THE IMPATIENT SALESMAN vs. NICOLA TESLA

Hurried. Pressured. Rushed. These are terms that homeowners use when describing “real estate agents,” but – might there be a better approach?

Tesla, no doubt, was one of the greatest minds to ever live or grace the earth. His contributions to human history, in many ways, is beyond measure. Thomas Edison often gets credit, because he was more of a showman, P.T. Barnumesque, whereas Tesla was the quiet but brilliant brain.

Of course you might ask, “What does this have to do with real estate?” This is, after all, a real estate column, where I frequently pontificate about the happenings, both good and bad, from within the industry.

Well, consider.

In his autobiography, Tesla describes how he worked:

“My method is different. I do not rush into actual work. When I get an idea I start at once building it up in my imagination. I change the construction. Make improvements and operate the device in my mind. It is absolutely immaterial to me whether I run my turbine in thought or test it in my shop. I even note if it is out of balance. There is no difference whatsoever, the results are the same. In this way I am able to rapidly develop and perfect a conception without touching anything.”

As I read this, I realized how opposite this is to how most real estate agents work on behalf of their clients. And since you know the common perception about agents, their negative reputation, often deservingly so, I won’t bother to recap what is already known. But how they operate, in direct opposition of Tesla, is precisely why that negative stereotype is often strengthened.

Just think about it.

And this applies to other professions too, especially those where a commission is at stake. To understand why this happens, you have to look at the motive. “When does a commission-based salesperson want his commission?” Exactly right! As soon as possible. Immediately. If possible, yesterday. Which means, anything that delays that sales process, too often, is deemed to be the “enemy” that stands between them and their commission check.

And yes, that includes proper preparation, prior to putting a home on the market. You heard Tesla, “My method is different,” referring to other inventors, “I do not rush into actual work.” Which is precisely what made Tesla so effective, he took the time to devise the plan. None of that, “Two steps forward, one step backwards.” Which is what I see all the time, as part of the real estate process. Homeowners get all excited, because something good happens, but then a step was skipped, so that excitement turns to frustration.

It’d be like Tesla forgetting to balance his turbine. It starts. It functions. But because the balance is off, soon, that smallest of vibration, destroys the bearings causing a total end-game failure.

You have to ask, if pre-game and prep weren’t important, why would NFL teams like the Patriots, Bill Billichick and his staff, spend hundreds of hours in the film room, prior to Super Bowl 51– reviewing every play, every player, every detail, on both offense and defense of the Atlanta Falcons, dissecting the opposing team, from every possible angle, to evaluate every possible strength and find every weakness?

And yet, that is precisely how most “real estate agents,” those in my profession, tackle of the home sale process of their clients—totally, without strategic thought or much prep, rushing to market as soon as they can pressure their client/convince you to pull that trigger.

My advice. Pay attention to the process of Nicola Tesla, “My method is different. I do not rush into actual work,” and choose to do the necessary diligence (and prep) to guarantee a positive outcome, with no out-of-balance-bearings.

For all of our clients, we use a Documented Approach. This is something we, like Tesla, like Billichick, as prep, to best serve our clients, have spent hundreds of hours to perfect.

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Rob Kochanski is the author of ‘The Value-Driven Approach: A practical guide to protect yourself from REAL ESTATE GREED & bank and extra $30,000 by THINKING like the great Warren Buffett.’ He is a licensed agent with Premier Point Realty and a local entrepreneur as well. For a free copy of his book visit: www.TosaFreeBook4Charity.com

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