Thanksgiving ... What Is Really Important?

What are you thankful for this holiday season?  

Sometimes gratitude and crisis are interesting 'bed partners.'  Stories involving crisis bring an additional awareness into our life that provides space for gratitude.  I wish it were different especially as we approach Thanksgiving.  But then again certain events seal the images of family, friendships, health, and memorable loving moments - at least for me.  Although, I would prefer to skip these moments and just be grateful - some how life doesn't always cooperate until we choose to see it from a different lens.

Obviously there is something more I must learn or remember ... maybe I need to choose to be 'in a state of gratitude' all the time?  Ah, that would be a GREAT start!!  So in this moment what am I most grateful for beyond family ... friends who have lovingly impacted my life even in my uncertain moments.

I'm particular aware of 'friendship' as a long time friend awaits upon the next chapter.  I once reflected about this person in a book about my search for love and friendship.  Tonight as the family struggles to come to grips with her cancer fight I am reminded of a few verses of "The Healer":

"The Healer lies still,

Her body exhausted, confronting its own limits,

Hoping to wipe away the pain,

I am struck by her presence.

Her face radiates a divine love.

Her eyes dance with a vibrant energy.

Her smile lights a glow that embraces the stillness.

Her gentle touch assures the nerves left tattered.

I wonder who is offering comfort?

...

Freed from the clutches of my humanness,

Renewed in God's love.

And for that blessed moment,

I am forever aware of her presence in my life."

These words have never been more personally relevant than tonight.  I will forever remember her for sharing a divine love that embraced and accepted me even in my lowest moments.  Thank you my friend!!  I will forever remember your courage, inner strength and most of all your love!

As you gather your family may you spend a moment being grateful of those people who have crossed your path and made a difference in your life.  Those people who unconditionally loved you or who provided a mantel for you to lean on in your time of need.  May you be grateful for their friendship, guidance and willingness to walk with you in your journey.  For me, that is what Thanksgiving is all about - being present to all those people who have shaped me and loved the person that I am regardless of my blemishes.

Fitting in this moment I came across this interview of a person you probably recognize - Scott Hamilton (to view the interview click on Scott Hamilton).  Scott fought the ultimate fight against cancer and has persevered.  Maybe this will be the inspiration for you to remember what is truly important this season as you gather around family to enjoy your annual feast.  From my family to your family I hope that you have a wonderful Thanksgiving!

If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  Thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

OUR PASSION … THE ENGINE BEHIND ‘THE WHY’

So what is your passion in life?  Are you pursuing or following your life passion?  If not, why not?  Three simple questions for you in this edition of Monday Morning Mojo … ok so I lied, they might not be so simple for most of us.  But really is there any thing more important than to regularly check in with ourselves to make sure what we are doing is what we are most passionate about?  If you listen close enough, oftentimes our successes and set backs, as well as the people around us are but reminders in our lives to live and share our passion.

This weekend I was reminded again in conversation.  Several people around me asked … so Jim, what are you really passionate about … and then the big ‘why’.  In our monthly networking meeting last week a guest (who I have never met) following the meeting asked me "what are you most passionate about?"  After sharing with her my response, she continued with ‘it would be great to bring people together based upon them pursuing their passions and not their day jobs.’ 

Gary Vaynerchuk in his book ‘Crush It’ devotes an entire chapter about pursuing your passion in life.  He sums it up by saying ‘passion is everything’ it is the ‘why’ and it is the vehicle that enables us to put the time, energy and effort into something to really make a difference.  The engine that allows for greatness!

Mike King in his blog about ‘Finding Your Passion in Life’ suggests a simple process to discover your passion.  Oftentimes the ‘what if’ gets in our way of finding our passions.  And for some of us we are not ‘wired’ to think this way; therefore, we never even ask the questions.  We are programmed to just get up and make a living … to plod along and provide for our families.  People get nervous when asked “are you living your passion” … why … well the obvious answer is probably that we are afraid the answer will come up … ‘no’!  Then what?  That ‘what’ is really ‘what if’ because the real fear is what if I pursue my passion and can’t make a living doing what I’m really passionate about.  The dialogue in our mind’s eye continues with arguments like … ‘what about the people who depend upon me every day?’  And about a dozen other excuses that prevent us from figuring out what is our real passion, and how can we live our passion.  It is that moment in time where we crawl out on the branch and discover if what we do has ‘real value’. 

