When my now adult children were very little, they used to tell their friends; “My dad is a Fireman and he BBQ’s for a living.” When I first heard of this, I asked them about it. “Why do you think your dad is a Fireman and that he BBQ’s for a living?” Their answer; “Well, because every time we come to your office, you’re BBQing and we always hear you talking about all of the fires you are putting out every day.” How’s that for spot-on observation of your children?
First, I should mention that for the past 25 years, I BBQ hot dogs at my office on the Fridays in summertime and always invited my kids and everyone’s kids from the office… Many of you know and have experienced this “Frank Friday” tradition.
The “Putting out Fires” thing… well, isn’t that part of what we all do in this business nearly every day? We are all problem solvers and the best agents in the business are the best problem solvers there are. I have always taken great pride being a very good problem solver. My kids now refer to me as “The Wolf.” You may remember Winston Wolf from the Quentin Tarantino classic, Pulp Fiction. The Wolf was the ultimate problem solver.
We all know that navigating and negotiating a real estate transaction can be a complex and challenging endeavor. No two deals are the same and with an endless array of variables that can influence a sale or purchase at any time, you have to be agile and ready for anything. Because of the nature of your business as an agent, the sharper your problem-solving skills are, the better you can serve your clients and find success. Let me try to give you a few ideas to enhance your problem-solving skills.
Focus on Finding a Solution, Not the Problem
You feed negativity when you focus on the problem instead of finding your solution. The problem in its essence is a negative experience, and you react accordingly which makes it increasingly difficult think of the best way to resolve it. Once you’re aware of the problem, acknowledge it, then move on to positive thinking in order to solve it. Nobody benefits from pointing fingers and placing blame. Just see it, own it and fix it.
Keep Things Simple, and be Precise
It can be easy to complicate things in order to arrive at a solution, especially with the stress of an unexpected problem. I was recently approached by an agent who asked for my help in solving a problem. They agent said, “So I have this deal that is going sideways because the guy won’t do what he’s supposed to. When we asked about the report, he mentioned that it was work neither of them were going to do. On top of that our contingencies are supposed to be removed but how can we do that with the other proposal being made by the tenant? Won’t that create a problem for the buyer on the exchange of the personal property?” At that point, I just banged my head against my desk. 😊
Try and minimize the details and look at the big picture. The simpler you can make it, the more obvious the solution will become. If asking for help, be precise on the situation and realize that a third party has no context until you paint the big picture. “I represent a buyer in a transaction. We are 10 days in and have to remove or extend contingencies within the next 3 days. We have two conflicting pest reports. What is the best way to move forward given the ambiguity of the conflicting reports?” That is precise and to the point. Now we can approach and solve the problem with ease.
The better you are at navigating these challenges, the better you’ll be able to serve your clients. From saving time to mitigating risks to providing the best service possible, enhanced problem-solving benefits everyone. Whenever possible… try to be like Winston Wolf.
Have a great weekend everyone.
TERRY Talks 