A tale of 2 Sales Presentations

We are ALL “in sales”!

Of course, there will be people who disagree because – well – perhaps they consider themselves to be “above” the status of “sales person”. They prefer other, more prestigious titles like “Professional” or “Esquire” or “Doctor” or “Artist” . . .

Regardless of title and/or qualifications, I believe EVERYONE who serves anyone at ANY level must first hone their skills through education, training, coaching, and developing or adopting models, systems, tools and leveraging all of it with scaling with the right PEOPLE.

ALL us must do this to succeed such that we can serve our loyal customers, clients, patients . . .

Once proficient, we each must strive to become “famous” at being “THAT PERSON” who does what you do better than anyone else in your sphere of influence.

Because most of us have a need for financial income, we must market our expertise to people who want or need the goods and services we offer. For some, this means “getting a job”. Hmmmm . . . What’s the “conventional wisdom” regarding landing that perfect job?

It begins with creating a Resume of experience and qualifications which essentially is your primary MARKETING piece – This is your “personal brochure” – THE tool designed to differentiate yourself from the large herd of other people vying to win an opportunity to INTERVIEW with the “prospect” you are hoping will hire you.

Yes – Like it or not, YOU, too, must be a “salesperson” even if you don’t call it that.

The most successful of us don’t cut corners . . . We WIN the business by attracting our optimal customers and clients as we demonstrate our expertise and a reputation for being awesome at what we do.

Are you with me?

Do you accept the fact that we are ALL “salespeople?”

Yesterday, I had 2 appointments with “Salespeople” who both peddle the same services. I had done as much diligence as I could on the internet to determine what I considered to be “enough” information to merit investment of my time to set an appointment for an interview.

These 2 interviews were diametrically opposed experiences.

The first candidate greeted me in the lobby and confirmed that I was who I said I was and regurgitated the brief description of my needs that I had written in my email.

I confirmed that, yes, those are my needs. Because my needs are potentially unique, I was particularly interested in their flexibility with pricing and services. With that said, this “agent” then proceeded to show me all the bells and whistles of what they had to offer along with a verbal litany of “menu services”.

This entire “meeting” lasted about 11.2 minutes, and it was obvious to me that the meeting was over. I walked away with a postcard that listed the menu prices and a very full head of nothing of relevance to my “special circumstances”. When I got back into the truck, I glanced at that postcard and realized that NONE of the prices quoted verbally were the same as the ones on the card.

I departed disappointed and wondering if I should just cancel the other appointment and abandon that pursuit.

Thankfully, I chose to go to the 2nd appointment. As before, I was met in the lobby, exchanged pleasantries, and the agent confirmed with me my reason for the appointment. This was the ONLY similarity in the 2 meetings.

This agent invited me into the main conference room, offered coffee – water, and said that spending some time up front to better understand my “outside the box” needs would be useful. On the table was a bound presentation of their services which the agent mentioned would be mine at the end of the appointment, but let’s talk through my needs first. 15 minutes later, it was clear to me that this agent FULLY understood my scenario.

It was at this moment of clarity that the agent shifted gears and said: “I believe I understand your needs. Based on what we offer, I believe THIS is the right solution for you. This solution will save you money because you do not need some pieces and will definitely more than adequately accomplish your goals. We can start with this and adjust as need be over time.

I departed with lifted Spirit!

THIS agent was right ON!



Clearly has a dialed in sales process

and showed me care and understanding.

THIS is the stuff that’ll make you famous . . . as long as you hold to a consistent process – and CARE enough to Listen

Practice least effort today

This is the philosophical “less is more”

Try saying fewer words to communicate more effectively.

Have you noticed that, when you struggle against the challenge of the day, things actually get WORSE?

When something isn’t coming together as you think it should, practice letting go of the things you cannot control.

Begin with putting yourself in “time out” and pause the game.

Cease your participation – your contribution to the energy of the maelstrom (powerful often violent whirlpool sucking in objects within a given radius) that you and all of the players of the game have created.

Decide to be the heteroclite (Maverick) who refuses to fuel the energy sucking drama with your own personal version of insanity. . .

and always know that this too shall pass.


Remembering the good old days when . . .

Do you remember the days of home Buyers and Sellers coming to agreement and, together with Lenders and Realtors, coordinate a smooth transaction with minimal “outside interference’?

This is not say that everything was hunky-dory (Utopian) absent any conflict, but most of the complications were derived from disagreements between the “Parties to the contract” (The Buyers and Sellers).

We had “normal” disagreements about value or property condition or closing and possession, and most of these issues could be resolved by some good old-fashioned negotiation.

