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Favors. Dollars. Dimes.

Jump Again by ~sakisc on deviantART


People view you as an expert and the “Go To Gal”.   You know “correct” is happening because people are picking up their phones, dialing your number and asking for your expert answers to their burning questions.  

Questions like:

What’s the deal with Obama’s $8,000 Tax Credit?

We’re sweat’n like swine.  I need digits for a certified A/C dude that can drop what ever they’re work’n on and haul ass over here to fix this piece of crap.

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I’m getting hosed.  These bloodsuckers can’t get away with this.  I want to protest my property taxes and slap the stupid out of city hall.  How do I do that?

A “For Sale” sign just went up down the street.  Can you tell me what they’re asking?

I just got a notice from the Home Owners Association, bunch of damn Nazis, they say that converting my garage into a double-decker Bow-Wow Boarding Hotel isn’t allowed.  Do you have an attorney you could recommend?  I need a pit bull?

And other run of the mill “who”, “where”,  “how”, “when” type questions.  Kinds of questions that a connected, kick ass REALTOR would know the answer to.

Hallelujahs are in order.  People are calling YOU.  You’re NOT chasing, stalking or capturing anybody.  Beautiful.

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While we’re on the subject of burning questions, I have one for you too.  Are you stepping over dollars to pick up dimes?

What do I mean? 

Let’s examine the mundane exchange – stepping over dollars.  Then we’ll imagineer the more magical exchange – picking up fist fulls.

The Mundane Exchange 

You’re busy and fretting over your red river of advertising expenses.  You’re hoping your ad’s payoff….someday, somehow.   You murmur a silent prayer, “Please dear lord, compel my expensive ad’s to make my phone ring.”  

Your phone rings.  Wow.  You’re kinda creeped out, but excited.  

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A past client is calling to ask a question.  You listen lazy, thinking to yourself, “Damn, this isn’t the ad call I prayed for, these people won’t move for years.  This is a freaking interruption.”  

You answer their question in a rush.   They thank you.   You thank them for calling.  Click.

You return to your fretting, the business of bleeding out and tediously chasing complete strangers.  


You’ve heard the joke about the flood, a boat, a helicopter  and God, right?  You haven’t?  Now’s a good time – Click HERE to read the  joke.  It’s a 17 second read.

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Ok, welcome back.  Let’s imagineer something smarter, free and supreme.

A More Magical Exchange

Your phone rings.  It’s Jean. A past client calling to ask a question.  You smile, straighten and focus. 

Jean asks a question.  You listen loudly and ask follow-up clarity questions.  Before answering, you reinforce Jean’s wise decision to call YOU.  Everyone loves to be appreciated, so you hug Jean tight.  You say something like, “Thanks for calling Jean, I know you could have called any number of  real estate agents, I appeciate you calling on me.”  Your words might be different, our result – the same.  Jean feels significant and appreciated – cool! 

You answer Jean’s question.  You chit-chat.  You’re attentive and waiting for “IT”.  You know “IT’s” coming.  

Predictably, “IT” happens.  Jean concludes with “Thank You”. 

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At this precise moment you conjure up the Win-Win White Magic that sparks around the Natural Law Of Shared Favors.  This natural law states that when one good person does another good person a favor, the good person recieving the favor want’s to return the favor.  Isn’t this true with you?  (Plus, you rock the 3 People Principal at the same time)

This Win-Win White Magic isn’t conjured with exact words, it manifests in the presence of sharing favors.  

Here’s an example of a more magical exchange and incantation:

Jean:  “Thank You.”

Me:  “You’re welcome, call me any time, I appreciate you thinking of me.  You know, before I let you go, I’d consider it a huge return favor if you would recommend me to your friends and neighbors when ever they have real estate related questions or are thinking of making a move.  Would you be down with that?

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Jean:  “Sure.”

Me:  “Thanks, you rule, that means a lot to me.   Of your friends and neighbors, who do you think is the next person to make a move?”

It’s that simple.  Your words may be different, our results the same.  We were asked a favor, we delivered a favor, we provided an opportunity for a return favor.  Everyone wins. Beautiful.

Remember to amplify the remarkable you, mail a handwritten note with two of your business cards. Do it immediately. Please:-)

Another question for you.  Wanna get even more magical?  Alright.  Do this next…

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Jamba Juice Your Win-Win White Magic

Jambaed Win-Win is NOT for the under-achiever.  You aren’t one of those are you?  I didn’t think so.  Read on.

You know the person you just referred, the roofer, the painter, the decorator, the accountant, etc.   They appreciate referrals as much as you do.  The Win-Win White Magic of Shared Favors and  3 People Principle swirls around them too.

To Jamba your White Magic with the referred:  

Call them.  Chit-Chat.

Share that you’ve referred them and they should expect a call from your friend.  

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Ask them to call you after they hear from your friend.

Wait for “IT”.  When you hear “IT”, ask for a return favor.

Them:  “Thank you.”

You:  “You’re welcome, I know you’ll do a great job for them.  It’s my pleasure.   I’d consider it a huge favor if you’d keep me in mind for any of your clients or friends who are thinking of making a move.  Would you be comfortable referring me or am I being too pushy?  Who among your friends is the next person that will be making a move? (Your words may be different, our winning results – the same)

Mail a handwritten note with two business cards.

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This is brings us back too…

Stepping Over Dollars To Pick Up Dimes

Our metaphoric streets are littered with free opportunities for the open eyed, eared and minded.  It’s Ok and necessary to chase strangers, but open-wide and remember to speak magic.   It’s fun, it’s free, it’s easy, it’s smart and it’s profitable.

Thanks for reading.  Let me know how it goes.

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Written By

Ken Brand - Prudential Gary Greene, Realtors. I’ve proudly worn a Realtor tattoo for over 10,957+ days, practicing our craft in San Diego, Austin, Aspen and now, The Woodlands, TX. As a life long learner, I’ve studied, read, written, taught, observed and participated in spectacular face plant failures and giddy inducing triumphs. I invite you to read my blog posts here at Agent Genius and On the lighter side, you can follow my folly on Twitter and Facebook. Of course, you’re always to welcome to take the shortcut and call: 832-797-1779.



  1. Dee

    March 13, 2009 at 7:32 am

    Great post! This reaffirms my commitment to helping other people for the sake of helping them and that will be reciprocated if they know you are genuine and not out for yourself. You can feel comfortable asking them for a favor, people love to do favors!

  2. Barbara Metzger

    March 13, 2009 at 4:10 pm

    Good Job! Great message, easy read, easy to remember. Sounds like a classic win-win to me. THE best kind of deal. Very nice, thanks.

  3. Ken Brand

    March 14, 2009 at 6:36 am

    Dee & Barbara – Thanks for reading. Cheers:-)

  4. Matthew Kelly

    March 15, 2009 at 6:39 am

    Great post Ken! Reminds me of Barbara Robin in your office responding to a request I made via my facebook status a month or so ago for a reputable plumber in Spring. She responded literally minutes after I made the request which impressed the heck out of me. You have a nice group of folks in your office and I appreciate their help.

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