Some of us believe that we don’t have to crawl out on that ledge.  That we can just join the work world and do our job.  And after a lifetime of ‘doing our job’ we get to retire, and then enjoy ourselves.  Personally that sounds more like a prison sentence than a real life.  But the other why is because we can only fake it so long; eventually everyone around us will know that what we are doing does not really ‘float our boat’ and we will probably find ourselves on the other side of the employment line. 

So like it or not, the questions of the day remain the same … what are you most passionate about; and are you living your passions?  My hope that each person reading this Mojo responds in the affirmative.  That would be really cool!!  But for those that in the personal confines of your own heart answer in the negative; then I hope you continue to ask and pursue these questions.  My hope is that you diligently engage in the process of self-discovery and never succumb to the ‘perceived’ easy way out.

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

CRUSH IT TODAY ... A DIFFERENT PERSPECTIVE

Recently, I find myself discussing the role and viability of ‘social media’ (formerly ‘Web 2.0’ now ‘social media’ next just ‘media’ and then possibly ‘media channels’) in a business context.  People ranging from realtors, attorneys, accountants, consumers, teenagers, and business owners all seem to weigh in with the sentiment that they recognize that the medium is here to stay; and that in the future it will ‘morph’ into something that has monetary value in business.  But with varying degrees of resistance most people seem to hesitate at the specific value or utility of the social media platform as a comprehensive business strategy.  The size and scope of the numbers of people on the various platforms suggest that many of us are enjoying the social outlet and the ability to connect with family and friends.  Others are quick to admonish people on the business value of these platforms.

Even those who are fully engaged in the social media platform seem hesitant on a viable strategy and implementation plan.  What is your strategy?  Are you resisting this platform, why?  Or, maybe you have recently decided to jump in with both feet on faith ... but you seem to be asking what now, and where am I going with this?  Well … maybe we all need to take a closer look and consider our overall strategy again!  So, I am providing a few perspectives from an individual who is actively building a comprehensive 'brand' and who has figured out how to monetize the social media platform.  Hopefully this will get your creative juices flowing and allow you to overcome any resistance you might currently have ... or not, that is totally up to you!!

Gary Vaynerchuk released his book entitled “Crush It” in September.  Currently, it is number two on the New York Best Seller List.  Gary is passionate about this platform and business in general.  His regular media content is viewable at http://tv.winelibrary.com.  This ‘media channel’ (oh, there is that term again) is a source of entertainment, inspiration and yes even strategic business development content.  I am providing a couple of clips below in hopes that you will be inspired to re-think your strategy regardless of where you are currently, and to broaden your perspective.  In the end if you broaden your perspective … then WE have succeeded.  Enjoy!!

This clip discusses how 'social media' is really at the heart of all business ... it is all about customer service.  Gary delivers a different perspective on the medium.  Don't just listen to the words, notice the presentation (the frame, presentation style, energy, 'stickiness' of his site and the ability for listeners to engage in a conversation with him).  He delivers content embedded in a platform of high energy, 'MTV' flash and a clean user interface that encourages a two-way conversation.  As far as monetizing his brand, well he has several multi-million dollar businesses and brands solely created from the 'social media' platform.  In addition, he has expanded the market penetration of his wine store from a couple million dollars a year in revenue to over 60 million in revenues and growing.  Success is tough to argue with ...

Who said you can't market your service in an airport!



Another interesting perspective is how Gary is promoting, in part, his book - http://crushitbook.com/crush-it-the-experience/.  I watched the three videos contained in this link and what struck me was the novelty of his promotional strategy.  I don't know about you, but I have never seen this type of strategy implemented via the Internet (yes, buy multiple copies get a free gift is not unique; but notice again the presentation of the offer and how it delivers what his audience wants, how they want it and when they want it - back to total customer service and creating 'Raving Fans').

So I will leave you with this final thought and video.  Maybe this will be your inspirational message of the day to overcome any resistance you are having with this Mojo ...

I hope you enjoyed the reflection, and take the time to consider how you will CRUSH IT today and in 2010.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

LOOKING THROUGH ANOTHER LENS …

Have you ever been at a cross roads in your life or business and for some reason you can’t find the answer, sometimes the forest is so thick you can’t even find the questions to ask yourself?  Then out from behind one of the trees a friend shows up and just gives you the answer you were seeking.  You walk away wondering how could they find the right path so easily?  How did they see the issues, options and answers with such clarity and purpose?  Over the years, I have been inundated with these moments – the walls seem to have no doors or windows, and then out of no-where someone beckons me from a door I never noticed.

