Sizzling Steak and Magic
I love dinner. I love eating out. I love to eat dinner at Flemings Steak House.
I live in Houston Texas. Steak Houses are everywhere. They all cook Steak and serve cocktails.
What’s the real business of a Steak House? Is it to cook steak and sling drinks?
NO.
Their real business, if they crave raving fans, Yelps and profits, is to serve “Emotionally Evocative Experiences”, “Visual Delights”, “Tongue Tease” and “Feel Good”. It’s not ALL about cooking steak, it’s about the entire dining experience.
What Business Are We In?
[FYI: This share was inspired by content and comments contained in twos posts authored by Erion and Lani. Check’m out: E = ONE and L = TWO.]
I hear, ” I sell houses”. I say, “WRONG”.
Selling a house is the result of what WE DO. A myopic focus on selling houses leads to survival, short term success and finally, Burn-Out. Want to open a can of Break-Out Thrival? Read on.
We live, work and play in a Trust (Consistent, Accurate, Timely, Honest, Safe), Experience (Evocative and Engaging) and Entertainment (Fun, Interesting, Unique, Provocative) society.
Serving true Trust, emotionally evocative Experiences and Entertainment leads to loyal fans, perpetual referral recommendations, closed sales, big-bank and Break-Out Thrival.
IMHO, Our Real Business Is Communication. Presentation. Solutions. Inspiration and Leadership.
Communication: How we broadcast and share.
Is what we say Interesting or do we drone?
Are we believable, accurate and trustworthy or do we BS in broad generalities and frustrate with inconsistencies?
Do we roll rigid and old-school-antique or do we Watusi 2010 style with Facebook, YouTube, Twitter, Email, Text, Blog, etc. (I remind myself, all this 2010 whiz-bang is simply a tool to create opportunities to meet, share, connect and conversate in person.)
Do we hope and opine for incoming contact or do we reach out, help out, engage, educate, serve and solve?
Do we shout and monologue or dialogue and share?
Do we chase, capture and churn or attract, connect and loyalize?
Presentation: How we create impressions and perceptions through our physical, verbal, digital and collateral actions and manifestations.
Are our marketing messages fresh, clean, bright, encouraging and professionally designed or Jurassic, aimless and amateur.
When our stomach’s in knots, our patience frazzles and our dauber’s down, do we host a pity party or RISE UP?
Does What, Where, How and When we present, position us as the authoritative Go To Icon or invisible, forgettable and broke.
Solutions, Hassle Prevention and Friction Free Convenience:
Nobody wants a pain in the ass experience. Everybody enjoys, employs and referral recommends providers of convenience, speed and reliability.
How’s our track record for returning calls and emails?
When crisis and challenge flash-flame, do we solve and resolve with confidence and deliberation or do we melt into a squishy puddle of paralyzation?
Is it all about our schedule, our rules, our ways or is about client convenience, flexibility and custom-fit ?
Is it complicated or simple?
Do we follow a proven system or fly by the skid-marked seat of our underpants?
Inspiration and Leadership:
Hugh MacLeod, “The market for hope is infinite”. Napoleon, ” A leader is a dealer in hope”.
Does our attitude attract or repel?
Are we stingy or generous?
Are we credible?
Do we surprise and delight or disappoint?
Does our physical appearance and demeanor ooze confidence?
Do we smile, encourage and support or discourage and criticize?
Do we complain, blame, gossip and spit excuses? These traits are the opposite of attractive, which means they repel or are repulsive.
Do we listen and understand or plow forward and puke?
Are we passionate, candid and real or mercenaries, opportunists and posers?
Do we preach too much? Ummmm, yikes, I’m feeling guilty. I’m gonna wrap it up by saying, IMO, the most successful and happiest people don’t focus on selling real estate, they focus on delivering experiences worth repeating and sharing. Selling houses is just a slice of the over-arching business and lifestyle of a successful and rewarding real estate career.
My 27cents. Cheers.
PS. What business are you in?
PS. On reflection, this is a long list of aspirational stuff. Nobody can be all these, all the time. For me, the goal, the fun and the surprise, is all balled up in the fizzy journey towards doing better. Thanks for reading.
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Fred Romano
September 14, 2009 at 11:45 am
Reading your posts are like watchin a dubbed kung fu move. Whats the plot… reading the subtitles… trying to understand the storyline. Uggg! Still fun though 🙂
Joe Loomer
September 14, 2009 at 11:47 am
Love what you do and you’ll never work a day in your life….
Last week, at a new construction listing, my buyers asked for a minute to talk privately. I took the opportunity to take a short walk down the street and noted another home that fit their needs but had not been on the list of homes we’d worked hard to put together.
When I went back to get them, I suggested we view the home they had previously excluded. They loved it and wrote a contract. I think it was because I like what I do and didn’t just go outside and stop being an agent while they talked. My professional interest was peaked by the exterior aesthetics of the other property, I liked it, and thought they would too.
I like what I do, and the reasons have a lot more to do with the “Taking Care of Sailors” attitude I was taught as a young Chief than they do with making a living. Thank God for great leaders and teachers in my life that don’t let me take anything for granted – including my own attitude. You’re one of them, Ken – thanks for another hit.
Navy Chief, Navy Pride
Ken Brand
September 14, 2009 at 12:03 pm
Fred – Thanks for the feedback. Sorry it’s hard to read, hell half the time I’m not even sure what it is I’m talking about and I’m doing the talking. Seriously, thanks, I’m not trying to make it harder that it should be. I’ll work on simplifying. Cheers.
Joe – Amen, you gotta love it or leave it. Rock on Joe.
Ian Greenleigh
September 14, 2009 at 5:34 pm
Ken-
Providers of experiences we all are. People like you are providers of GOOD experiences. Such are the kind that make it unnecessary to ask for referrals, testimonials, or introductions. Give someone a good experience and they want others to share it, and share it they will. It’s amazing what can be accomplished by treating people right, deviating from the “script” when needed, truly listening and being honest. You’ve got the right stuff, Ken. I love reading your observations.
P.S. Thanks for mentioning texting in your 2010 toolkit.
Bob Gibbs
September 16, 2009 at 2:20 pm
I agree that focusing on “Selling a house”, or “Lead Generation” comes from a place of lack. It is much more rewarding and fulfilling to actually help someone with that person’s best interest in mind. Even if it means no paycheck for us. I have found that keeping a focus on the clients best interest actually results in more business. I have received many referrals from people who have yet to have a transaction with me.
Atlanta Real Estate
September 16, 2009 at 8:46 pm
I agree and good post.
After the first meeting or two, my cleints and I are just having a GOOD TIME. Hey, why not.
Laughing, joking, casually going through the showings, being candid, etc.
Check out some of the feedback in which this resonates:
https://www.atlantarealestateinfo.com/grgresults.php
“Also, he was very fun to ride around with and we enjoyed his company. Use him! T&K”
I’m not bragging on myself, just helping you prove your point, Ken….you’re RIGHT!
Rob
TomFerry
September 17, 2009 at 7:57 am
Ken-
I challenge everyone who is reading your posting to honestly look at themselves and their business and answer the questions you’re asking. We have to get clear as to where we’re going and how we’re getting there in business.
Thx for the posting Ken.
TF