Network Marketing; Flexibility and Choices

Network marketing is a distribution chain of independent sales representative. Sometimes referred to as consumer-direct marketing, direct sales or multi-level marketing (MLM). The term “affiliate marketing” is one originally referring to online cross-selling, yet it is also applied as a new buzz term for network marketing. For those who wish to become an entrepreneur but don't know where to begin, an arrangement like this can be very attractive. Often, there is talk of making a lot of money in a short amount of time. Now, what's that old adage about if it seems too good?  

Some of these companies are good and some are just filled with MLM junkies who are on to the next “opportunity” when the previous one has fizzled out. Now, so much of it is done online and the internet has really changed the model of how companies like Amway, Shaklee, Avon, Nu Skin and Herbalife have to market themselves. Case in point, a lot of Herbalife distributors are now establishing brick and mortar smoothie shops. That’s not bad, but most in the “network” were originally sold on not having an overhead. A storefront, utilities and employees are overhead.

It's PROBABLY not a cult, but you have to be aware of the lingo and rhetoric. You will hear things like, "down-line" which is the group of distributors you have recruited to your "organization" or "team".  Obviously, the one who recruits you is your "up-line". They love slang and initials. Point value (PV) is sometimes used instead of referring to money, and every distribution level will be named after a gemstone or mythical creature. It's a way of keeping score without realizing how little money one may be actually making. 

Should you attend a meeting, the facilitator up front will be quick to tell you how much money he made. But if you ask someone on the back row who has been attending for a year or more, they will be as tight as a clam. You will also hear about how easy the "plan" is. Well it is easy, once you have put in the blood, sweat and tears. But who knows for how long that will take?

Over my life, I have been a distributor for a handful of these. Personally, I believe the best ones are those which provide a service rather than a line of products. It's much more straight-forward. Professional services also tend to attract a better class of people. And that is KEY. You will be recruiting... a lot! No one ever became rich from simply being a distributor. You have to have a big down-line. 

Is network marketing a pyramid? There are stipulations within Federal law and possibly even State laws as to what constitutes a pyramid scheme. These are based on what the product or service is and organizational structure such as how many levels of commission there are. If a distributor joins the company, he or she CANNOT be forced to purchase products or use the service to join. This is a serious no-no as well as a sign it's a scam. Though, they may charge a nominal administrative fee of twenty or thirty bucks to set you up as a distributor.

A big factor as to legality, is whether there is even a product for sale or not. I remember in the late eighties, there was something called the "Airplane Game". People would pay to "play the game" but there was no product. As individuals paid a thousand bucks or more to join, they would move up from passenger the flight attendant to captain, based on how many other passengers they sold "tickets" to. It was akin to a Ponzi scheme. This was a clear pyramid and its originators actually went to jail. 

I may sound a bit cynical of this "referral marketing" because so many of them are unfortunately fly-by-night. But I am actually not opposed to the marketing model. Not at all! In the right setting and with the right service or product to offer and a good leadership team, one can start a very nice business with little investment. Of course, where there is little upfront money, there must be a lot of effort applied to grow the business. But, that shouldn't intimidate a budding entrepreneur! 

Here are a few things to avoid;

 - Any company that has broadened its reach from the original core product. They have lost their focus, mostly due to competition or market boredom. But more crap to sell is nothing more than just more crap! Look for something that is unique or exclusive.

 - Companies that can restructure your commission rate without your consent. They will do this.

 - Avoid organizations where the MAIN thing is recruitment. That’s not a business, it’s a networking association.You can find this out by visiting the "sales" meetings and timing how much the person at the front of the room talks about bringing people to next weeks meeting than the products themselves.

 - You can't swing a dead cat without hitting a vitamin or "supplements" company these days. They are cheap to make so they can have a huge markup. The quality of most of these are not any better than what anyone would buy off the shelf. Though, you will hear customer testimonials rave about the product simply because they never took vitamins before! I am guessing almost half of these companies are in the herb, oil or vitamins business. If supplements are the mainstay of the company, run!  

