It’s not about you. It’s about them.

Calhoun Times - - OBITUARIES -

time pick­ing up some ma­te­ri­als that had been con­firmed ready an hour be­fore I ar­rived. I still wasn’t loaded 40 min­utes af­ter I got there, and man­age­ment kept re­fer­ring to me as “Bubba” and “Brother.”

I ro­manced the idea of writ­ing in de­tail about those events. But then it dawned on me that we openly talk about bad ser­vice and seem to omit when peo­ple do a great job.

I’d pre­fer to leave you with a pos­i­tive mes­sage and tell you about two other in­stances that were awe­some.

The first hap­pened when I called my Cal­houn Home De­pot to check on floor­ing avail­abil­ity. I call that store “mine” be­cause it’s where I do the most busi­ness. I know where ev­ery­thing is, and I know and ap­pre­ci­ate most of the as­so­ciates in the store.

They also know me there.

When I called, I asked to be trans­ferred to the floor­ing de­part­ment. I didn’t know the guy who picked up the phone, but he was friendly and ver­i­fied that they had the 35 cases I needed in stock. I thanked him and hung up the phone.

About an hour later I got a call from Su­san in floor­ing. She was call­ing to let me know she had my or­der sit­ting up front for me. I couldn’t be­lieve it. I hadn’t paid for or even or­dered any­thing yet, and I hadn’t asked Su­san to do that. But she went above and be­yond to make sure I was taken care of. This saved me a bunch of time and re­ally made me feel like a val­ued cus­tomer.

And now you know why I ap­pre­ci­ate the as­so­ciates at “my” store so much.

The next day, I at­tended a great clos­ing at Lee Perkins’ of­fice. It was with a fam­ily buy­ing their first home; they were ex­cited and quite ner­vous all at the same time. All the real es­tate pro­fes­sion­als in the room rec­og­nized just how big a deal this was to the new home­own­ers and made sure that ev­ery­thing was all about them.

We asked about their fam­ily and about the house. We asked where they were from, what places they had lived and, fi­nally, what had made them de­cide to set­tle in Bar­tow County, Ge­or­gia.

In no time flat, the grand­baby pic­tures were out, the sto­ries were be­ing shared and their ner­vous­ness melted away. Be­cause we were at­ten­tive, they left the clos­ing ta­ble smil­ing and ex­cited to claim the new ti­tle of home­own­ers.

The dif­fer­ence be­tween these two sto­ries and the ones I men­tioned in the first para­graph is that the lat­ter group of pro­fes­sion­als pro­vided great cus­tomer ser­vice by un­der­stand­ing and im­ple­ment­ing the fol­low­ing state­ment: “It’s not about you, it’s about them.”

In or­der to make your clients feel val­ued, you have to make the trans­ac­tion be all about them.

As a real es­tate in­vestor, you are a ser­vice provider. Peo­ple have real- es­tate re­lated prob­lems, and you pro­vide so­lu­tions that range from buy­ing un­wanted houses to man­ag­ing un­wanted rental prop­erty via master lease.

Each time you sit down with a seller, you must re­peat in your head, “It’s not about you. It’s about them.” This ap­plies es­pe­cially if you are try­ing to put a cre­ative deal to­gether.

By fo­cus­ing on the seller, you’ll help them not just to see, but also to feel, the value in the so­lu­tion you’re pro­vid­ing. And when they feel val­ued, they’ll be more likely to en­ter into a cre­ative deal struc­ture with you and also rec­om­mend you to oth­ers.

Joe and Ash­ley English buy houses and mo­bile homes in North­west Ge­or­gia. For more in­for­ma­tion or to ask a ques­tion, go to www. cashflowwith­joe. com or call Joe at 678986- 6813.

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