They call it “March Madness”, and I was mad as hell on Friday night as I watched my beloved Duke Blue Devils wilt under the pressure of a more prepared, better executing 15th seed. A 15th seed! How could this happen, how could such a lowly competitor beat the national beast?
As it turns out, it was fairly simple. As a “coach” myself, I read deeply into the “coach speak”. How coaches prepare their players for competition and how they respond when the contest is complete. Some of the comments resulting from Mike Krzyzewski, the coach of Duke and Dr. Brett Reed, the coach of Lehigh, resonated directly to why many commercial brokers win listing assignments, where others have failed.
Let’s first look at the preparation of the competition. When asked how Lehigh would prepare for Duke, Dr. Reed noted, it was not a matter of looking at Duke and determining where they were most vulnerable, but instead, you must look introspectively at yourself, your team and your support staff and reinforce the skills you possess and the passion you bring every day. You need to trust yourself and your team that you have put yourself in the best possible position to win. Brokers who win the listing, whether they are with a national power firm, or simply a boutique independent, focus on why they should be the only choice to an owner/investor or tenant and position their presentation (game strategy) to best reflect this.
During the contest itself, it was later reflected by coach K, that one of the main reasons they lost the game was xxx the players from Lehigh were “bold”, where as his team was out of synch. How many of you go to a listing presentation with a “bold” approach. Bold, by its very nature, demands confidence and a touch of aggressiveness. Does your listing presentation say
“why us”, or “why not us!”?
After the game was won, Dr. Reed asked his team if they were happy, and every player said “yes”. They had prepared for the competition, executed to perfection and withstood against the continual odds against their success. But Dr. Reed followed up by asking his team if they were satisfied. And this time, to a man, they said “no”. Winning a listing or representation assignment is only the first step. Being “bold” and aggressive in both your pricing and marketing will ultimately reflect if you move forward, or simply inventory your opportunities.