 - Also run away from companies that are “breakaways” from other marketing groups and are replicating their predecessors. This happens many times because someone with a large down-line has figured out how cheap those vitamins are and wants a bigger piece of the pie. The problem is, all those people who were fickle enough to leave the original company, will be fickle and leave the new one as well. 

 - If you hear "We're going international", it's because the product is saturated domestically.

 - If it's less than two years old, it's untested and the leadership has yet to prove itself. If it's over ten years, you have MISSED the "ground floor" opportunity.

But there are upsides as well. If you have never been exposed to sales or business in general, this is a wonderful environment to begin! This can be a place to encounter different marketing ideas and sales tactics. You will learn quick whether a prospective customer is interested in what you have to offer. Business is about controlling your resources and the most important one is time. You will learn to prioritize your efforts in a way that may not be required in a typical 9 to 5 job. 

In fact, it is something that allows for flexibility. More and more people have "side hustles" these day. This can be a perfect weekend gig until the business takes off. Though, at some point, you may want it to be large enough for you to leave your steady employment. At least, that is the dream of owning your own business. But some speak of just having some extra pocket change or making the car payment each month. Again, it's flexibility.

Even if you don't make your first million through network marketing, you will gain a lot of sales experience that may come in handy in other endeavors. Though, there is encouragement from your up-line and other distributors, you will learn to test your mettle by pushing yourself out of the comfort zone. THIS is what all entrepreneurs learn in order to be successful. 

Generally, the other people involved are very positive. A rookie business owner may be shown new, healthy ways of thinking through shared books like Think and Grow Rich, or How to Win Friends and Influence People. Sadly, not everyone was exposed to having dreams and aspirations or the art of being positive while growing up. For those raised in a negative or even abusive environment, this can be very cathartic and freeing. Friendships may be formed that will last long after the business. 

Millionaires have been made and operate ethically throughout the country. I've watched people do it with my own eyes. It is up to YOU to discover the right path (and group of people) to take you where you want to go. I have also seen dozens if not hundreds move on to do something greater, using the knowledge they gained from their networking venture. Like anything, you only get out of it what you put in.   

 

May I Offer a Little Friendly Advice?

There is an old saying: "Free advice is only worth what you paid for it". Well, hold on! Not everything that is free is completely worthless. Consider the air we breathe. Yes, there are times when advice can be good and beneficial to its receiver. There is another adage: "The best things in life are... FREE". Perhaps more than the actual advice, we should better scrutinize the source. WHO is the one imparting the sage wisdom? Are they actually a sage? In other words, is it someone who actually has experience in that field?

When I was in business school, we had the occasional adjunct professor teach some of the upper class courses. An "adjunct" was someone who was not on regular staff, but still worked in the industry of which they were teaching. That being the case, they were usually night classes. I always had this feeling that the regular faculty didn't like adjuncts. Nonetheless, THEY are the ones from whom I learned the most. If I saw an instructors name in the course catalog I didn't recognize, I knew it was probably a business owner or CEO. It would be someone I could ask real-world questions and get a straight answer. An answer based on experience and not what was already written in the textbook. In other words, I valued their advice.   

In real estate, it is estimated over half of all agents nationally quit after the first year in the industry.   One major reason for the high turnover is rookies feel they are not adequately trained in the BUSINESS of real estate. Over a decade ago, I was a real estate trainer for one of the largest RE/Max franchises in the country. It was a job I enjoyed and held that position for about five years. The program I put in place for new agents was hugely successful as evidenced by the stint of their careers. The training was said to be so good that veteran agents of other companies would recommend their friends who wanted to get into real estate to come see me! The managing broker loved me.

