Is a real estate career just a series of transactions strung together over a lifetime? Or is it a series of interpersonal relationships that form, dissolve and then reform again?
I came to this question reading the Negotiation (Amacom, 2013) book in The Brian Tracy Success Library. It’s basically just a pocket guide to one subsection of sales techniques, so I was combing through it for a review. That’s when I came to a subhead titled “The Chinese Contract.” This piqued the interest of my internal anthropologist. I could imagine that contracts would be envisioned differently in China than they are in the U.S. for a variety of reasons. But in what way would they be different?
I was somewhat surprised when I read Tracy’s explanation that Chinese contracts are more flexible, thorough, and durable than American ones:
In the Chinese mentality, everything that can be thought of or anticipated is written down. But there is a clear understanding that, as the arrangement goes forward, new information will emerge and new situations will arise. This new information and these new situations will necessitate revising the contract so that it is still fair and equitable for both parties. Continue reading »
Sometimes it’s nice to get a little incentive to do what you know you probably should be doing anyway. Starting today, the National Association of REALTORS®’ library is offering a special deal to any member who downloads a free book from them through the Member Value Plus Program. Get this: In exchange for you checking out a free e-book from their collection, they are going to give you your own copy of NAR’s Social Media for REALTORS®: Your Website guide.
The offer runs until July 31, but the library is an awesome member benefit even without the incentive. In fact, I’ve been meaning to write about Info Central’s e-book program for quite some time, because I think it has a lot to offer and isn’t widely known among members. They offer more than 3,500 digital books, audiobooks, and videos that can be downloaded to your computer, tablet, or smartphone. The topics tend to be business-oriented, though there are some really interesting options outside of real estate. Continue reading »
I read a lot of press releases. Whether it’s from a brokerage boasting about a great second quarter, a tech company angling to get their new doodad into our Cool Tools section, or an author pitching their latest book, most of them fail on a really basic level: They’re not telling me a story.
Author Nicolas Boillot aims to help you fix that problem when it comes to marketing your business. His newest book (and first foray into the business section), I Killed a Rabid Fox With a Croquet Mallet: Making Your Business Stories Compelling and Memorable (HB Books, 2013), breaks down the elements of a good story into their simplest components. He then explains the relationships between these components. For example, you can spout the values of your business all day long. And you can tell me all you want about how amazing your fourth quarter results are. But can you connect the two? If so, you’re on your way to starting to tell a story.
But that’s just the beginning. Here are some of Boillot’s key points to telling a great story about your business:
Know your audience. It may seem like an obvious point, but that’s just because you remember it from grade school. Things are different now: You’re trying to tell a company’s story. And yet they’re also the same, because you’re trying to tell the story to people. News flash: People don’t want to hear about companies; they want to hear about people. The good news is that your company is full of fascinating people that will tell your company’s story better than it, as an organization, can.
Don’t always follow the leader. Even if it’s you. Boillot reminds readers that while leaders often have a compelling story to tell, “sometimes they have enormous egos, want their stories told, and no one around them has the courage to suggest it’s a bad idea.” Boillot then talks about how he diplomatically helped a CEO see that a video all about how awesome he is would not make for a compelling story, and how he helped the guy introduce some conflict (and other characters) into the tale.