One of my favorite Andy Griffith episodes is when Barney decides to become a Realtor. In the beginning he is talking up his game and creatively matching people together who had not really thought about buying a nicer home. It appears he was going to be successful at his new venture, until a little lack of disclosure became an issue. What intrigues me though is how he was able to get many people thinking about buying a new home.
Proverbs 18:21 says that “Death and life are in the power of the tongue…” This is so true in every aspect and especially in our profession. If you want to persuade someone to buy a home, what words are you using? Are you taking Barney’s approach and being creative in attracting home buyers. Did you know there are many young people who have heard so much negativity about buying homes that they either are 1) too scared to act, or 2) don’t think they can be a homeowner. Both industries, real estate and mortgage lending, have done a superb job over the last several years of being so negative that we have unknowingly sent a message to would-be prospects that they are unable to achieve one of America’s greatest dreams.
Positivity attracts! If you would like a bigger pipeline or more referral partners, you need to consider how you are communicating your message. You need to watch what you say, not only verbally, but in social media as well. People simply don’t like to be around those who are constant complainers or are in a constant well of self-pity. If you find that this message is hitting you where it hurts, here are a few tactics that can help lift you out of your quagmire:
1. Give to someone who needs it—either give money or your time.
2. Begin to recognize positive character traits in others and let them know by way of a thank you card.
3. Quiet time every morning. Start your day by reflecting on truths from the Bible.
4. Pray.
5. Journal daily the lesson that the day has brought you and list one item you are thankful for.
6. Plan. Have a yearly, monthly, weekly and daily plan. Decide to be proactive versus re-active to what the industry brings you.