Given the acclaim from within as well as externally, you would think all the newbies would always hang on to every word I said in our training meetings, right? Nope! A new agent would knock on my office door and ask "Do you have a minute"? I always made the time. Once they asked a question or told me of a challenge they were having, I would tell them the best course of action or even offer a couple of suggestions. USUALLY, it was based on an experience I actually had throughout the course of my own career. I was puzzled the times they would not heed my words and go it their own way, sometimes re-inventing the wheel.   

On one particular incident, one of my agents asked if she could simply use the old house photos from an online listing that had expired with another company. Though I had never heard of such, I told her it was best she take her own listing photos and "start fresh". Simple enough, right? It may have been laziness on her part, but it certainly was not by accident she posted the old agents pictures online. Three days later the broker of the expired listing's company called my broker and words were exchanged. I believe the topic was intellectual property rights. Once my young agent caught wind of the conversation, she called the old agent and further exacerbated the situation. Feelings were hurt and there was now bad blood between the two firms, which in real estate is NOT good. Not good at all. All she had to do was take my advice... and her own damned photos.

What I realized was there are people who seek validation rather than unbiased advice. They have an idea and go to the expert. IF the expert agrees... YAY! But if the veteran dissents, they simply do what it is they really wanted to do all along. I use to be extremely annoyed by this, as I considered my time was wasted. Now I see it is part of being human. To varying degrees we all do this. We get it in our head what we want to do, but ask opinions of others to cover ourselves. This is why it is vitally important to suspend making final decisions on important issues until enough workable information is in. Granted, it's hard to separate our emotions from a logical decision. That's the human part I was talking about. Consider all the down on their luck gamblers in Las Vegas; a prime example of not separating ideas from emotion.   

Real estate is a tough career, but so is public speaking. I'm not even talking about being on stage. That is only 10% of it, the tip of the iceberg. As a public speaker and corporate trainer, I have about ten people a year ask me how to get started as a motivational speaker. I always stop what I am doing and take time to talk to them and answer any question they have. Why? Because a lot of successful speakers along the way stopped to talk to ME. They gave me advice and I took it. I always let novice speakers know the one most IMPORTANT bit of advice I can spare for someone just getting in the business; join Toastmasters International. Toastmasters is a public speaking club where one can learn the skills. The cost is only about $100 annually and generally, members are warm and welcoming. So, how many would-be Tony Robbins took me up on my advice? None! Not a single person I ran into again or called a month later actually joined Toastmasters. My guess is their dream is more attractive than the actual work of bringing it into reality. 

My advice to you: the next time you seek someone's opinion and their idea is contrary to what you initially thought, do further fact finding. However, they may be able to spare you some heartaches and stress. Has this person actually done what it is you want to do? If not, then WHY are you asking them?  Find someone qualified with real-world experience. If something isn't as easy as you originally thought it was, you're probably on the right track.    

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MomentumSemianrs@gmail.com

"Prepare for the WORST, but..." Wait, how does the rest of that go?

"Prepare for the worst, but HOPE for the best!" Why is it we tend to forget the last part of that maxim? Is it because we have heard it so few times? Perhaps it's too long? Maybe the concept itself is too complex. It may be the first part, the doom and gloom part, takes all our concentration.  After all, can we really expect our minds to think in two completely different terms? Yet if we are looking under rocks to uncover potential booby traps, we never take the time to enjoy the proverbial flowers.  

First, understand that anxiety is actually there for good reason. It's a survival mechanism. We are constantly looking for an alternate ending, a way out, or at least a really good lie. We want to have options when it comes to saving our relationships, not getting mugged, being fired, or just talking our way out of a traffic ticket. Self preservation itself is not bad so long as it is not at the expense of others. However, we get stuck there. We are always watching out for the next big financial pitfall or social jackpot. Our minds take in billions of bits of information every day. The great majority of that data has no bearing on our lives whatsoever. Nonetheless, there is a lot to sift through. Perhaps there really are more things that could go wrong than right.

