There’s always something to howl about

Is THIS The Year You Grow A Pair And Finally Walk Your Talk?

If that title harshed your mellow in any way, you’re the target audience. Does it sound unfair? Make you feel like you’re being picked on? Poor baby. Compared to much of what’s published on these pages, I’m a relative Mr. Rogers. But the dark cloud messin’ up the mostly silver lining that was my 2010, was the talk/walk ratio with which I constantly was forced to deal. Isn’t shame possible any longer? Does nobody know how to blush? Has there been some sorta immunity from embarrassment pill on which I missed out?

I speak from painful experience. Many of the early years in the business my talk/walk ratio was maybe 8:2 or so. Talkin’ big time while walkin’ in clown shoes is something with which I’m no stranger. I know, cuz I’ve watched me do it.

Hey! I has an idear.

Do most of your talkin’ to yourself. Do most of your walkin’ makin’ things happen — quietly. Most of my mentors were lifetime members of Brutal Mentors Π― Us. There were countless times I was ‘gang mentored’ in the truest modern sense of the phrase. They weren’t interested in why things couldn’t or didn’t get done. If you can’t walk your talk, maybe Von’s is hiring they’d say. Actually, they said a lotta stuff a whole lot different than that, but those gems won’t be repeated here. πŸ™‚

Ever get tired of hearing your own empty words?

We all have more or less talent than the next agent. Same with experience and knowledge. Experience doesn’t happen a day at a time. It happens a transaction at a time. Every time you sit down and prospect. Each time you follow up. Every belly-to-belly with a potential client. Etc., etc. Knowledge increases cuz we seek it out, not cuz it gives a damn about us.

Whether or not you have more or less talent than the guy a desk over is literally not worth talkin’ about. Who’s working harder? Who’s learnin’ how to work smarter? Who’s grindin’ it out day after day after day? If the title pissed you off, you haven’t done that yet — and you know it.

Ever ask yourself why?

Allow me to quote one of my mentors.

“You’ve never given your best effort for one simple reason: You’re scared shitless you’ll discover you just don’t pack what it takes. That your best just ain’t good enough. Try growin’ a pair and find out once and for all.”

Not long after that knife to the crotch, in fact the same week, I endured this conversation while getting my tax return done at H&R Block — with my new bride sitting right next to me. After going over the income/expenses for my year, the preparer looked with sympathy at my wife and said,

“Mr. Brown, you’d have been much better off if you hadn’t worked this year.”

The ride home was, um, funereal. She was quiet cuz she didn’t know what to say. I was quiet cuz I’d been replaying both quotes in my head, and knew they were both on the mark. I decided then and there to do two things.

1. Grow a pair.

2. Find out if indeed I had what it took to make more in real estate as an agent than the the big rat at Chuck E. Cheese.

When we finally arrived home, a five minute drive that lasted two lifetimes, I was at the same time enraged (at myself), completely humiliated (in front of my brand new bride), and nearly unable to face her. She saved me, saying just the right things at just the right time. In essence, she expected me to show her and the world what I was really made of.

I know as surely as I know the sun’s gonna set in the west today, that there are those reading this who’re wondering how I knew so much about ’em. You may be one. You’ve spouted so much crappola the last few years, that nobody thinks you’re capable of producing anything but what comes outa your piehole. You know in your heart that the next time you walk your talk about work, it’ll be the first time.

Been there. Done that. Feel your pain. Feel your sense of abject failure. Empathize with you big time.

So here’s what ya do.

Decide that once and for all, the world, your family, but especially you, are gonna find out what you can do when you literally put your best effort on the line, and let the chips fall where they may. In sports they call it ‘selling out’. When the game’s over they haven’t anything left to give.

It’s a lot easier shaving or puttin’ on your makeup in the morning when you can look yourself in the mirror and smile at who’s lookin’ back.

Walk your talk — and talk a lot less.

If you’re still readin’ — Happy New Year!


