Follow Through is Everything

One of the first, and hardest lessons to learn as a salesperson is how to effectively ask for the business. It can be scary, challenging, and ultimately, rewarding. But asking is not enough. Follow through is everything.Former Mayor Rudy Giuliani gave a keynote speach for the Leading Real Estate Companies of the World Summit in Las Vegas last February. Politics aside, his messages about Leadership and teamwork were funny, and spot on. He talked about how every Seahawk's player and Coach took responsibility for their part in the Superbowl loss and he poked some fun at Brian Williams.

He took questions at the end, and one man asked if Mr. Giuliani had a fourth for his golf game that afternoon. He took the agent's card and said he'd call if their unconfirmed fourth didn't show. Coincidentally, we met the former Mayor at the hotel after his golf game and asked if the fourth guy had shown up for golf. Nope. Mr. Giuliani had then called the agent, who didn't answer his phone. 

Sound familiar?

What an incredible "ask" for the business - on a microphone in front of thousands of colleagues, one lone salesperson asking to golf with one of the best known people in the world. And completely negated by an epic follow-through failure. 

This isn't a lecture about answering your phone (a minimum requirement for success in this business). Anyone in the room that day who really wanted to golf with Mr. Giuliani could have shown up at the clubhouse ready to go at his tee time. No one did.

It's exciting - exhilarating even - when we ask for something we want and the answer is "yes!" But getting an initial yes doesn't magically put money in your bank account or mean you're on a golf course with Mr. Giuliani. That takes follow through - persistence, commitment and intense focus on achieving the ultimate goal.

And many times, the follow through that lands you the business takes action outside of the "norm." It means taking that extra step - doing one more thing that your competition didn't. Being and doing whatever it takes to achieve your goal. That's being all in. That's follow through.




5 Reasons to Attend the LeadingRE Summit in Vegas, baby.


Next February in Las Vegas, Leading Real Estate Companies of the World is having their annual conference.

Yes, it's cold there. Who cares? It's Vegas, you're never outside!! Grab your jacket and hop on a plane to the 9th island!! 

1. The speakers are great, and the content is relevant to your business.

The Keynote Speaker this year is Rudy Guiliani. Agree with his politics or not - I believe his presentation on "Principled Leadership: In the Face of Change and Crisis" will be interesting, thought-provoking and likely entertaining. Click here to see the rest of the speakers.

2. It's a chance to dress up and wear winter clothes

Seriously, don't you get tired of wearing casual summer clothes all year long? Nope, me either. But every now and then it's fun to "dress up." Putting on sparkly clothes, warm snuggly sweaters, boots and scarves is nice - especially when you know it's temporary! Want to wear that suit you love but never sees the light of day in Hawaii? You can in Vegas, baby. Time to dig into "winter storage."

3. You get to hang with ME - in Vegas, baby!

Our time together is typically limited to an hour, afternoon, or maybe an evening. This is a week. With me. I'm pretty fun, especially on the road - ask around!! Oh, you mean you'd like to connect with me in person and pick my brain about something business related? We can do that too. You play Blackjack, right?

4. Attendees at the *Luxury Portfolio Summit are some of the highest producing Luxury agents throughout the world.

The networking is off the hook. Those agents are psyched to be in Vegas and when it's cold everywhere else and they have to be inside anyway. And it's pretty sweet being from Hawaii - it's almost as if they all get a little warmer just by being near us! Their clients could be your referrals. Think about it.

5. Did I mention it's Vegas, baby?

The conference takes full advantage of it's location. Need I say more? The networking event at Tao is fabulous.  The Wynn hotel is gorgeous with great rates and beautiful rooms. Right next door is the Palazzo and Venetian Hotels and across the street is the Fashion Show Mall - all of which contain some of the best name brand shopping in Vegas. You can figure out the rest. 

There's really only one reason to attend. The networking. There's nothing like meeting people face to face and making a personal connection when the rest of the year you live 3000+ miles and an airplane ride away. The agents who attend this conference are some of the best of the best. You want to meet them.


*Only Luxury Portfolio agents can attend the Luxury Portfolio Summit. Contact me for additional information.