Without a doubt, negative self-talk will manifest itself into a bad attitude, limiting beliefs and even a poor outlook on ourselves. Some of that talk is our own creation and some of it (some more than others) is something that has played each and every day since we were small children. So, why is this little inner PA system always playing? With exception to deep-seeded emotional issues, there are just two reasons; we are comfortable with what is familiar, and silence scares us. Yep, that's pretty much it. Trusting in the way things have always been done is far better than looking inward at ourselves.  Have you ever known someone in a co-dependent relationship? Rationale would dictate they leave an abusive entanglement, but they remain due to a fear of the unknown or even possibly being alone.    

Perhaps we should BEGIN hoping for the best! Far more important than dwelling on unrealistic negatives is how to move forward searching for positive outcomes. This takes adjusting our own attitudes toward, well, everything. This is nothing that can be done a psychologist, minister, board-certified magician, your boss, your parents, your spouse or the HR lady. Sorry, not even I can help you with this one. It is something the individual must do for themselves.   

However, here are a few things that help you move in the right direction;

Get a better class of friends. Motivational speaker Jim Rohn once stated; "We are the average of the five people we spend the most time with." We tell or children to not hang out with the wrong crowd. Yet do we head our own advice?  You are only obligated to see your extended family on Thanksgiving, the other 364 days of the year are YOURS!  Seriously, do we seek those who can help elevate us or simply those who are comfortable and familiar?  Maybe we gravitate toward those who are most like us, as we are now. Perhaps we are the ones who are co-dependent.

Again, with the diet and exercise? Yes and who knows, there might actually be something to it, too! There have been hundreds of studies on the emotional and psychological benefits of Omega-3 fatty acids. That means more fish. Also, we must train ourselves to fill our lungs with more air so we can better get oxygen to our brain. The type of deep breathing we can only get from exercise. Good news here; ANY physical activity will get our heart rate up, so have fun with it. Unless you have a medical condition, there is no wrong exercise.    

"Purple giraffe!" Did you just envision a blue otter in your mind? No, because it was filled with the image of a two-tone lavender equine with a long neck. The human brain can only concentrate on one thing at a time with any great detail. Whatever is there, is there. If we tell ourselves to NOT think of something, it's still there. We can't allow ourselves to become frustrated when we imagine the worst, like getting fired, breaking up, arguing with our children or Bananarama on tour. Acknowledge those negative ideas for what they are; distortions of reality. Then, simply let them creep on through our mind until they find the exit. They will eventually leave, they always do unless we choose to hold onto them.    

Give yourself a time out. Take some quiet time, you deserve it. Go somewhere completely devoid of people, phones, distractions, wi-fi or even background music. Have a conversation with yourself. As stated, we already talk to ourselves, so this should be easy. Have an honest talk with yourself about the type of person you are, what makes you happy, and where you want to be in life.  Believe it or not, this is where I LOSE MOST OF YOU. As simple as it is, it's just too damned awkward.  

Get enough sleep. A Columbia University study showed the rate of those surveyed who had sleep
deprivation and sought out professional help for psychiatric disorders by about 8:1, versus those who were well rested, yet sought help. Eight to one! How many of those eight would never have had an issue had they just got an extra hour or two of sleep each night? Those one-hour sessions lying on the psychologist's couch would have been just as effective had a subject actually fallen asleep on it!   

Live with passion! No doubt, some people aren't seeing the good simply because they just are not happy.  Happiness really is a decision, not a state. Of course, we all have bad days, suffer regret and mourn loss. But that should be the exception to human existence. When I conduct career coaching with clients, I ask them what they are most passionate about. Sadly most simply do not know what would excite them to get out of bed in the morning. They only roll out of bed due to habit or a sense of what the consequences will be. Passion overcomes fear and if we are anticipating all the good that will come from the new day, our attitude will rise to meet the need. 