11 Comments so far

  1. jay seville December 30th, 2010 2:58 pm

    As soon as I saw the title I knew it was Jeff writing πŸ™‚ — Live calls of website registrations I recorded for training. If you get through it all the last 30 secs I make some important points. That is part 1, part 2 is avail too if anyone wants to watch with 2 or 3 more calls.

    I’m looking for associate brokers than want to open a realty in their market so they can be independent and keep the $$$ instead of making their principal money….I’ve got the plan ready for interested parties for what it’s worth that gets leads from the get go….

    You want to connect with people — the soon the better that register–especially if their still on computer. And then help them lower their walls right away, then mention what they seem to be looking for…and then let them tell you their story. They usually come out and give you waaaay too many details but it makes for the quick creation of a working relationship. πŸ™‚


  2. […] This post was mentioned on Twitter by Jeff Brown. Jeff Brown said: New on BloodhoundBlog Is THIS The Year You Grow A Pair And Finally Walk Your Talk? Not for sensitive folk. πŸ™‚ […]

  3. Teri Lussier December 31st, 2010 1:03 am

    Nice videos Jay. And cute kid. πŸ™‚

  4. jay seville December 31st, 2010 4:56 am

    The challenging questions to address on the subject from a lead generation website perspective:

    1. do you call new registrations as they come in–easier said that done if you’re already busy yourself showing property, taking care of “stuff” and doing blogging, conracts, etc.

    — #1 isn’t too realistic from what I’ve found or I’m a woos

    2. do you set a block of time where you try to catch up on previous 24 hours of registrations???

    3. or an in-house full time follow up caller who gets 5% off of each lead that converts that he spoke to on the phone that was assigned to an agent?

    4. the one I thought of is getting work done on the backend of the website so that I’m alerted to those who register that are viewing homes $300,000 in certain cities so I am more motivated to interrupt what I’m doing knowing this person is somewhat of the real deal not looking a rentals or $100,000 under contract short sales when I take the time to go view what listings they are viewing

    — or a play off that is automatic assigning of leads to agents based on the price range and city of homes being viewed so that the team members receive the warm leads in real time for leads that meet a certain price range criteria?

    —Do we trust the team members to make that call right away?

    If anybody has pulled this off and worked through the issue put it out here in the comments.


  5. Anita Clark December 31st, 2010 9:48 am

    Why do we have to overcomplicate things? Give your best, always, and you never have to look back and say “what if”.

  6. Jeff Brown December 31st, 2010 9:55 am

    I get what you mean, Anita. But it’s not about complicating things, as much as it seems to be a fear deeply rooted for many in the lizard-brain part of their mind. Giving our best? Uncomplicated. Overcoming the fear of not measuring up to some silly, completely artificial standard? Very complicated.

    However, I believe it’s one of life’s super-irritating paradoxes. We can always simply choose to turn any page we want, or even opt for throwing away the current flawed book, and beginning anew. Writing our own scripts is always an option, but it’s one of life’s tragedies that so many refuse to exercise that option.

    Make sense?

  7. Anita Clark December 31st, 2010 11:38 am

    Absolutely, but IF we can overcome that fear, then the issue really does become less complicated. It’s a big IF, especially when we live in a society that pre-judges based on the standards you mention. Excellent, thought provoking post!

    Not sure I want to know what’s in the “lizard-brain” part of my mind though. πŸ˜‰

  8. Brian January 1st, 2011 1:27 am

    It is time to walk the walk.

  9. Scott Cowan January 3rd, 2011 8:11 am


    I grew a pair 3rd quarter of 2010 then promptly misplaced them for the 4th quarter. Knowing that I did this once gives me the confidence that I can do it again. Thanks for the subtle reminder that I need to get back to work.

  10. Meg Hurtado January 3rd, 2011 5:01 pm

    as always, great ballsy post.

  11. […] YEARS RESOLUTIONS Is THIS The Year You Grow A Pair And Finally Walk Your Talk? If that title harshed your mellow in any way, you’re the target audience. Does it sound unfair? […]