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)
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Tags:
sales training
personal motivation

Comments 17 New Comment

Show All Comments
Rainmaker
238,110
Angelia Garcia
Pure Realtors

My family, my dogs, my cat, helping out others, finances.

January 20, 2009 07:56 PM
Ambassador
789,976
Russ Ravary
Metro Detroit homes - Michigan Real estate & Mortgage info
Keller Williams Commerce

We are sales people but we have different styles.  I am not a high pressure salesman, I too am a match maker.

January 20, 2009 07:59 PM
Rainer
42,330
Blowing Rock Real Estate Boone Real Estate
Blowing Rock Investment Properties

my family, helping others, money, passion, fear of failure...fear of failure isn't necessarily a good thing but it does motivate.

January 20, 2009 08:08 PM
Rainmaker
126,253
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Hi Russ, Meris, and Angelia,

Thanks for taking the time to read my posting.   For me, my top five were family, relationships, health, education (challenging my mind), and financial well being.  Each of those top five, in turn, relates to other aspects of my life and what is important to me.  It was a helpful exercise for me, because it helped frame what I do in a context I could relate to, and made me feel that I could impact my clients in a positive way beyond the transfer of property.

January 21, 2009 04:28 PM
Rainmaker
376,114
Eric Kodner
CRS, Madeline Island Realty, LaPointe, WI 54850 -
Madeline Island Realty

Courtney, it's great to run into you here, as well as in the LuxuryRealEstate.com "Luxury Lounge" website!

Funny, but as I get older, I find myself more motivated by experiences than by tangible things.  I'm assuming of course that the obvious "needs vs. wants" priority automatically includes family, health and financial comfort.  From my perspective, I'd rather pursue experiences than acquire "things".

Some of this is related to career.  I had a very satisfying and rewarding former career as a symphony musician. conductor and college instructor.  That career took me all over the world and provided me with opportunities that many people I know will never experience.  Those experieces allow me to bring an entirely different dimension and a broader perspective to my work in real estate.  

January 27, 2009 08:25 PM
Rainmaker
126,253
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Thanks Eric!  I appreciate your taking the time to read my blog and respond with such a thoughtful post.  Loved seeing your blog posts and look forward to seeing you in the Luxury Lounge!

Aloha, Courtney

January 28, 2009 05:17 PM
Rainer
1,620
Misa Chavez
Elements Realty Group

Great post Courtney! 

It really helped put things in perspective for me and solidify my own thoughts.  Making a sale is not at the top of mine or my husband's list of motivational factors.  I have often wondered if that would hold us back in becoming "successful" Realtors but now I think that is the essence of what MAKES a truly successful Realtor!

Peolpe and our relationships with them matter more than making a sale and in time this will bring more of the type of clients that we enjoy working with!

Rose Chavez

P.S. my top 5 are: God, Family, People/Developing Relationships, Giving (knowledge, resources, help), Enjoying what I do.  

February 14, 2009 01:27 PM
Rainmaker
126,253
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Thanks Rose!  I'm so glad to hear that you enjoyed the post and found it helpful.  It can be hard to stay motivated in today's economic climate, and I've found that focusing on Why I do what I do has been really helpful for me.

You bring up a wonderful point: by focusing on relationships, you will attract clients that feel that relationships are an important factor in who they choose to use as a realtor.  I've often noticed that for each agent in our office, who all have distinct personalities and styles, that they tend to attract a similar type of client.  Some are more analytical-investment oriented, others are detail/paperwork oriented, others lifestyle, and so forth. 

Wishing you all the best!

February 15, 2009 02:29 PM
Rainer
26,676
Amy Whiffen
REALTOR - Myrtle Beach Real Estate
RE/MAX Southern Shores

Hi Courtney, great post. For me these last few months have been "back to the basics" and I find I'm working more efficient, with lower cost and have been fortunate enough to stay busy.  However I definitely have been spending more time with my family going for walks and playing at the park.  Friends and I get together for "vacation" lunches where we get away for an hour and laugh and have fun with good food!  You need to not only look at your 5 but make them your daily priority, the rest will come. The day is what you make of it...

April 08, 2009 10:44 PM
Rainmaker
126,253
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Thanks Amy!  Thank you for your comments.  You are so right!  I find I can lose sight of things far too quickly unless it becomes a part of a routine.  For me, real estate is a career that can make scheduling and routine difficult--in a second home market, showings are whenever someone is here or the vacation rental is open.  I'm going to take your advice and start making them a daily priority!

 

April 09, 2009 06:12 PM
Rainmaker
85,896
Lisa VonBargen
Estes Park Real Estate Photographer
Photography7522

Great post, I work in a resort town, too, and have the pleasure of meeting wonderful people from all over the world. Many of them become personal friends...in fact, I had a surprise birthday party this weekend and saw four sets of customers around the table! I enjoy the match-making aspect of real estate in a vacation town. After a snowy weekend, your resort town looks REALLY great to me...

April 13, 2009 01:07 PM
Rainmaker
126,253
Courtney Brown, Realtor (S) Vice President
Specializing in Kapalua & Maui Resort Real Estate
Island Sotheby's International Realty

Hi Lisa,

Thanks for taking the time to visit my blog--hopefully, you'll be able to visit Kapalua sometime soon as well. :)

Wonderful to hear what your thoughts are and that we share this same motivation. I really feel like I've made the most wonderful friends through a profession that I love.

Aloha,
Courtney

April 14, 2009 03:03 AM
Rainer
22,219
Kim Espinoza
Connecting Arizona Buyers and Sellers
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
126,253
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
364,980
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
337,782
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
126,253
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
Show All Comments
Rainmaker
126,253

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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