Being generous with Content

Everyone is a squirrel looking for a nut.

or . . . a Hammer looking for a nail.

For a sales-human, the pursuit is for that “Convertable Lead” who, with proper and diligent cultivation (follow-up), will ultimately become a “Customer” by agreeing to an appointment and become a CLIENT through earning their respect and trust by way of an empathic “Listening Consultation.”

One thing I’ve learned throughout my 25+ years as a Real Estate Sales Professional and Principal Broker is that people take trusted action faster when they are well informed about how this process works.

Many REALTORS miss the mark in this respect because they assume that the Home Buyers and Sellers know things that they don’t.

I’m not sure why this is . . . perhaps, with more experience, there’s a tendency to get a little sloppy.

Once you accept “little sloppy” performance, the “bar” lowers, and over time continues the slide in a race to the bottom.

I believe it’s essential to deliver the same level of service to ALL clients ALWAYS.

This includes all of the ways we can establish ourselves as THE SOLE RESOURCE FOR ALL THINGS REAL ESTATE . . . We do this with consistent communication with all of our “peeps” in our Niche Sphere of Influence in myriad ways – Blogs – Social Media – Direct mail – Websites – Telephone follow-up – and social gatherings.

When you become THE sole resource for all things real estate, you earn the badge of “EXPERT”, and people start saying good things about you even when you’re not in the room . . . and this leads to more business.

There are no shortcuts – only persistent consistency of useful communication in a variety of ways.

Last month, I added a BUNCH of new content to the Pareto Realty Website about the process of Buying and selling houses.

It’s ALL FREE for anyone and everyone to “consume at their leisure.”

Below are 3 links of valuable content which I hope will benefit you.

All boats rise with the tide . . . As 1 succeeds, so do we all.

Pareto Realty is on the hunt for some new “Vital Few” REALTORS to join our firm. If you are a REALTOR in Middle Tennessee currently selling 5-15 houses/year and a desire to sell more, let’s connect! Email Barry to schedule an appointment.

Facilitators of Human Potential

Yesterday, I was exposed to a most amazing “workspace for makers and artists”

My friend Roger Conner randomly sent me a text last week.

He and I have not connected in a while, and I always enjoy spinning ideas with him, so I accepted his invitation without having any inkling of the purpose of the meeting.

We agreed to meet at 2:00 yesterday, and he suggested we meet at “The Loading Dock“. I had no clue what that was, but WAZE knows where it is, so I embarked on this journey into the unknown.

When I turned in to the gravel driveway, I saw a very random collection of interesting looking buildings. It was not easy for me to even hazard a guess as to what this place was about. I couldn’t help but notice the Billboard in the sky above the main building . . . It said “Throw Axes & Drink Beer”.

Turns out that was only one of many businesses within this dissonant campus. There was an “Apple Store”, an RV rental operation, and “The Loading Dock” which turned out to be a very cool coffee joint.

I didn’t see Roger, so I sat and cleared my voice mail, sent a few text messages, and soaked in the ambiance of the place. I overheard a couple guys in conversation about some very intricate measurements relating to some kind “built-in benches” for a house . . . These 2 guys were definitely not the ordinary “Trim Carpenter” type . . . They were definitely “Artists”. I would later learn that they are “Makers” . . . People who make those things that solve everyday issues for ordinary people.

@ 2:30 – still no sign of Roger, so I sent him a text: “Am I in the right place?”

Indeed, I was. Roger showed up and invited me into a most interesting workshop.

You know those times when you ask yourself: “I wonder why someone hasn’t thought of building this thing that serves a functional purpose AND it aesthetically pleasing?”

Yeah! This place is “Ground Zero” for some very talented makers and artists.

If you can imagine it, they can (will) build it right there – Wood, Plastic, Metal . . . You tell them what problem you want solved, and they’ll design and build it . . . beautifully!

These amazing humans pay a “Subscription Fee” for the use of top notch equipment to create things that are literally “one of a kind”. The name of this place is:

Check out their Website

My friend Roger is doing some fabulous woodwork – a guitar stand – Music stands – beautiful kitchen cutting boards (made from scrap from other people’s projects).

These Makers/Artisans do this work because it’s the work they love . . . and they’ll build anything you can dream for a reasonable price.

So . . . Why did Roger invite me there (other than to catch up with each other)?

