15 Things I Learned Last Year

May 8, 2008
Volume 2 Issue #10
 

On April 15, we celebrated our second anniversary, our company not our marriage which is rushing toward 29. Hard day to forget, but I find it interesting how much of what I’ve learned in the past that I have to relearn every year, mostly the hard way. Anniversaries are a great time to reflect on what you learned the last year. 

1-It helps to love what you do. I often said real estate was a lousy job but a great career. Find something to like about your job whether it is flexibility, helping others, a warm place to go in the winter or start to look for another job. There is no good reason to do something you hate. (We love what we do here at the World Headquarters) 

2-Take time off. No matter “how much you love what you do” or “how irreplaceable you are”; you have to take time off. Put the phone or email away for awhile. You will be much more valuable for your clients and you might discover a whole new world. (Last years trip to Nevis in the Caribbean did wonders for our relationship and our business)  

3-Time is an asset to value. Find faster and more efficient ways to do things. You get paid for results not time spent on the job. Spend more time on what is important in life. (We are still working on this one but we try) 

4-Never stop learning. Discover the joy in learning new things. It is stimulating and it just might help you make more money. (Oh the joy of adding some new techno toy to our repertoire) 

5-Respond quickly. The first person to respond to a lead greatly increases the odds of successfully hooking up with a potential client. Quick responses to customer complaints often nips disaster in the bud plus it allows you to avoid that awful feeling when there are unresolved issues. (We try to live by this- up early and hit the email) 

6-Be consistent. This applies to what you say, what you do, prospecting and just about everything else in life. (My goal in life is to be described as boringly consistent) 

7-Admit mistakes. No one is perfect. People are much more forgiving when you admit mistakes. The corollary is to learn from your mistakes and try not to make them again. (Could this really apply to us?) 

8-It is OK to say No. No matter who you are, you can’t help every one. Some clients just are not worth the emotional effort. Some business does not fall into your area of expertise either geographically or by specialty such as residential agents trying to handle commercial properties or visa versa, say no or refer it. (Turned down 2 big jobs that were out of the area of expertise- it hurt but it was the right thing to do) 

9-Things never work out exactly the way you plan. If you can accept this you will have an easier life. Just remember to plan for things not working out. (No one said this would be easy) 

10-Know your competition. It is amazing what you can learn from studying your competition. They may have some good ideas or they may not offer some of the benefits you offer. By knowing the competitors, it makes you a stronger competitor. (The competitors’ sites have been a great source of ideas for us) 

11-Not everyone is going to like you or what you do for them. You can’t please everyone no matter who you are. This is human nature. In order to handle this situation, you must truly believe in what you do. (I still struggle with this) 

12-Ask for help when you need it. No one knows as much as everyone knows collectively. It is much worse not to ask for help than it is not to know. (Some of our biggest improvements have come from clients and vendors help and suggestions) 

13-It is not about you, it’s about the customer. Remember this phrase whenever you interact with a customer and you will have more and happier customers. (This is our company motto which replaced what time is lunch) 

14-Thank you. Don’t forget to use this powerful phrase liberally. People (anyone you come in contact with) love to be thanked and they often return the favor by sending you business. (Thank You!) 

15-It is OK to sell, if you believe in your product. There is nothing wrong with pointing out the benefits and asking people to buy, especially if it makes sense for the customer. If you think they are going to be better off by buying or selling, help the customer make a decision. (We believe) 

There you have what I learned or relearned this year. Now if I can just remember all I learned...Oh, and thank you for reading my newsletter. 

Tech Tip This month’s tip is more a suggestion to make technology work for you. Visit your own website and look at it through the eyes of a visitor. Change one thing to make it a better experience for the person who goes to your site. Repeat weekly or monthly until you have a site that will make a prospect want to contact you.