Is Brian Sacks full of BS?

Insights on "Does this stuff really work?"

This is the follow up to a post that originally appeared in the Top Originator Underground Facebook group… if you missed it, you can access it here: https://www.facebook.com/groups/176218653674776/posts/611109606852343)

Hey Underground!  It’s Michael…

I wrestled the controls from Brian this week and thought I’d share an update to a story I originally posted in the TOU Facebook group.  If you missed it, you can check it out real easy at the link above.

Anyhow, I was thinking about how things turned out and realized there are some interesting insights that are worth sharing.  But first…

Here’s a quick follow up on what’s happening with that --

STATUS UPDATE:  I thought this was going to be a great opportunity to make a connection and possibly start a new (business) relationship.  (Which, ironically, started with a single, simple “status update”.)

Turns out, she had a problem on a separate file (different Lender) and needed some advice.  That’s what the 39 minute phone call was about.  (Btw… remember, she called me).  Here are the highlights of that call:

The call was all about HER and what SHE wanted to know. And, “no” I did NOT:

• ask her to meet up for coffee

• ask for any referrals

• or even ask for the deal we were talking about

In fact, at one point she did offer me the deal and I pushed back a bit.  I told her I didn’t think it was in her best interests to do that unless we had to (it would have required pushing back the closing date).  Also, I didn’t trash her current Lender and even offered explanations as to why I thought she having the issues.

I listened, answered some questions and listened some more. 

Ultimately, I gave her my best advice and strategized a game plan on how to proceed.  If my ideas worked, her deal would get done “as-is”.  If not, then I would get involved – which of course meant I would take over the financing – and make the deal.  But not quite yet (and that’s important).

I could have just gone for the jugular.  I could have thrown the current Lender under the bus.  I could have taken her up on the offer to take the deal and run with it.

However, I ended up doing something far more valuable than any of those things.

Here’s what happened… 

My plan worked.  Her current Lender got bailed out (with my advice).  I didn’t get the deal.  (insert sad face emoji)

At this point, you’re probably thinking, “Well, that’s a bummer.  Wait, I thought you said this stuff works?  This is BS!”

If that’s your reaction… I get it.  We all want the deal and we want it now.  But, you have to be careful about sacrificing the long-term for the short-term.

If your goal is to create a relationship, then you should be thinking long-term.  And that changes what you do in the short-term.

For me, this always comes back to value.  How do I best deliver value?  How do I make myself valuable?  I’m always thinking about value.  How to demonstrate value? You get the point.

If you look at this through my lens, then you’ll see I did go for the jugular.  I did win.  I delivered her a closed deal, on time – which is exactly what she wanted.  (It just wasn’t me as the Lender).  This was the right move in the short-term.

Results?  So far, she’s referred me 2 people…  a prospective homebuyer + another agent in her office.  And that other agent initially showed up with an immediate referral.  That deal is in process.

After she referred me the other agent in her office, she said she “dumped” the other Lender and would be sending me all her clients from now on.

So, “yes”, it was a great opportunity to make a connection and start a relationship.  But, there was additional, hidden, value there as well (in the form of a 2nd potential relationship, which is blossoming nicely).

Relationships, by nature, tend to grow and multiply.  The more you practice that, the more it happens.  There is a “flywheel effect”.  And that’s where I’m investing.

Until next time,

Michael

P.S. - One last thought… “yes” is (still) my answer to the original question of “does this stuff work?” But it’s not quite that simple… it works if you follow it. All of it. Everything matters. I glossed over several, almost invisible, but important points. I hinted at others. If you want to play, type in the comments something you think that matters, when building relationships. For example, it matters that I didn’t go for the deal right away. Let’s see how many we can come up with!