Turns out, these folks are facing the possibility they could lose the space they are in. They are a “Non-Profit Org” and do not have the funding to pay “market pricing” for rent. Roger and I talked about many different ways we could imagine solving this problem:

  • A financial windfall from the ether would be nice but not a likely happening
  • Of course, they could turn this operation into a “Business” which seems disingenuous in the sense that the pressures of “normalcy” might spoil the creative vibe
  • The REALTOR in me is wondering how many large warehouse of manufacturing buildings are sitting empty in Nashville. Some of these might have already been purchased for future development and could be 3-5 year locations for Fort Houston while the owners work on the design, funding, and zoning approval for their projects.

We didn’t find the solution yesterday, but I know we will when the time is right.

I hereby invite you to check it out. WAZE will take you there, and who knows . . . You might be inspired to stick around and try your hand at building some cool things.

Within the next couple of weeks . . .

You’re going to encounter just the person I’m looking for!

I know this may be eerie and even a tad uncomfortable for you.

After all, how could I possibly predict this happening with any possibility of accuracy?

I understand your skepticism, but please indulge me for a moment.

You, too, possess this “power” to create the conditions in your life such that I encounter just the person YOU are looking for within the next 21 days.

I’ll scratch your back, if you’ll scratch my back . . . OK?

Here’s how this works.

I’m going to describe to you precisely this person I am hoping you will find for me:

I’m actually looking for 2 people:

  • Person 1 is a Real Estate Sales Professional licensed in the state of Tennessee. S/He has sold and closed between 6-15 Home Sale transactions in the past 12 months. S/He understands the value of specializing in a specific Niche, is not currently ecstatic about the current Brokerage, and wants to significantly increase volume of sales while enjoying a quality of life flow.
  • Person 2 is one of your friends, family, or work associates who is in the midst of a “life happens” transition precipitating a need to make a move within, into or out of Middle Tennessee. The circumstances could be an increase or decrease in humans in the home, occupational shifts (job transfer), personal matters (new babies, young adults leaving – emptying the nest, births, deaths, marriages, divorces, or just an itch for a change of lifestyle.

When you DO encounter either (or both) of these people, simply say:

“AHA! Barry told me we would meet soon. Can I have Barry give you a call? Barry is the perfect person to help you with your scenario.”

I’ll do the same for you!

Everyone WINS!

PS: The “Secret Sauce” of this Lead Generation strategy is known as the “Reticular Activator”. As a direct result of us learning each other’s needs, we have turned on a subconscious filter in our brains which decreases the “noise” (clutter) just enough for us to recognize the “right people” to refer.


The 1 word opening

Each week, I do “check-ins” on Mondays 10-11 with the Pareto Realty team . . . These check-ins are very helpful getting a good start for the week. This isn’t just about accountability . . . It’s a way to check our pulses and shift gears (mindset) into a productive mode of operation. Intentionally “celebrating” each new week and all of the possibilities it may present creates the boost we all sometimes need to focus on doing the right things.

I’ve found that these check ins are more powerful when we begin with a “1 word Opening”.

“What is the 1 word that comes to mind that accurate describes your mental disposition NOW?”

Just as with any (all) directions to get from “A” to “B”, we must first know where we are before departing.

So . . .

Where are you now? (Physically, Mentally, Spiritually)

What’s your destination? (Where do you want to be?)

When do you want to arrive there?

It all originates from the same 1 word.

Counting impossibilities

Even from otherwise seemingly pleasant and even-keeled people, there’s seldom a shortage of naysayers.

Much of my life is driven by “ideation”.

New and interesting (to me) ideas flow through my overly active brain throughout every waking moment and likely also the unawake moments.

My way is to unashamably “throw these ideas against the wall (post to the bulletin board) to see if they’ll stick” and invite other people to join me in whatever pursuit might ensue.

With much practice and myriad experiences, the one thing I’ve learned multiple (most) times is for me not to be attached to outcomes.

When I have a particularly BRILLIANT idea (my opinion), I sometimes cannot throttle my enthusiasm thereby creating high expectations that THIS will be a “GAME CHANGER” . . . until the Debbie Downers in the Peanut Gallery catch wind of this “disturbingly creative possibility” . . . at which point the poking and hole punching commences.

The shadow of doubt crosses my mind . . . as these people begin to count the impossibilities relating to the scheme and effectively render this grande idea inert.

It would seem these folks have adopted the strategy of “kill the new ideas while they’re young”.


OK! It’s not as bad I’m making it out to be because it also works the other way.

Sometimes when I think a new idea is ridiculous and not worthy of airing and I publish it anyway . . . The Peanut Gallery LOVES it.

Always be prepared to be surprised, and NEVER allow the Debbie Downers discourage your creativity and Spirit.

Keep on dreaming new possibilities and inviting others into your twisted little world.