This week I had the opportunity to be the observer observing.  During an ALC committee meeting at Keller Williams Coastal Properties (KWCP) we were asked to evaluate the options over a commission split arrangement regarding real estate teams.  As part of the ALC, our roles are to remove our agent/broker hats and view the issues from a Company perspective.  The issue at hand was the current policy by which every KWCP agent pays a commission split (a negotiated percentage of every deal) to the Company on every closed transaction up to a maximum of $19,500 per the agent’s annual anniversary date (date agent started at KWCP).  Once the agent closes enough business that the cap maximum has been paid into the Company, then every deal after that the agent gets 100% of all commissions with no offsets to the Company.  This commission split is the primary revenue for the Company to offer a platform of services, and to cover the risk for operating the business.  Agents desiring to build a “team” with other agents working under them have requested that the Company accept a ½ cap ($9,750) from these agents.  So in affect asking the Company to waive this revenue when an agent on the team closes any transactions over the ½ cap limit.

Agents argued that any modification to the existing ½ cap team policy would unfairly “penalize” teams if they paid an amount over a ½ cap when these agents never in the past closed a sufficient number of transactions to warrant owing the Company more than $9,750.  They argued that it would be a win if under the team these agents closed more than four deals (using an average price of $300,000 at 3% commission); and that if this happened the team would be responsible for creating the platform for the agent to earn sufficient money to exceed the ½ cap.  I contend that paying the split to the Company is not a “penalty” but a cost of doing business.  When an agent doing less than four transactions per year joins a team and closes over four transactions, then maybe the agent, team AND Company created the environment for that agent to perform at a higher level.  Furthermore, if the committee endorses a policy that permits this ½ cap scenario, then agents who are “full cappers” (agents/brokers paying $19,750 to the Company) would form teams just to reduce their costs of doing business.  Several agents quickly responded that “successful agents” would never join teams; that in fact, their experience is that as an agent joins a team and receives the value of the “rain makers” training, knowledge and systems that the agents leave the team and work on their own.  Their assumption is that successful agents WOULD NEVER BE PART OF A TEAM SALES ENVIRONMENT.  Under their assumption I agree – no successful agent would leave their own business to join a team just to avoid the “full cap” policy (because under their team model the agent would significant lose commission to the team leader/rainmaker – the team split).  But, what if you changed the team model?  Ah, what if the lens you look out from was changed?  The other people in the committee looked at me like I was an alien from another planet. 

Changing the lens or the platform in which we operate from is happening all around us at warp speed (whether we like it or not).  Maybe that is why so many of us are struggling to keep up.  The committee should critically look at every assumption and don’t assume that just because history may bear out evidentiary proof for their assumptions, that tomorrow will be the same – I would contend that every assumption is being stretched and challenged by the market place and the Internet.  In fact, I would contend that if we don’t challenge our assumptions (change the lens we look out of) periodically, then we will become obsolete, and thus irrelevant within the market place. 

Gary Vaynerchuk in his new book entitled “Why Now Is The Time To CRUSH IT” (allegedly the book is number 2 on the New York Times Best Seller List after just a month or so in the bookstores) states a compelling argument for the value of social media, the Internet and changing the lens from which we operate our business and life.  In fact, he makes a compelling argument that all of us should be working diligently to create our own ‘personal brand’ even if we are gainfully employed at a traditional Company.  Great book, I strongly recommend reading it!  Why is Gary’s book relevant within this conversation … because he is all about challenging the assumptions and changing the lens to build a massive market presence or personal following on a global basis (now that is changing the lens).  In his book, he systematically outlines how all of us can leverage the shifting sand underneath our feet to move ahead of our competition and crush it. 

Just this past Thursday, I was meeting with a successful realtor in Long Beach that currently works at a competitor’s brokerage company.  I was asked to meet with him as part of KWCP’s recruiting efforts with this gentleman.  He in fact operates a realtor team that operates from a different platform than the typical KW team model.  Yes, he has changed the lens and is extremely successful even in this market operating within a team model that has a different focus.  But having said that, when asked about this thoughts on technology in our industry he could not wrap his brain around the concept of a ‘media channel’ and how social media could be leveraged for anything but a social outlet.  He is struggling with understanding social media’s relevance in business, and how we can monetize these platforms.  I encouraged him to challenge his assumptions and look at it from a different perspective.  Will he?  I think given time this realtor will have no choice but to embrace the social media platform, however today … probably not.

