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TRICK OR TREAT?
I had a dream, which not all a dream.
The bright sun was extinguished, and the stars
Did wander darkling in the eternal space,
Ray-less and pathless, and the icy earth
Swung blind and blackening in the moonless air;
Morn came and went — and came, and brought no day,
And men forgot their passions in the dread.
Of this their desolation; and all hearts
Were chilled into a selfish prayer for light.
~ George Lord Byron (1788-1824) “Darkness” (excerpt)
SOME PEOPLE PREFER DARKNESS. There are more places to hide, no one looking at them. There they can be alone, to find fantasy or excuse. Others, however, prefer illumination — bright light, clear direction, greater exposure and accountability for one’s actions and aspirations. Which do you prefer?
All of us have been through dark times in our businesses — “ray-less and pathless ” and icy cold. There’s been loneliness, anger, frustration, fear, despair, and plenty of blame-fixing. It’s been dark, chilly, and deadly for many colleagues. But now there’s DAYLIGHT (lower interest rates, stabilized office and retail, emerging customers, clients, lenders, developers, wholesalers) — and with that the loss of convenient places to hide away, less cause for despair, more reason for reconfirming optimism and belief in ourselves and others… and for using the CBC system to its fullest extent.
If you’re not used to this “new morning” economy, hang around a little longer. Don’t retreat into the shadows, or worse, shut your eyes to what’s occurring all around you. Squint if you must … your eyes will get used to seeing the brave new commercial real estate world that’s emerging from gloomy economic depression — a brighter, clearer environ that’s trimmer, younger, and digitally enhanced. But will you adjust and adapt?
Let’s not trick ourselves any longer — the real estate business cannot sustain itself by remaining in the Dark Ages — bleak, profitless times of commission cutting, hyper-dependency on only the “top people”… of facilitating versus representing our customers, of absentee management versus spirited leadership, of coordinated marketing versus occasional Facebooking. It’s time for heavenly sunshine to illuminate clearer pathways for all of us:
- Systems run the business.
- People run the systems
- Leaders run (direct, guide, inspire) the people.
All three are necessary: (1) consistent, effective systems (steps, procedures, policies) for marketing and managing; (2) a steady flow of motivated commercial associates who bring in business and competently (proudly) represent us; (3) great leaders who take delight in the success of others while fostering collaboration and teamwork. Our business “bag of tricks” must have all three treats.
Buyers and sellers today have alternatives. There are discounters and Internet interlopers who pretend to do what we regrettably stopped doing a few years back — providing more information, better insight, firmer guidance and complete “one stop” service. Our lock on the business is gone. So are tired cliches for demanding our traditional fees — not without better reasons for customers to call us again instead of those glitzy alternatives — namely, greater professionalism, greater convenience, greater service and services. A computer “click” that calls back and smiles! That’s the new treat our customers expect and deserve. We can continue to trick ourselves, or worse, find some dark closet in which to hide again, absorbing the moonless air. What will it be for your business in this bright new morn?
Trick or Treat?
~ By Marty Rueter
