HP has a great commercial about a small fishing company. In the commercial, there is a background chant of “It’s not what you do, it’s the way that you do it. It’s not what you do, it’s the way that you do it. It’s not what you do, it’s the way that you do it, that’s what gets results.” What a great line. I love the premise of the ad.
What separates the performers from the non-performers? “The way that you do it,” that’s what separates them. I was talking to a friend today and that concept came up. I approach real estate a little different from my colleagues.
I’m a results driven broker. That’s the kind of people I want around me. Too much of modern sales are centered around manipulating the client pool. I’m not interested in trying to manipulate buyers and sellers into using me because of the initials behind my name, the company I work for, way I dress or the car I drive, etc. Since I’m results driven, I bring a different approach to the real estate business, and I rarely fail to produce results.
This past weekend, I met a wonderful young couple looking for a second home in the mountains. I drive a Volvo S80, but if I’m in the mountains. I’m not taking it. I also have an Expedition, but it needs to go to the shop for a repair, so that meant my personal pickup truck was called into service. No problem. You’re most likely to find me in it anyway.
The couple seemed surprised to see me roll up in a pickup, but when we went to the second property I encouraged them to jump in and ride with me. Once we arrived, they were so thankful that I didn’t have them drag their luxury car up the mountain. It would have taken quite a beating on the way.
I was in a pickup truck, dressed in jeans and I was in my market – the mountains. If you’re going to be walking around the mountains, you better be ready to traverse it and you had better be dressed for it or you’re going to get hurt or damage your clothes. What’s the point? It’s not what you do, it’s the way that you do it, that’s what gets results. HP nailed it. If you’re going to be a results driven agent, you’ve got to be in tune with every environment you’re in and ready to adjust to the needs of your clients. Clients get it when they see results.