In a recent teleconference, Tom Ferry asked Gary Vaynerchuk what is the one thing realtors must ask themselves today?  Gary responded that each realtor must ask themselves “whether they plan on being in business more than three years?”  “If so, you better learn how to leverage and monetize the social media platforms in your respective businesses or you will be obsolete and irrelevant” – otherwise you risk becoming a nonentity in the sea of change that is sweeping all businesses.  Do I agree with Gary’s prediction – three years or done … no, but at some point I think that his prediction will become our reality.  So where do we go from here?  Are you in the same situation … even worse are you in the same dilemma and you don’t even know it yet?  To some degree or another, I would contend that we are all in the same boat!  So the only remaining question is what are you going to do about it?

I encourage you to be aware of your assumptions; be aware how your patterns and choices of the past affect your assumptions.  Challenge them to see if they really fit with your goals; challenge them to see if a changing market will see your assumptions having any value moving forward; and then have the courage to consider viewing the situation from a different lens.  As a friend suggested that I do regularly … don’t be afraid to operate outside the “cockpit” every once and a while.  The change of scenery may just offer a different perspective that affords you solutions and opportunities that didn’t exist previously.  Just a thought or two!

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

RECOGNIZING WHAT TRULY MATTERS …

Over the past few weeks my Monday Morning Mojo has focused on the evolution occurring at Keller Williams Coastal Properties.  Questions posed have offered a reader the opportunity to reflect upon the potential message in context of their own business.  This week I am taking a more personal path; thus as I reflect upon a few defining success principles, hopefully, you will resonate with how certain data points are interrelated.

This week a friend shared a book with me entitled ‘The Go-Giver’ written by Bob Burg and John David Mann.  A national bestseller (so I might be the last person on the planet to read the book) that seems to crystallize the mojos of the past several weeks into ‘five laws of stratospheric success.’

Sharing these mojos with you is a personal journey.  Oftentimes, these incomplete tangents are threads that I need to resolve within to create the business, the life and journey that I desire for myself and those I love.  So between the paragraphs of the book, I reflected upon people who have crossed my path for the past five decades.  Hang in there with me for a few moments … developing business models, business plans, business strategies, marketing channels and service platforms are but fancy terms with no heart, unless we understand (beyond saying the words, but is all about ‘walking the talk’) the why behind everything they suggest.  The why reflects the soul of what we do by reflecting the heart that gives meaning to the experience of all those we touch.  The main points in the book are oddly well timed and relevant when considering my past several blogs – some might explain a bit of synchronicity is at work.  That is a topic for another time though!

In summary, Burg’s ‘five laws of stratospheric success’ are:

1.     The Law of Value:  “Your true worth is determined by how much more you give in value than you take in payment.”  The real question is what I do … does it really serve other people?  Does it add value to others?  In a world consisting of ‘what is in it for me’; and ‘what is mine is mine, and what is yours is mine’ speaks to contrary values.  If you listen closely you will hear this value at the core of what most businesses and individuals say.  Last week I had a meeting with a key service provider to Keller Williams.  The goal of the meeting in my mind was to discuss the concept of ‘strategic partnership’ and collaboration.  After nearly three hours I asked this rather dynamic person sitting across the table, how often do brokerage companies or realtors come to him from the place of true partnership?  His response was ‘never’.  Why?  Even with our meeting’s goal being collaboration, the participants struggled with this notion because the under current was still prevalent – ‘what’s in it for me or my company’?  

2.     The Law of Compensation:  “Your income is determined by how many people you serve and how well you serve them.”  Relishing the opportunity to “survive, save and serve” – and the greatest of these attributes is to ‘serve’ crystallizes the personal mantra that I must integrate into my spirit.  My compensation is directly proportional to how many lives I touch – ‘value’ merges with ‘impact’.  As I read these words, I thought of my father who toiled without a hint of resentment looking for simple ways to just be of service, to be a servant of those who crossed his path and to lighten the load of all.  This gracious gift was reflected by dozens of people at my dad’s funeral … a lesson I am only beginning to understand – thanks dad, maybe someday soon!  Be watchful … compensation is not restricted to only money … rewards of the soul are more meaningful and lasting than those wrapped in paper bearing a dead president’s picture. 