In those days, our batting average of getting to the closing table was pretty high.

Since the Recession of 2007-8ish, I’ve noticed a shift towards over-reaching interference from actors who are not “parties to the contract and their representatives” (Loan originators and Realtors).

Much of this burdensome terrorist activity feels like sabotage to many of us Realtors who are essentially the “Quarterbacks” of the transaction. It’s unnecessarily decimating perfectly good transactions with ready, willing, and able Buyers and Sellers who are participating in this life-changing transition as they are attempting to move from one house, neighborhood, city, lifestyle to another.

Who are these “Terrorists?”

How and why do they have such magnanimous power over everyone else involved?

Most of these folks are involved in every transaction for their own piece of government compliance (RESPA). I don’t disagree with the need for compliance to the law . . . This rant is about “professionals” who go outside their lanes.

Appraisers who assume the unofficial role of “Home Inspector” and require repairs the Buyers and Sellers have already addressed in their negotiations in addition to their purpose to validate the value of the house selling price.

Home inspectors who alarm Buyers with “estimates for repairs” and comments of all the bad ramifications of systems functioning properly but “nearing the end of their life-span” and filling their reports with voluminous CYA disclaimers all of which invite “Further review by a licensed professional” all of which has potential to result in multiple “Expert Opinions” which vary in scope, approach, and cost.

Title Insurance underwriters who take it upon themselves to dig for information since the beginning of time in search of ANYTHING aberrant . . . find something “interesting” and call the Lending underwriter who conditions loan approval upon “fixing” it.

Lenders who decide to advise home Buyers and Sellers on real estate matters thereby interfering with the real estate transaction.

How much of this is ego driven?

What’s your lane?

Are you staying in it?

The rant continues in this morning’s Drive Time Video.

PS – This is an “if the shoe fits, wear it” rant – If it doesn’t fit, don’t wear it and don’t take offense

They're out to get us

Posted by Barry Owen on Friday, May 22, 2020

Forbearance – Important Information – What IS it?

There’s a LOT of misinformation about forbearance circulating through the internet, media, word of mouth, and even lenders who either are ignorant or uncaring.

If you are in a position of needing forbearance – You’re unable to pay your mortgage or other debt payments – Do this INTENTIONALLY. Do the work of talking directly with the company which services your loan and FULLY understand the terms of the agreement.

The most frightening thing about this is that there are many people are already “in forbearance” and don’t know. They haven’t a clue of the terms of the agreement.

Yep! It’s possible that even YOU have clicked a link and inadvertently requested for your loan to go into forbearance without knowing ANY of the terms for repayment (Catching up on unpaid monthly payments)

There’s more about this in this brief video from The National Real Estate Post


Just after watching the video, the next email I received is copied below from Renasant Mortgage Lending with the title “We’re here to help you understand your options.

In these challenging times, we’re here to answer your questions.

These days, your house is more than your home. It’s your home base, your safe spot, your office, your kids’ classroom, your entertainment space. Now more than ever, it’s the center of your life. If your situation has changed or if you’re out of work right now due to the Coronavirus Pandemic, the last thing you want to think about is not having enough money to pay for your home. Thankfully, you have options, but they can be confusing. That’s why we’re here: to help you understand your options right now-and figure out which option is best for you later, based upon your individual financial situation.

What help can I get now?

Under the CARES Act, you are eligible for a forbearance if you have a federally backed mortgage loan.  It’s the first option if you are experiencing a hardship due to the Coronavirus and meant to help you before you fall behind.  As a borrower, you may request a forbearance on your federally backed mortgage.

  • A forbearance is a temporary suspension of your monthly mortgage payments.
  • It does not mean your payments are forgiven.
  • It’s important for you to know that once the forbearance period has ended, the suspended portion is due—but you will not have to pay it back all at once.  You have options.
  • The CARES ACT allows a borrower to have an initial forbearance period of 180 days regardless of their delinquency status. After that, if you’re still financially impacted by the Coronavirus Pandemic, you can extend up to an additional 180 days.

It’s not always easy to see whether your mortgage loan is federally backed. Or, in other words, who owns your mortgage loan. Many mortgage loans are sold and the servicer you pay every month may not own your mortgage.

There are some online tools you can use to look up who owns your mortgage:

Loans insured or guaranteed by FHA, VA, or the USDA are also federally backed loans.

When might deferral be an option for me?