Sad to say, we will always have those little negative thoughts and anxiety. The trick is to outweigh them with positive expectation and constant reminders of how awesome we truly are. And that, takes purposeful intention.  

Blaine Little
http://speakingforeffect.com/
BlaineSpeak@gmail.com

Service at the Speed of the Human Race™

The information superhighway was never intended for people to take a leisurely stroll. The internet was created, and exists for the rapid gathering of data. Service itself is just a byproduct. Truly, when it gets to decision time, people want to SLOW DOWN a bit. But, how do you do that or even hit an "off ramp" if everything is moving so fast?  

The concept of "Service at the Speed of the Human Race™", simply means gathering all pertinent information for our clients as quick as possible, explaining it to them in a way they understand, and then allowing them some time to decide how to proceed.  No teleporters or magic wands, just good client service. In fact, this has always been the model. But unfortunately, it's a point a lot of online platforms completely miss. At some point in the decision making process we must slow down, as bad information, out of sync priorities and miscommunication can upset an otherwise smooth process. If we are the professionals in our field, those who have knowledge and prior experience, and it does fall to US to tap those brakes.  Otherwise, our client stand to make a huge mistake, especially as it applies to real estate.

It is a concept First Community Mortgage refers to as "the human mortgage approach" of doing business.  Though they have access to all the tools of an online-only bank, they realize the greatest advantage is in their people. More important, their people making face-to-face connections with clients. Mortgage seekers don't want to be forced in to the next step of the process because the site says it's prudent to do so.  Nor are they willing to be denied by an algorithm. They want to look a professional in the eye and get some advice. People want options. Yes, at a point there is the need for a little bit of hand holding. That is a service you cannot get from the internet.

I recall several years ago, a large discount department store was playing with the notion of expanding into real estate. They had kiosks set up in a few of its stores as a pilot program to see how many more magazines, cheap toys, shirts, flip-flops, and 2000 square foot homes they could sell. This was at a time when there were not as many real estate information outlets as there are now. The discount chain's concept was to provide fast and convenient data while customers were shopping otherwise. People did in fact look at home listings on the in-store computers, but when it became decision time, elected to seek the advice of a Realtor®. The project was abandoned.  

Recently, I worked with some clients to sell their home. Within the first 24 hours, we received four offers. Each was good. The clients selected potential buyer to work with and we were able to sell the property for about $10,000 MORE than we originally anticipated. All this happened without the use of such online services as Homelight, Zillow or Trulia. For the most part, the offers that came in were by word of mouth. As for the bump in price; I went "old school" and actually MEASURED the property thereby finding additional square footage that was not reflected on the tax record. Something that would not have been caught by a "Zestimate", but rather by little ol' me!   
           
In the 21st century, we want something and we want it now!  However, instant gratitude is for the most part, a fantasy. Gaining information today is no problem at all, but is it the RIGHT information? More important, is it the right information for that individual? The human mind can race at a sprint, but the heart still needs go the distance of a marathon. That is what is meant by Service at the Speed of the Human Race™.    

Blaine Little is a real estate instructor, business trainer and an agent with Reliant Realty in Murfreesboro, TN

http://speakingforeffect.com/        BlaineSpeak@gmail.com

Too Much Clutter Can Kill Your Real Estate Deal!

Too Much Clutter Can Kill Your Real Estate Deal!  by Blaine Little 

One of the first things a good Realtor will tell his or her seller clients is to "de-clutter". This is not necessarily saying the house is a mess or dirty, but does imply it's time to put away all those personal chotchkies and souvenirs collected through the years. The intent is to allow potential buyers feel as though the home could already be theirs. But what happens when all those little nick-knacks are the focal point of the house instead of the kitchen appliances?
  