3.     The Law of Influence:  “Your influence is determined by how abundantly you place other people’s interests first.”  Contained in Keller Williams’ mission statement is the term “win-win or no deal.”  If you listen, negotiators, marketers and sales people often deliver this message; and for most this message resonates as being a worthy value.  Yet think about it … ‘win – win’ infers each person getting some fraction of a 50-50 deal that creates a winning compromise.  Is that demonstrative of real ‘value’ and beyond that this sentiment of ‘win-win’ is not unique – nay but a snappy catch phrase often over used and rarely understood.  The book summarizes (and I immediately connected with) “watch out for the other guy.  Watch out for his interests.  Watch his back.  Forget about fifty-fifty … it’s a losing proposition.  The only winning proposition is one hundred percent.  Make your win about the other person, go after what he wants.  Forget win-win – focus on the other person’s win.”  How many of us have that all backwards – mega companies have as their mantra delivering less than total satisfaction and have us believing that this is something special?  What would happen if we really created one hundred percent wins?  How about setting our sights on delivering what another person needs in total? 

4.     The Law of Authenticity:  “The most valuable gift you have to offer is yourself.”  In a world of commodity all we have to offer that is unique is ourselves.  Reaching our goals is about ten percent knowledge and technical skills, and ninety percent is about people skills.  At the core of people skills is who we are as individuals.  Ah, all that coaching and after billions of dollars spent on self improvement, and it really boils down to delivering an authentic and real you in service to others – delivering to other people what they want, when they want it, and how they want it.  A message packaged thousands of different ways, but each of us at our core already knows it.  How often and at what cost must I be reminded of that one simple reality – just be authentic while engaging with other people (for me – be ‘interested’ not ‘interesting’)? 

5.     The Law of Receptivity:  “The key to effective giving is to stay open to receiving.”  The yin and yang of life … we can’t give until we are open to receiving; and we can’t receive until we are open to serving others.  How often do I dismiss a compliment or a gift shared by another?  That is all about me and not the other person … in that moment I’m not open to receiving, and I cut off the other person’s opportunity to give or serve.  Ugh … I am so uncomfortable with accepting another person’s reflection that involves me.  I would much rather give than receive – so much easier!

So as I sat down to write this blog, I reminded myself that in articulating a new vision at Keller Williams Coastal Properties and while developing my own business plan for 2010 that really … I need to deliver a tangible service that embodies these principles at all times!  Sounds simple doesn’t it … well maybe it just might be … if I listen and remain open to other people’s journey and stories.  And you, how do you deliver a product or service that encapsulates these principles?  Or are you part of the majority who believes that this ‘mumbo jumbo’ has a place only around Christmas or in your family, AND not in business?  Most of us would agree, if we stopped for a moment; however, our language contradicts all or most of these principles, and most of all ‘our walk’ oftentimes is in conflict with these values.  Ah, now that is the rub … ‘how do I walk the talk’?

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

IS IT THAT TIME OF YEAR … UGH … BUSINESS PLANNING …

So a group of realtors got together last week at Keller Williams Coastal Properties for a business development meeting.  Afterwards, the group gathered informally over pizza and wine to discuss other business related matters.  A friend asked each of us their production numbers to date for 2009; and if we had started developing our business plans for 2010.  One by one each person (with one exception) admitted that they had not started their 2010 planning.  Reluctantly I was one of those who acknowledged not having put any thought into next year’s business plan.  Ugh I shutter at the thought!!

The following day I was retelling the story to another peer who is putting together a budget for Keller Williams Coastal Properties for 2010.  I asked how she was going to do that without any input from the realtors regarding numbers and goals.  That got me thinking as to the real value of these budgets, business plans and goal setting exercises.  Logically I would think that a business would gather information from its sales and marketing arm, discount the projected sales numbers, and then develop the budget for the next year accordingly.  Yes, but that is when you run straight into the problems with the brokerage business model … the sales team consist of all independent contractors who typically don’t bother projecting sales goals or writing annual business plans (save those few or those in coaching; but even then it might just be a meaningless activity or another ‘homework assignment’).  So is there any value in these budgets and business plans?  Or are we just putting numbers together that makes us feel good or so we have completed a task that others say is important?  Is there a real value; and if so what is that value?  I wonder how many people after writing their business plans for the next year actually go back and read the plans on a regular basis (daily, weekly, monthly)?

