Dawn’s Coffee Talk

Southeast Region!!  The Dog Days of Summer 🐾 are HERE!  I am sure all of you are finding more and more ways to keep cool!  I have discovered King of Pops!  I threw everything else out of my freezer and loaded up!  Geez, those things are sooo good!  While you are navigating these hot and humid days, I know you are also navigating this not so “hot” market.  Hang in there!  This market won’t last forever, and when it shifts again, you will be well-conditioned for a boost in your business.  In preparing for the writing of this article, I did some thinking time on what makes a great leader?? As we Americans just celebrated Independence Day, I couldn’t help but think about all the men and women leaders who played a role in our independence.  The sacrifices and grit that they endured so we have the freedoms we enjoy today.  America is a great country.  We still have more and more people trying to come to America for opportunity.  We won’t even talk about those presidential debates.  That is another whole article for a different magazine!  🙄. I believe our forefathers who “battled” their way to create the Declaration of Independence had a trait in common that made them great leaders.  They had the ability to attract support to their cause because the people of their day saw them as Leaders with Integrity.  They TRUSTED them to do the right thing.  They TRUSTED their leaders to guide them in the right direction.  They knew that when push came to shove, they would respond with the right actions.  When asked “what does integrity mean?”, most people respond with “Doing the right thing”.  Then some of us like to add…..”even when no one is looking.”  I believe it is the “even when no one is looking” part that separates good people from GREAT people.  It is easy to do the right thing when we are under the spotlight. Fear of embarrassment or exposure keeps us on the right path.  Yet when we do the right thing when no one will ever know…. that is INTEGRITY.  Unfortunately, I recently received news of a agent in another region that was arrested by their local officials for acts that are too graphic to state in this newsletter.  I knew this person.  I liked this person.  I respected this person.  So as you can imagine, I was surprised, shocked, and disappointed when I heard the news.  It wasn’t what that person had done in public….it was what that person was doing when no one was looking.  I often wonder how different people are behind “closed doors”.  My encouragement to each of you this month is to build a legacy of INTEGRITY.  Be someone that others look at and say…..That is a leader who leads with integrity. It won’t be easy.  The temptation is real to give in to decisions, actions, and emotions that are not done with integrity.  Sometimes the “easy road” looks like the right road for the moment until you get farther down it and you realize that it will compromise what you stand for.  We have all heard the saying, “Success is simple, not easy.”  There is a reason for this.  It is because of Integrity.  So this summer while you are out chasing fireflies, eating cold watermelon, and stocking your fridge with King of Pops, take the steps each and every day to protect your integrity.  Say no to things that will distract you.  Say no to things that will compromise your values. Say no to the easy road.  Choose hard.  You won’t regret it!  

Until next time, I will be deciding what is my next flavor of pop to try…..check out this list!!  

https://www.kingofpops.com/flavors

Until the Dogs Days are over, 

Florence + The Machine – Dog Days Are Over (2010 Version) (Official Music Video)

Dawn

Onward and UPWARD!

Dawn

From June KWRI Reports:  In an effort to recognize individual teams and groups we are using KWRI reports which reflect GCI.

PATRICK’S TECH TALK

How well do you know your people? How well do you know your sphere? What really matters to them? Technology can only meet us halfway. Technology can only help us be more human more often.

One of the most significant gaps I find in agent databases and the use of CRMs at large comes down to not a tech challenge but a person and data challenge. Command has the muscle to systematically send texts and emails, create tasks, and keep you on track on the go with Command App, but what it can’t do is have relationships with people. Command is a tool, like a lawn mower, and while a good mower can make the job of cutting grass easier, you’ve still got to get out there and do it (yes, I know this analogy falls apart with automated mowers, but let’s go with it).

Consider for a moment that every meeting is a kind of onboarding into the ultimate real estate sales experience. Imagine this experience to be one where it feels personal, powerful, and necessary. One where you seek to understand their motivations, not just in buying or selling, but in life. How can you be the person who acts not just as a fiduciary in a transaction but as a hub to help connect them to information and resources that will truly help them live their best life? The person they send referrals to, and when they think of real estate, they think of you.

To create a tailored experience like this, it takes getting to know them on a personal level. This does not happen by accident. You need a process: a series of questions you ask beyond just how many beds and baths and what area they want to move. Following the FORD model (Family. Occupation. Recreation. Dreams), you can learn so much about someone, but don’t be surface level; go deep. What’s their favorite sports team? Where do they want to move when they retire? If they could do anything in life, regardless of income, what would that be? When they were a kid, how did they know someone else was rich (this one’s fun to ask at parties)?

Ask yourself:

What passions do I have, and how can I connect with clients who also have those passions?

If I don’t have a certain passion like my clients, how can I learn what they love to make them feel special?

What can I do during the transition to surprise and delight (hint, hint, it’s not all about money or big gifts)? 

Once you have gathered these pieces of information, Command allows you to sort these contacts using tags. This makes future communication as easy as a few clicks with a bulk text or email, a smart plan, or a call list. If you’re passionate about baseball, why not give out some Braves tickets or talk about upsets in your newsletter or other communications? If you’re a super nerd like me, maybe you’ve got a book recommendation list or fun things to do at Dragon Con. A foodie? A list of the hottest new food trucks or restaurants, maybe a pizza or taco map of the city (this can be done with mymaps.google.com). There are endlessly fun ways to connect with others or to reward those who send referrals.

In the end, people are people. We all have needs, wants, and dreams. Getting to know those and leaning into the ones you also love is just one way to connect during those months between transactions. It’s all about emotional proximity. If you’re always there, top of mind, you don’t have to hope they’ll call you. All you have to do is ask.

Leverage the tools. Have the conversations. Focus on what matters to them. Maintain the relationship.

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