I heard an incredible aviation tale recently. According to the story, at approximately 4000 feet, pilot Henry Dempsey heard a noise from the rear of the plane and went to investigate. As he did so, turbulence suddenly knocked him against the door, it gave way, and Dempsey fell forward out of the plane.

The co-pilot, realizing something was wrong from the ‘door ajar’ warning lights, called in a Coast Guard search mission, changed course and landed at a nearby airport. All this time, however, he never realized that as the pilot fell forward, he had clung to the door – literally for life. As the plane touched down, Dempsey was suspended upside-down with his face just 12 inches from the ground. He had held on so tight, the fire dept had to pry his fingers loose.

So for all of us working through the turbulence of today’s market, holding on for dear life is a pretty good strategy. Renew your focus on the lead-generation activities and stay so committed to your business it'll take the fire department to pry your fingers from it.

It’s a good life!

Brian

I talked to three women in the last ten days who are all Members of our ClubNet Coaching program. Each has been with us many years and all have two things in common at this time:

1) Each is fighting for their life as the disease of cancer wages war on their bodies.

2) Each has an attitude and a spirit that is not only inspiring, but also quite humbling to come into contact with.

I hate to admit it, but I called each one of these ladies to make their day. I know these folks hold me in high regard and because of the nature of my schedule it’s very difficult for me to take time to call folks. So as I dialed each number, I was praying for words of wisdom and encouragement that would truly brighten their day. Each time I hung up the phone, however, it was I who was inspired…inspired by their attitudes, their hopefulness, and their looking to the future.

“I’ll see you at MasterMind, Brian. I know it’ll be a life-changing event.”

“I’m going to a closing this afternoon before my chemotherapy treatment.”

The truth of the matter is that each one of these gals brightened my day with their indomitable spirit, energy and zest for life but I also feel the pang of conviction to be more thankful for my life, my health, my family and for what I do. It’s so easy to get caught up in worries about the market, politics, war and gas prices. In our hearts we know we’re blessed; it’s just so easy to forget it.

So to you three ladies, I thank you. I thank you for your ordinary, everyday example of living the good life and helping me to renew my commitment to treat each day as a gift and for reminding me that all the struggles and challenges of each moment are just part of the joy of the journey.

It’s a good life!

Brian

Easy Eddie doesn’t sound like a typical name for an attorney but it makes sense when you understand that Ed was from the south side of Chicago and his unusual law practice had a client of one; Al Capone.

After doing Al’s books and keeping him out of trouble for many years, Al’s business switched from bootlegging booze to the harsher elements of organized crime. Although Easy Eddie had made a series of compromises over the years, he finally decided it was time for him to come clean. He turned state’s evidence and was the primary witness for sending Capone to jail for life. A year later, a Mob hit took out Easy Ed making his choice look like a mistake.

On February 20, 1942, however, Easy Ed’s choice showed up in the character of his son who found himself flying the sole aircraft facing an enemy bomber squadron bound for the USS Lexington. Single handedly, he shot down five bombers and was later awarded the Congressional Medal of Honor - becoming America’s first ace in WWII.

Easy Eddie’s once disgraced last name was O’Hare, but because of the legacy of a principle-based choice, Eddie’s son Butch not only became a hero but is honored to this day by having one of the busiest airports in the world named after him.

The choices we make every day can either compromise our character or build it up, and the impact is not just on the immediate decision but also on the generations to come. May all your choices be good choices this week.

It’s a good life!

Brian

As I travel across the country training on the Referral Systems, I get to interact with so many in our industry and hear about their challenges and successes. One of the greatest joys I get is to hear from those who are using the systems to work by referral and build a great business and life.

Sales is a contact sport. It’s about staying at the forefront of people’s minds. It’s about phone calls, doorbells, and being out and about in the market everyday. The difference is, when you work by referral you are calling people you know and like.

In our membership programs, we help our 20,000 members zero in on their database using the 3 C’s - Contact, Care and Community. What we’ve found is that if your business is in decline, one of these areas is not in sync. People have false expectations about their database and what it should look like. Remember, it’s a list of relationships, not a mailing list. It’s ok to prune it to make sure you are working with the right clients. Not everyone is your client. You want and deserve to work with great people so utilize the systems that are helping our Members do over six times the national average and give yourself a sporting advantage!

It’s a good life!

Brian

One observation I have of our society at large today is the extraordinary lengths to which people go to avoid pain at all costs. It seems as though any discomfort must be remedied immediately. As markets tighten and the fed rushes to change rates, people feel the pinch and the government sends out billions in rebate checks, and the many borrowers who overextended themselves begin to use their house as an ATM, it can seem like the only solution to search for a bail out.

The real estate business is going through a time of challenge and stress but it’s part of the natural order of things. Prices go up, prices flatten out. There’s no inventory followed by too much of it. I’ve always said it’s a good life; not a great life. Sometimes we have to realize that part of this life requires us to endure discomfort and persevere through tough times, feel fear and all we can do it suck it up, put one foot in front of the other and do the best we can for that day.

Don’t look for someone else to solve your problems. Don’t wait for the market to correct. Don’t expect a government program to bail you out. As you persevere and push through you’ll be strong, better and more resilient on the other side. You’ll have a better business and be more equipped for life.

It’s a good life!

Brian

A couple of years ago, buyer or seller objections were likely related to the lack of inventory, or to multiple-offer scenarios. While this presented its own set of challenges at the time, today inventory is up, the market has adjusted and objections are a big piece of the puzzle you have to solve. Oftentimes an objection is the only thing standing between you and doing business with someone.

Typically, objections are just smokescreens for peoples’ fears. Instead of telling us they are afraid, they’ll throw up a smokescreen as a way to get time to think. When making a decision, we are committing to something and that can make us nervous. And if there’s one thing that can make people nervous, it’s buying or selling a home.

Listen to your client’s concerns; try to help them isolate what is causing the fear and then work together toward a solution. Remember, this is not a sword fight. A transaction is a commission that’s often already spent, but a client is an asset that grows and grows for years to come. Don’t win the battle and lose the war. If you have a desire for approval,  it can be easy to get sucked into an objection so don’t be defensive when you encounter objections. Take a listening approach to this and remember; objections are a smokescreen for what the real fear is.

A professional is excited to deal with obstacles...so go into battle for your clients; not against them!

It’s a good life!

Brian