Some years ago, I had a listing appointment for a lady who was moving back to her home town. I was to meet her one afternoon, and before leaving the office, I did a quick check of everything I might need; camera, flip book presentation, forms, and of course, my "lucky" pen. On the drive over, I rehearsed in my mind, responses to the three or four common objections I might hear during a listing appointment. I also considered common issues with the house, such as pet odor or a bright decor. However, nothing quite prepared me for what I was about to see.

After ringing the doorbell, the lady greeted me warmly and invited me inside. From the front living room door, I got an eyeful! The walls were a neutral tone of light gray, the carpet was beige, and the beanie babies were, well, MANY. On the far wall she had a wooden rack full of them. There were about 20 little plush toys across each shelf and about a dozen shelves down. She had two such racks, and several "Ty toys" out on tables, so you do the math. She had hundreds of these things! Just tiny little teddy bears and other assorted critters all in every color imaginable.

Something occurred that doesn't happen to me often: I was speechless. In our short time together and on the phone, this lady was so polite and seemed like a very sweet person. So, how was I going to break it to her that she really needed to take them down? As luck would have it, when she noticed me eying the wall, she proceeded to tell me a story that seemed to be attached to each one. Where she was when she bought them or how a friend who knew she collected gave one to her or what a special one meant to her. I just saw hundreds of pieces of felt.

When buyers enter a house, they imagine what that property could like like in a few weeks. They consider lighting, mentally place their existing furniture in each room, and quickly scan for any repair items. In short, they assess how that house will suit their needs. However, if there are tiny, multi-colored items all over the place, this is a huge distraction. The human eyes can only take in and analyze so much. Even though a listed property may be clean and tidy, it just appears CLUTTERED. 

As real estate professionals, we must tread lightly here. What may seem like an obsession or just plain weird to some of us may be very important and significant to our clients. For a house to appear as a potential "home" to a buyer, it needs to be shown in its best light. That means clean and showing a lot of surface area. Showing open areas on a wall, floor, ceiling or table make the property appear lager than it is. The simple reason is only a few objects can occupy the minds of buyers before they become frustrated and simply decide to move on. This is exactly why we notoriously ask sellers to remove everything from a refrigerator's surface. For those of us who have children, that's a tough one.

I once had sellers where the husband collected about a dozen collegiate baseball caps and displayed them very proudly on shelves in the den. Though this were not hundreds of items, it was still clutter. At this point, I delivered my famous line; "You need to pack anyway, because you will be moving soon." Believe it or not, that usually works!

In the interest of full disclosure, in my home office I have a closet that is filed with magic effects and illusions I have collected over the years. Each was selected to fill a specific magic "need" aside from raising the ire of my wife. That probably seems weird to most potential buyers, but then again, my home isn't currently for sale.

http://speakingforeffect.com/
BlaineSpeak@gmail.com

You Have Control Issues and Your Employer Knows it!

We all have control issues, and your work's office building confirms it. That's right, a lot of those "I'm in charge" buttons are just for show! But when it comes to overall satisfaction on the job, your employer has a trick or two up their sleeves.

If  you arrive at the job site and need to cross the street between parking and work, that button for the street crossing sign may very well be inert. Though, it's not the case in all areas, New York City did admit years ago that when they upgraded the pedestrian crosswalk signs to timed circuitry, they left the old buttons on the sign poles. The reason; it made people think the light would change for them sooner and discourage jay walking.

You then head inside the building and enter the elevator a little late because you had to wait on a fake street sign. After selecting your floor, you reach for the "door close" button. You know, the one with the two arrows facing each other. Again, you've been duped. Though elevator manufacturers insist the buttons do work, they generally don't engage without a fireman's key. So why install a push button at all? To help alleviate the frustration of waiting a whole 2.3 seconds. In short, it allows you to feel in control of the situation.

