Andrew Lietzow-MBA, e-PRO, SRES

I hear an awful lot of emphasis placed on the value of building a By Referral Only business. And it is indeed a laudable goal.

Yet the emphasis is often on developing a system which will cause others to want to refer their friends, relatives and neighbors to you. In other words, to create a "By Referral Only" business, we're often trying to develop a system that will change someone else's behavior.

Let me ask you, "How effective have we ever been at actually changing someone else's behavior?". If you've tried that, as Dr. Phil would say, "How is that working for you?". For some, not all that well.

I have a different proposal.

What if we spent more time thinking about becoming that someone to whom people would automatically love to refer their friends, relatives and neighbors? In other words, to becoming tops in our respective fields.

Not that these other programs are ineffective -- many are worth the price of admission and more -- yet when we fall back into the same old rut after taking the latest, greatest whiz-bang "I'll turn you into a Real Estate (or Mortgage Lender, or Propery Inspector, etc.) Money-Making Machine" program, maybe what we are avoiding is making the changes in our own lives which would really make us "referable". (More on this in another blog entry).

I'm finding that the best teacher is often already within us. With help and guidance from people like Leo Weidner in his "Achieving the Balance" system, coupled with our years of life experiences (and the number of years isn't all that important because experience is often over-rated by old people who nod wisely and speak stupidly) we'll figure it out.

Now don't get me wrong, I have spent thousands on self-help programs and many have been very helpful. Yet what I'm talking about is, what if you've taken all of those courses yet you're still fighting daily to stay afloat, to build your business so it can one day create a "walk-away income" stream?

After all, isn't that what most of us are striving for -- to create a "walk-away income" -- one that will keep on paying dividends long after we're no longer fervently working the business?

So, for me, one of the major changes that has been working real well is to look at my process flow controls, to work toward refining those systems and to establish my personal "Life Creed" so that I am living my life in balance.

To look at areas of my business, and life, and finding ways to make a 1/2% improvement here, and a 1/2% improvement there -- with an overriding goal of becoming highly referable. If we are continually refining our processes so we can become the absolute best we can be, we are well on our way to living a fulfilling life. Not the best there is, not the richest there is, just the best that I can be.

The more I focus on making the appropriate changes within, the easier my chosen career becomes. This is an example of a "Life Creed" statement that will become a self-fulfiling prophecy, if we ask God to really work on our hearts and heads.

I love working with people to help them reach their goals, and people love working with me. Because I continually strive to be the best I can be, I make it easy for them to reach their RE investment or home-ownership goals and my clients make it easy for me to reach mine.

This affirmation is not "other" oriented -- I don't have to force someone else to change their behavior -- I keep my focus on my changing my own behavior. This allows each of us to be genuine in our relationship. I think people respect someone who isn't trying to manipulate their behavior.

Think of something you could do today that would make you more referable -- to make it so that people really love doing business with you -- then make the change!

We'll meet there (2341 2nd Ave) then Beth Gibbins, ReStore Outreach Coordinator, will give us the low down on how to save money and find building materials to solve problems!

The selection has improved dramatically over the years. I think investors may be surprised by what the recycling-oriented ReStore has to offer.

For more info on the Two Rivers REIA (Real Estate Investor's Association) of Central Iowa, LLC, check out http://TwoRiversREIA.org

... I am a Christian, but I don't qualify as a fanatic.

Now and then, however, I do take some time to read the Bible, as most believers would do.

Somedays, the words just jump off the page into my contiousness -- the "mind" part of the mind/brain - and really mean something. Other times, not so much.

This morning, Proverbs 1-3 seemed to really speak to me. I'll post Proverbs 1 for any who have the time to read. Notice how in verse 20, Wisdom is referenced in the feminine "she". I think it's interesing how the qualities that would make one wise are being referred to as being feminine. I'd love to have people's perspective on why they think that is. I have my own hypothesis, but would be interested in any one elses.

1 The proverbs of Solomon the son of David, king of Israel:
2 To know wisdom and instruction,
To discern the sayings of understanding,
3 To receive instruction in wise behavior,
Righteousness, justice and equity;
4 To give prudence to the naive,
To the youth knowledge and discretion,
5 A wise man will hear and increase in learning,
And a man of understanding will acquire wise counsel,
6 To understand a proverb and a figure,
The words of the wise and their riddles.
7 The fear of the LORD is the beginning of knowledge;
Fools despise wisdom and instruction.

The Enticement of Sinners

8 Hear, my son, your father's instruction
And do not forsake your mother's teaching;
9 Indeed, they are a graceful wreath to your head
And ornaments about your neck.
10 My son, if sinners entice you,
Do not consent.
11 If they say, "Come with us,
Let us lie in wait for blood,
Let us ambush the innocent without cause;
12 Let us swallow them alive like Sheol,
Even whole, as those who go down to the pit;
13 We will find all kinds of precious wealth,
We will fill our houses with spoil;
14 Throw in your lot with us,
We shall all have one purse,"
15 My son, do not walk in the way with them.
Keep your feet from their path,
16 For their feet run to evil
And they hasten to shed blood.
17 Indeed, it is useless to spread the baited net
In the sight of any bird;
18 But they lie in wait for their own blood;
They ambush their own lives.
19 So are the ways of everyone who gains by violence;
It takes away the life of its possessors.

Wisdom Warns

20 Wisdom shouts in the street,
She lifts her voice in the square;
21 At the head of the noisy streets she cries out;
At the entrance of the gates in the city she utters her sayings:
22 "How long, O naive ones, will you love being simple-minded?
And scoffers delight themselves in scoffing
And fools hate knowledge?
23 "Turn to my reproof,
Behold, I will pour out my spirit on you;
I will make my words known to you.
24 "Because I called and you refused,
I stretched out my hand and no one paid attention;
25 And you neglected all my counsel
And did not want my reproof;
26 I will also laugh at your calamity;
I will mock when your dread comes,
27 When your dread comes like a storm
And your calamity comes like a whirlwind,
When distress and anguish come upon you.
28 "Then they will call on me, but I will not answer;
They will seek me diligently but they will not find me,
29 Because they hated knowledge
And did not choose the fear of the LORD.
30 "They would not accept my counsel,
They spurned all my reproof.
31 "So they shall eat of the fruit of their own way
And be satiated with their own devices.
32 "For the waywardness of the naive will kill them,
And the complacency of fools will destroy them.
33 "But he who listens to me shall live securely
And will be at ease from the dread of evil."

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Now I'm not for lots of judging of others -- I think that while Jesus may be the Way, the Truth, and the Life, there may be others in other major faith systems who also have keys to the kingdom. That's NOT why I posted this.

The reason I posted it is, no matter whether you ARE or ARE NOT a Christian, there is a LOT of good basic business benefit that will accrue to someone who has at the basis of their business practices the integrity that is recommended in Proverbs.

What does this have to do with Real Estate? Nothing, directly, but everything indirectly. More on that another time.