The End is Where We Begin….  Call it slogan.  A catch phrase.  Tag line.  For us, it’s a way of life.  How we do business.  A mindset we approach every day with.  Our Polaris that guides our moral compass.  A habit?  Definitely!

In Stephen Covey’s book, The 7 Habits of Highly Effective People, Habit 2 is “Begin with the End in Mind.”  Essentially, know what your end goal is, and plan your approach to meet that goal.

Before you even start!  Many of our processes are built around this very thought.  We want to know what you want.  What is important to you.  What gets you up in the morning and what keeps you up at night!  We don’t just want to know what, we want to know why!  Why are 3 bedrooms important to you?  Because your kids don’t want to share a room or because you want an extra space to set up your art studio in?  The latter?  Ok, then let’s not limit your search to 3 bedroom homes, let’s consider 2’s with a bonus room.

But it goes deeper than that.  Why do you want to move?  What will it accomplish for you and your family?  When we are negotiating on your behalf, these are the things that help guide us to help you achieve your goals.  It’s why we drag you into our office for a buyer interview before we look at too many houses.  It’s why we ask so many questions when previewing your home before doing a thorough analysis.

And that is a different approach for a sales industry. Conventional wisdom in sales has always centered around the idea that in order to have success you play the numbers in your favor.  You qualify and disqualify leads so that you focus your time and energy on the most likely prospects to convert to a sale.  We don’t look at it that way.  In a rural town, that approach leads to short term success and we only hire professionals looking for a long-term career.  So our agents don’t see prospects, we see people.  We don’t ask are you qualified, we find out where you are at and where do you want to go.  Then we work to figure out how to get you there.  We have taken the focus off of ourselves and put it back on you.  The consumer.  And by understanding your end goals, we begin our relationship with you with the end in mind.

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