How about you … have you written your 2010 business plan yet?  If not, are you resisting writing your plan?  Why?  You might even be asking yourself why do I even need to write a business plan every year?

Intellectually I understand that without a plan of action I basically have no ‘blue print’ for success in my business.  Beyond the notion of a blue print though the exercise of writing my business plan forces me to evaluate the market, identify my resources, determine my budget, and prioritize my efforts so that I don’t waiver with every shift in the winds.  If I truly go through the exercise, I can see the value of the plan given how this business (real estate) moves from one strategy to another depending upon what other people say is a trend.  So after some thought I am committing to write my plan over the next thirty days.  But saying I’m going to write my plan, albeit a good decision, involves me first identifying my resistance.  Part of my why?

So why do I resist writing my plan?  Well there are several reasons.  First, I resist structure on several levels.  I generally give considerable thought to where I’m headed and the implementation strategy to get to my goals.  However, when I write down my production goals it gives me this instant accountability barometer with little or no wiggle room.  Many people gravitate towards building accountability into their daily routine; however, I feel a sense of being trapped.  Finally, in the past when I have written my business plan I never seem to read it again (after its finalization) – therefore it takes on this air of being a senseless exercise.  In many ways it probably is why I never set New Years resolutions.  I almost take this attitude that writing a business plan is analogous to completing a ‘homework assignment’.  When I finish, then I’m done.  Well that thought process misses the mark – the business plan should be my individual road map that is a living and breathing document.  And, I should take it upon myself to review my plan daily, or at least weekly; and track my numbers each month.  Furthermore, I should make it a habit to revise my business plan every quarter – at that time I will need to re-access the market, my production and my plan accordingly. 

Okay, I have admitted the reasons for my resistance … furthermore, I will admit that my resistance really does amount to being total garbage!  So here I am exposing one of my achilles heels (one of many).  So now what?

Well I have three different, but similar, realtor business plan templates.  So that takes the mystery and mundane issues of development off the table.  And yes, I do understand the process for realtors beginning with the numbers – look at last year’s numbers and understand them.  Then begin with how much money one wants to make next year (GCI [‘gross commission income’] or in other business parlance gross income), and work backwards to determine how many transactions it will take to earn the GCI numbers.  Once you have the total number of transactions, then determine how many of each type of transactions (listings and buyers); how many days I plan on working; how many listings; the number of listing appointments it will take to close the number of listings required to reach your numbers; and finally how many calls it will take each day to reach my goals.  This process is fairly easy to understand; but really what does that get you … it seems like an analytical justification of how much money you want to make over the next year (oftentimes not based upon any reality but your own mental wish list).  So really what is the value in that exercise … well the heavy lifting is not in the numbers … but what the numbers suggest in combination to some additional factors.  Factors that few coaches and advisors really focus on (they give it little if any consideration when evaluating the plan).  Previous coaches spent all their time in the production numbers giving no consideration to the market trends, resources and business models. 

What would a few of these other factors be?  Whether you are in real estate or another business these factors are relevant.  Such factors as:

·      What is your business model?

·      What is the current market doing?

·      What are the market drivers for each micro-market you are selling into?

·      Where is each market headed over the next year for the services you are providing?

·      What are the agents of change that will cause each micro-market to expand or contract? 

·      What are the agents of change inherent in your business plan itself?

·      What resources do you need to be successful given each micro-market?

·      Evaluate the costs, market potential and whether these individual micro-markets or strategies fit your skill sets, your business model, goals and long-term business vision?

So going through the mere exercise of putting production numbers down (i.e., revenue, costs and number of transactions) may be of little value taken by its self.  But the process of developing the road map and understanding the playing field is the critical path that creates and sustains a world-class business.  So as John Wooden once said “failure to prepare is preparing to fail” is sage and timeless advice for all of us – even for me as reluctant as I am at times.