But the manipulation does not stop there! When you finally arrive at your desk, a crossing light and 2.3 seconds late, you may feel the need to adjust the temperature controls to create just the right working environment. It's estimated that over half of the free standing thermostats in larger office buildings are completely FAKE! Why the elaborate sham? If you are cold, more than likely someone down the hall is hot and vice versa. However, your company doesn't want to have to reconcile physical comfort concerns of an entire company based on whose cubicle is nearest a large window and gets the sun. To put a lock box box around a functioning unit would only elicit more complaints. The actual degree setting is generally the exact same for a particular season, but the phony dials create a placebo effect that will allow you to get back to work.

Almost a hundred years ago, research was conducted at a factory in Cicero, Illinois. The study was to see if affecting the variables such as light, temperature, humidity and even music in the work environment would increase productivity. All of these adjustments had a nominal effect on overall output. The biggest factor in the study was not the adjustments, but the fact that they were conducted at all. Workers assumed that their employer was making the changes to please the employees, and therefore... cared. Known as the Hawthorne Effect, this was a groundbreaking study indeed. That simply the attitude of employers toward their workers would in and of itself increase productivity.

Going through life pushing buttons and making tiny adjustments to EVERYTHING adds stress to our lives, robs us of our joy, and blinds us to the opportunities to see the world in a different way; as it truly is. We cannot choose with whom our children fall in love, if we will be in an accident on the way home or whether we will even have a job next week. My advice; slow down, draw a deep breath, take a placebo (tick tacks work pretty well) and understand you are not in control of most things in your life, especially on the job. Admitting as much is half the battle. Relinquishing the need for control allows you to shake off stress, clear your mind, and do what your company really wants; get back to work.  

http://speakingforeffect.com/
BlaineSpeak@gmail.com

Well, If You ASK Me...

We Realtors® are by and large gregarious, fun-loving types of people who take pride in our work, and love to see our clients smile. We want to always place those smiles on their faces because it is instant reinforcement we are on the right track and our people love us. Oh, how FUN real estate is! But if our powers of observation lead us to a potential pitfall, or if we have to break bad news, we tend to get a little shy in our approach to speaking with our people.

If our buyers want to move on a property we suspect is already listed under market, or if our sellers wish to reduce the list price, we are all too happy to offer our opinion. Yet, timidity sometimes sets in when we discuss a purchase price, or whether to accept a counter-offer. After all, that's an administrative minefield, and we don't want to look bad if our advice backfires. However, whole deals will go south if we do not offer our advice. Our clients will become confused, frustrated and leaderless. In short, we fail when we do nothing.

Why should we ever wait for our clients to ASK us anything as it relates to the real estate process? It seems amazing when an offer comes in and the professional simply throws the paperwork on the table, and asks "So, what do you think"? That's not offering advice, that's being a currier. Our clients hire an industry expert, and deserve better. In fact, if they don't get the service they think is owed them, they will go elsewhere.

Of course, the people we represent are under no obligation to actually take our advice, but it is comforting for them to know our idea is an option. Years ago, I was showing a home in rural Rutherford County. The property was almost a century old, the floor slanted, there were cracks in the drywall, and through an attic window, it appeared to be hewn timbers between every other rafter. I actually said "PLEASE, do not buy this property!" I was fearful from a safety standpoint. I told them we could continue to look for homes elsewhere. But the dwelling reminded the lady of the old homestead growing up, and the man insisted he was handy enough to make such repairs himself. They bought the house against my objection.

Ultimately, our clients hold all the decision-making cards. Much to my relief, when  I visited them a month later, almost all the repairs had been made. So, do I feel ridiculous for voicing my concern? Absolutely not! In fact, before moving forward on the purchase, they did take time to more deeply reflect upon what it would really take to make all the repairs once they took possession. So, I did my job.

As Abraham Lincoln stated "A lawyers time and advice is his stock in trade". Whether we advise to; accept, reject, or counter; go high, go low, or go home, our clients expect a certain amount of guidance beyond where the GPS tells us to turn for the next appointment. We need not always wait for them to stare at us in stone silence before we open our mouths. They are already waiting for us.


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