A deferral program was just announced which will go into effect on July 1, 2020 for Fannie Mae and Freddie Mac federally backed loans.  It is only available after your financial hardship has ended or the forbearance periods are exhausted.  A deferral enables you to avoid having to pay your suspended mortgage payments all at once typically by adding a non-interest bearing loan at the end of your mortgage, but repayable if you sell your home.  Depending on your individual financial situation, we will work with you on available options. Other options available also depending upon your financial situation and the type of loan you have include:

  • A reinstatement, which means paying what you owe on missed payments if you can afford it.
  • A repayment plan, which means spreading what you owe on missed payments over a short period of time.
  • A loan modification, which modifies the terms of your loan permanently in order to change your payment amount.

How will visiting www.renasantmortgageservicing.com help if I have questions during this time?

The website is your key resource for information, guidance, and tools. It’s also the place where you may request a forbearance if you have a hardship due to Coronavirus. To get started, just visit www.renasantmortgageservicing.com, complete and submit the request form.

If you’re already on a forbearance plan, there is nothing more to do right now. We will be in touch with you to discuss your options before your forbearance ends.

In the meantime, please stay safe and stay well.”

I couldn’t have said it better.

Be careful out there!


What is ahead for us?

We are all at a fork in our path!

As Yogi Bera so astutely said: “When you come to a fork in the road – Take it!

This is the first choice . . . the choice to continue FORWARD.

Of course, there are 2 other options:

STOP right HERE and freeze with analysis paralysis (FEAR), or go back from whence you came.

Considering our current circumstances, going back to what was before is an impossibility.

Come to think of it, staying where we are now isn’t possible either because our resources will soon be exhausted.


Like it or not, forward it shall be . . . and you cannot take both paths.

Robert Frost has something to say about this:

The Road Not Taken 

Two roads diverged in a yellow wood,
And sorry I could not travel both
And be one traveler, long I stood
And looked down one as far as I could
To where it bent in the undergrowth;

Then took the other, as just as fair,
And having perhaps the better claim,
Because it was grassy and wanted wear;
Though as for that the passing there
Had worn them really about the same,

And both that morning equally lay
In leaves no step had trodden black.
Oh, I kept the first for another day!
Yet knowing how way leads on to way,
I doubted if I should ever come back.

I shall be telling this with a sigh
Somewhere ages and ages hence:
Two roads diverged in a wood, and I—
I took the one less traveled by,
And that has made all the difference.

Choosing the more traveled road feels safer for most people (80%). After all, if most people go that way, then there will likely be more potential for traveling WITH other folks – safety in numbers – striking up conversations which lead to conversations and camaraderie, and less uncertainty about getting “there”. There will be Leaders and followers and community which all commutes to a form of imputed knowledge. This is akin to a perspective of living a life of predestiny . . . your future is constrained by circumstances and other people?

Are you a believer that you can achieve anything you can imagine? Oh! YOU are are one of those unabashedly intrepid explorers who thrive on uncertainty and adventure. For you, SURPRISE is welcome because it reminds you that you’re ALIVE! You are less attached to the outcomes, but this doesn’t mean that you are aimless . . . In fact, you are amongst the population with very clear VISION. You KNOW within you what it’ll look like when you arrive . . . and everyone but you will think you got lucky and became an overnight success as you stumble out of the bush and reveal your creation. You’ll smile and inwardly celebrate the fruits of your focused intentions and all of the attention you paid with your blood, sweat, and tears.

Each of these roads is possible, and only you have the power to choose which one you will travel.

Ah the quandary!

Which will it be?

How will you know if you’re taking the “right” road?

Before choosing, allow yourself some time for due diligence.

This is metaphorically sticking a toe in the water to see if the temperature is tolerable.

Take some time for reflection.

Can you paint a clear picture of where you want to go?

Having that image in your mind, begin to tackle the “HOW”

Begin with a period of reconnoiter (MEANING: To explore or scout an area for gathering information.) Seek wisdom from other people who may have had experience with travels similar to the one you are undertaking (The older – The Better).

What tools and equipment might you need?

Who are the people you will need to travel with you?

How will develop your “way” in terms of documenting what works and what doesn’t and building models and systems to leverage your resources (Time – Energy – Money – People)?

PROCEED and don’t look back (remove your review mirror).

This post was (in part) inspired by today’s message from “The Universe”

“You’re not supposed to be able to see it with your eyes first. It wouldn’t be called “manifesting” if you could.
See it with your mind first. 
That’s what it’s there for, sort of
–   The Universe”


PS: Yesterday, I had a revelation unfold right before my very eyes. It’s a scary and exciting possibility which, when realized will be a veritable game changer for Pareto Realty, the Vital Few Members of Pareto Realty and myself personally.

We are ALL looking forward to hear YOUR story of your journey down the road YOU choose.