What Motivates You?

By
Real Estate Agent with Island Sotheby's International Realty R(S): 56519

When I first started my career in real estate, I was talking with a friend who's daughter was in sales.  No set paycheck or schedule, with sales goals for each month.  I remarked that I didn't think I could work in sales, which elicited an enormous laugh from my friend.  "What is it that you think you do?"  I remember being shocked to realize that I am in sales, because I had never looked at it that way before.  I had always considered myself as more of a matchmaker: pairing of people's interests, lifestyle, and budget with the right property.  Here in the Kapalua Resort, it's fairly easy to feel that way...as if, in some regards, we help our clients fulfill their dreams.

In our weekly staff meetings, we discuss market conditions, new listings, our latest showing activity, and the underlying interests of our respective clients.  And once in a while, we have sales trainings or updates on the latest developments.

Today we were given an exercise that I believe has a Universal Truth, crossing cultures, classes, and ages.  It reminded me of that day when I realized that the way I can enjoy sales is to develop a connection or personal relationship with people.  Everyone in our office listed their top five "Life Motivations," what we considered to be the most important things in our lives.  It was surprising how similar they are:

Family, Health, Friendships/Relationships, Financial Well-Being/Business Success, Spiritual Growth/Balance, Travel, Contributing to the Community, Beauty in our Experiences, Education, Creative Pursuit, Legacy, Passion, Fun/Happiness.

It was also interesting to learn that for Luxury Property Buyers, that it is the Quest: for eduction and experience that is often in their top five.

I encourage you to do this with your friends or colleagues.  If Buying or Selling real estate is not in your top five, it's likely it isn't in your clients top priorities either.  It's the effect that that new home will have on their lives that is important, whether it's a step toward building financial security, a place to relax, or a place to create memories with their family. 

Develop a list of your life motivations, and then ask your clients about theirs.  If they tell you about their life, you can see if you have a way to enhance it, if you know of something that will work for them.

Please feel free to post your top five--I'd love to hear from you! 

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Groups:
Vacation and Second homes
Luxury Home Marketing
LuxuryRealEstate.com Network For ActiveRain Members
Resort and Second Properties (RSPS)
Top Producer 8i
Tags:
sales training
personal motivation

Comments 17 New Comment

Rainer
21,423
Kim Espinoza
Realtor, United Broker's Group, Arizona

Thanks Courtney,

I work by referral and belong to the Buffini & Co. Coaching program. My entire business has been based on developing relationships that lead to referrals. It certainly makes the Real Estate business very enjoyable and rewarding.   It is important to connect with your clients and to meet their needs. You are so right about buying and selling - this may not be their top priority but it may help them meet one of their needs. 

It is always a pleasure to meet other Realtors who enjoy serving their clients! 

 

February 21, 2010 10:46 AM
Rainmaker
123,837
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Hi Kim,

Thanks so much for reading the post.  I'm so glad that you are enjoying what you do!

Best,
Courtney

February 22, 2010 03:28 PM
Rainmaker
329,642
Laura Filip
THE SIGN OF SOLD STARTS HERE. CALL US TODAY
RE/MAX UTOPIA WHITESBORO,SHERMAN,DENISON TX,TEXOMA

Top five items

God/Jesus

Family, husband children

Work,

Friends

Relaxation which intails all of the above.

May 26, 2012 06:16 PM
Rainer
328,929
Brad MacKenzie
Turning Houses into Homes on the South Shore
Success! Real Estate

I review my priorities every month, quarter and year. They read like your list. http://activerain.com/blogsview/3686794/spring-change-for-my-business-and-relationships I must add that I don't consider the items on these lists my "motivation". I suppose my motivation is something like yours: I live to learn and experience life, as widely and fully as possible.

July 22, 2013 04:49 PM
Rainmaker
123,837
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Aloha Brad,

Thank you for taking the time to read my post. I've read yours and admire that you take the time to review your actions each month.  Wishing you success!

July 25, 2013 07:35 PM
Rainmaker
123,837

Courtney Brown, Realtor (S) Vice President

Specializing in Kapalua & Maui Resort Real Estate
Dreaming of your own Paradise on Maui? Let me help!
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Additional Information

Author Bio: Courtney Brown is a Realtor with Island Sotheby's International Realty in Maui, Hawaii. Courtney was born here in Maui and educated at Smith College. She specializes in Maui real estate, with a focus on second homes, oceanfront, and resort properties in Kapalua, Napili, Kaanapali, and West Maui. p>

  • by Courtney Brown