would you recommend if a business opportunity arose?” Again, I’m assuming that the first person you thought of fit into the definition of a Lovecat.  Likeability and the Social Karma you provide to those around you make you memorable, enjoyable, and indespensible in our overly chaotic world.

The world as we know it is forever changed and we must change with it.  And where I believe, and can see in my own life, that the “Lovecat”, “Biz Love”, and “Likeablity” are absolute MUSTS to compete in business today, they are far from the silver bullet.  They are principals to set for yourself and your business.  Most importantly, they are a set of values that each and every one of us can put into place tomorrow for they are inherently grained into our DNA as human beings.

And so my challenge to you, regardless of your position or industry, is to purchase “Love is the Killer App”, devour it, share it with everyone around you, and join me as a “Lovecat” in the world.

Read More from Tim Sanders at:

www.SandersSays.com

www.TimSanders.com

or on Twitter @sanderssays

Picture this…

You own a brokerage in a major city. You are an established name. And like everyone around you, you currently suffer at the hands of the real estate downturn.

Business is down 40% and your costs are spiraling out of control. Costs that include:

Print advertising. A surplus of marketing, IT, managers and support staff. And a lease for office space that provides too much room for too many agents who have no need for it.

This image is filled with roll-top desks, conference rooms and employee break rooms. It could be an office in any town, in any city, in every corner of the United States. And somewhere, in some lonely office within it, the sound of CFO’s weeping only masked by the whispers of agents talking near the coffee pot can be heard.

“So… how’s your business”
“Business? It’s really tough out there.”
“Yeah. Did you hear about Steve? He went to (competitor X) the other day?”
“Really? Wow… Sally took a part time job at Coffee-Joes.”
“Huh… That’s smart. Gives you a little cushion.”
“Yeah. I’m hoping the Spring Market kicks in soon.”
“Uh-huh. Maybe the stimulus thing will help. I wish it was still $15K.”
“Well, I spent some money on a program to get some Internet leads yesterday.”
“Really? That’s a good idea. I just started a blog.”
“That’s a great idea. I heard about that Social Internet. That’s where the buyers are…”
“Uh huh… I’m going to focus on the Luxury Market.”
“Well… I’m gonna go to some broker’s opens. Wanna go?”

Do these images look and sound familiar?

What it could look like .

Unlock this door and enter a 2,000 sq. foot space. Inside are half a dozen customer service people with varying degrees of specialties that range from sales to legal to mortgage services.  Outside, an intern arranges the courtyard space that includes tables and chairs that run along the sidewalk. Outside, music is piped in from satellite radio. Inside the flat screen panel televisions spark to life. The smell of fresh locally-roasted coffee roasted specifically for your company and branded with your logo begin to fill the air as a local pastry company delivers trays of treats.

The agent “sitting floor” dons a headset connected to her computer linked by VOIP to a central server that holds all the company listings, information, and agent contact information. The first call of the day arrives. Since the caller dialed an extension for property information, before the call is answered, the property information, pictures, property videos, neighborhood market information, tax information and comparable properties are populated on the screen.

The agent who answers the call is instantly able to provide all the information to the caller. Since they are part of your “Client Care” group they can communicate effectively and intelligently with the caller on all buying and selling . The selling agent’s schedule also appears on the screen, so the sitting line agent can setup a buyer’s interview an hour before a the appointment, which is sent immediately to the selling agent’s handheld.

A stream of passerby’s stroll through the door taking advantage of the ancillary services made available to them. Whether it sipping coffee, accessing the web from the mini bar of computers, stock quotes, RSS news feeds, and short video spots of properties and the company’s current CSR projects flow across the LCD screens as they wait. For those have brought their laptops they freely tap into the Wifi provided and log in from the companies branded webpage that also includes local news feeds, real estate information, videos of homes for sale, current market statistics, and more.

Outside the brokerage their solar powered sign displays the time, the temperature, current interest rates, as well as the # of kilowatt hours this particular office has saved by doing their part to go green. A fleet of Zip-Car hybrids that sport the company logo on them are parked out front available for both agents and local residents to use upon request. A number of dog bowls with fresh water line the side of the building and in the windows are pictures of local school outreach programs, sports teams, and children’s social responsibility groups that this brokerage has been a part of.

A young couple enters and is immediately greeted by an office manager who answers their many questions about the current real estate market. As a result of this discussion, which reveals them to be first time buyers, their needs are matched to the appropriate agent rather than whoever happens to be free at the moment.

The right agent greets the couple and takes them through the process of buying a home, the benefits, potential downfalls, and explores their short – mid – and long-term goals. He discusses school districts, why they are looking to buy a home right now, the current state of the real estate market and then asks if they have learned about “Financial Responsibility in Lending” yet. The couple replies no.

The agent invites the lending professional who occupies space inside this facility. They present a “Financial Responsibility” worksheet for these first time buyers. It’s a multi-paged brochure that discusses the responsibilities associated with mortgages, what is needed to apply for one, and what type of information will be required to apply for a mortgage.

An interested lunch crowd is invited to gather and attend an impromptu performance that includes a set list of economic talking points such as “Improving your Credit Score” and the Are you stimulated by the housing bill. This free seminar is held 2 times a week and is part of the “Home Buyer Education Curriculum”. A free flash drive containing budgeting software, articles, and a copy of the presentation is provided to each of the attendees upon completion of the seminar.

Wouldn’t YOU want to work here?

The real estate office of the future starts… and ends… with the real estate Company of the future. I think that this is a good start.

Matt Dollinger
Read more like this at The You Factor.com