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys

INTERESTING … OR … INTERESTED …

Have you ever had a conversation with someone who in the moment was truly interesting?  If you are like most, then you probably were captivated with what they said, how intelligent they seemed, or their story telling ability, etc.  We all love being around ‘interesting’ people at least for a moment.  If you think of people like that ask yourself, how often do you develop a REAL relationship with that person?  Why is that?

Let me help you out … contrast that experience with another person who seems to take a genuine interest in you and what is important to you.  I would venture that it is a noticeably different experience.  Ultimately, we develop relationships with people who take a genuine interest in us.  So at this moment you might be asking yourself … so what … nothing new in that … I agree.  But sometimes the most sage advice is but a repackaging of an established truism.  I would rather be ‘interested’ than ‘interesting’, if my desire is to engage in a conversation and develop a relationship with someone (to bring it down to a business level – no sale until you become ‘interested’ NOT ‘interesting’).

I struggle, at times, with balancing these concepts.  Recently a friend reminded me of this when I was on one of my verbose tangents (no surprise there eh).  Since that gentle nudge, I have been reminding myself to pay attention to the difference.  Maybe someday it will be second nature for me, until then I’m good with my friends ‘busting’ me every once and while.   

But for everyone else, why even bother wasting time and space blogging about this simple concept.  Well for the past several weeks I have been reviewing blogs, websites, advertising, newsletters, web posts, Facebook, Tweets, etc., and the one constant principle seems to be a focus on being ‘interesting’ rather than ‘interested’.  The greatest violator of this basic principle seems to be realtors – they have cornered the market on being ‘interesting’ (although for some that is even a stretch).  If you look close enough it quickly bleeds through everything we put out in the market whether in writing or verbal communications.

Another friend sent me a link to an author and public speaker who is writing a book (scheduled for publication in 2010) on Leadership.  He is writing his book in a collaborative fashion (interesting development in writing – thanks to the Internet and blogs) – meaning as he writes a chapter he posts it on his blog and refines the chapter based upon reader feedback and comments.  While reading Chapter 2, the author touches upon a similar theme.  So I thought it might be interesting (here I go) to share his comments with you.

John Maxwell on Leadership:

“When I began my career as a minister, I was not about others. When I counseled people who were experiencing difficulties, my attitude was, “Hurry up and finish telling me your problem so I can give you my solution.” When I was leading any kind of initiative, I constantly asked myself, “How can I get people to buy into my vision so that they’ll help me with my dreams?” When I spoke to an audience, I was focused on myself and not them. I lived for positive feedback. And my goal was always to be impressive. Much of what I did was all about me, yet I still wasn’t succeeding.

When I was twenty-nine years old, my dad invited me and my brother-in-law, Steve Throckmorton, to attend a Success Seminar in Dayton, Ohio, where I heard a speaker who understood how to connect with people. I sat there mesmerized.

I remember thinking, This is someone who understands success. I like him. But there’s more to it than that—he really understands me. He knows what I believe. He understands what I’m thinking. He knows what I feel. He can help me. I would love to be his friend. I already feel like he’s my friend.

That speaker was Zig Ziglar. And that day he said something that changed my life: “If you will first help people get what they want, they will help you get what you want.” Finally, I understood what had been missing from my own communication—and from my interaction with other people. I saw how selfish and self-centered I’d been. I realized that I was trying to get ahead by correcting others when I should have been trying to connect with others.

What I learned was that connecting is never about me. It’s about the person with whom I’m communicating. Similarly, when you are trying to connect with people, it’s not about you—it’s about them. If you want to connect with others, you have to get over yourself. You have to change the focus from inward to outward, off of yourself and onto others.

And I know you can do this, because I did! You can connect with others if you’re willing to get off your own agenda, think about others, and try to understand who they are and what they want. If you’re willing to learn how to connect, you will be amazed at the doors that will open to you and the people you will be able to work with. All you have to do is keep reminding yourself that connecting is all about others.”

Whether you are an attorney, an accountant, mechanic, contractor, realtor or a financial advisor we all need to communicate effectively to engage in any type of relationship – whether that relationship is personal or professional in nature.  How we navigate building rapport with people and demonstrate genuine ‘interest’ in another person will ultimately drive that relationship.  So how are you choosing to be ‘interested’ today with the people in your life?  Or are you going to be more like me sometimes, and put your head down and head to your office as you close the door to move through your day?

I hope you enjoyed the reflection, and take the time to consider how these questions may present other opportunities for you today.  Most importantly, I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys