I presented three different sessions this past week in Billings, Montana. I really enjoyed meeting all of the attendees who had come from all across the Treasure State to earn credits towards the Graduate, REALTOR Institute (GRI) designation.
I feel really good about my sessions. I know that I brought my “A-game” to each and every audience and know that I delivered on my mission statement, which is to “teach with passion and enthusiasm instilling confidence and excitement in my students.”
I received lots of positive feedback from the attendees, both in person immediately following my sessions and in social media posts afterward. But there was one moment of “feedback” that really made me think…
“Do you really do everything you talked about in your sessions?”
The question came from one of the younger Realtors at the event (both in age and in tenure in the industry) so I’m not sure whether to chalk it up as unbridled naiveite or a confident swagger found in those who believe in the “fake it until you make it” approach to business.
“Really?” I responded. “You think I was just bullshitting with y’all for 4 hours?”
“I don’t mean any disrespect,” he said. “It just seems like you had lots of great ideas, but I didn’t think they were all the stuff that you actually do yourself.”
I didn’t get offended (but maybe I should have). I actually got inspired.
Do I hand-write notes? Almost every day. *
Do I follow up or connect with people in person, on the telephone, via email, using text, or through social media? Almost every day.
Do I seek out people in my travels or local community doing things “above and beyond” what is expected and find ways to shine the spotlight on them? In this blog, or on Facebook, Twitter, or Instagram? Every chance I get.
Will I use people’s names every chance I get? And will I do my best to remember those names? Heck yes. That’s why I remember Montana all-stars like Janelle, Carmen, Michaela, Steph, Jase, Alfredo, Tonia, and Regan from my interactions with service providers in and around Billings last week.
Do I work hard to earn trust by being competent, confident, and consistent? Trust me, I do.
“It always seems impossible until it’s done”
Nelson Mandela
At the closing session of the event, the young Realtor sought me out in the back of the room. He sheepishly apologized for his questioning and doubts the previous night. He said he shouldn’t have phrased his inquiry that way.
I laughed and grabbed him by the shoulders, assuring him there were no hard feelings. I was glad that he felt my message might have been too good to be true. The things I spoke about are pretty easy to do but they can be difficult to do every day…over and over again…week after week, month after month, and year after year.
I feel pretty confident that this young man will work even harder now to reap the rewards of hard work, effort, and commitment.
Anybody can talk the talk.
You’re going to have to build relationships, solve problems, and have fun if you want to be able to walk the walk.
* I am excited for this young man to go to his mailbox later this week where he will receive a handwritten note from me, sent from the hotel room the morning after the event. I’m also excited to know that years from now, he will probably be telling some eager young agent about the success he has found doing the ordinary stuff extraordinarily well.