You can be sure God is watching, but besides Him you never really know.
Years ago, I was riding around looking at deals with the acquisitions manager of a homebuilder.
They didn’t have a local office back then, so I served as their eyes and ears up here. He’d come up maybe six times a year, and we’d drive the whole metroplex looking at land.
There was a lot of windshield time, so we got to know each other pretty well.
I liked picking his brain about how their business worked, they operated a little differently than the typical builder.
One day we were talking about their salespeople, and he told me something that stuck with me.
Their marketing machine was so strong that if a salesperson wasn’t making real money — six figures, and the first number wasn’t a 1 — they were sent to retraining.
If that didn’t fix it, they were replaced. These were great jobs.
A steady stream of prequalified buyers walked into the sales centers. The salesperson just had to follow their system and close.
But the surprising part was who they hired.
They rarely hired people with sales experience.
Definitely not anyone who had sold homes before.
Every office job applicant took a personality test, and if their profile matched what the company wanted, they were offered a sales job — even if that wasn’t what they applied for.
He even recruited people who weren’t looking for jobs.
The wildest example was a Taco Bell drive-thru. He said the woman working the window was sharp, fast, and personable. So he handed her his card and asked if she wanted to apply.
She did, and she went through the process and got hired.
Her income increased tenfold, all because she was doing her job the right way when someone happened to be paying attention.
I’ve always thought of myself as a responsible guy who tries to do things the right way.
But that story stuck with me. You never know who you’re talking to.
So I’ve made an effort ever since to handle things professionally without slipping into performative BS. Just treating people the way they’d want to be treated.
Most days, the results aren’t dramatic. Everyone just gets a little better service than they probably expect.
Nothing wrong with that.
But every once in a while, you get back way more than you gave. Happy clients refer people.
Sometimes those people end up being prominent developers who were just getting started.
Who handles a big chunk of his business now? Take a guess.
And that’s even better.
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PS — You’re probably not ready to buy or sell land today, but the time to start preparing is before you feel like you need to.
I offer a free, no-obligation analysis on any non-residential property. It never hurts to have the most current information.
You’ll be listened to, treated the right way, and never pressured.
I can’t promise you’ll never hear something you don’t want to hear, but you’re always in control when you work with me.
Is it a terrible idea to at least check it out?
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