Erik Hatch

I was driving downtown a couple of days ago and saw a blind man. Sure, it’s not incredibly uncommon – but he was alone. My heart went out to him. What a struggle that must be to have to rely solely on only 4 of our 5 senses.

Now, I’m not a guy who scares easily. But if you asked me to walk downtown, across busy city streets, while blindfolded, you would find me scared out of my mind. I mean, do we really pay that close of attention when we drive? I know I don’t.

Can you imagine, though, how “in-tune” his other senses must be? This guy was using a cane, and he knew when it was safe to cross the street – he managed to walk from one end of the crosswalk, across the street, and back up, with no hesitation. His pace was normal, and he walked with confidence.

I spent 8 years serving as a youth minister – and we would take annual ‘mystery’ mission trips. Students didn’t know where we were going or what we were doing – they just signed up on faith. In preparation, we take our group through an obstacle course around the church – and all 40 or so participants are attached with a rope. Each person is then given a disability. Some can’t use their legs – some can’t use their arms – some can’t see – some can’t talk – and many have a combination of these disabilities.

This obstacle course takes them over, under, around, and through different tasks and barriers. It is quite entertaining to watch! What I love, though, is that in the beginning of the obstacle course it is always an “every man/woman for themselves” attitude. And as we begin, those who can’t walk are left lying on the ground. Those who can’t see are left wandering and searching for the rope & the group.
Quickly, the group starts to realize that either everyone succeeds or everyone fails. It isn’t about them anymore. It’s about the group. More specifically, it isn’t about their disabilities. It is about their abilities.
Those with physical strength help those who cannot walk. Those with the gift of sight help those who are blind. Those who can talk communicate for those who cannot. Every person crosses that finish line because they were helped by another and because they helped each other.

How paralleling this obstacle course is to real estate. When our business struggles or we are just starting out, our tendencies are to focus on our disabilities and not our abilities. And most of us think that we have to go at it alone...

My hope for us all is that we recognize what we have and what we can do for our clients. If we simply focus on ourselves and our disabilities, we will be deemed useless along the journey. We are each gifted differently, and I have confidence that your gifts will strengthen the people we get to work with.

So if you are blind, you learn to rely on your other strengths & senses. You also have to learn to rely on the strengths of people around you.

I strongly believe that people are dying for a life worth living. Find purpose in others & in your own life! And these clients of ours trust us with the biggest thing going on in their lives. What an honor! So have confidence – hold your head up high – and work hard! Learn to strengthen the senses and gifts that you do have, and surround yourself with others that bring other gifts to the table.

For most of my life I’ve heard people talk about getting involved or volunteering for something for the sole purpose of highlighting it on their résumé. This approach is simply all wrong.
People can sense genuineness. Your heart isn’t something that is hidden. If you want people to invest in you…then you need to invest in them. And this investment can’t come on just a business side while you represent them if you want to achieve maximum results.

Invest in your community. Get to know people in different spheres. And don’t do it to increase your business. Do it because you genuinely care. That’ll make all the difference.

2011 has been my best year yet in real estate. My business is up almost 300% from last year. I’m selling more than 1 house/week and I’ve reached every goal I’ve set out for myself for the year. It’s incredible, and my blessings are overflowing…

In a market where our home sales are down 30%, I can’t keep up and am looking to make my second and third hires for my team.

All the while, I’ve done this while holding down a second job in ministry (working 15-20 hours/week). I’ve also volunteered hundreds of hours for a charity (www.homelessandhungry.org) I started with my old youth group in 2006.

But the more I volunteer and the more I invest in the community – the more my business increases. Your clients will understand your other investments – and in fact I believe they’ll be drawn to that. If you have to work around your volunteering schedule or a sports team you play on/coach or whatever…they’ll be ok with that. And I believe, subconsciously, they’ll be attracted to that.

I play basketball over my noon hour Tuesdays and Thursdays. I have for almost 9 years. And at basketball I met Ryan. He used me for both his buyer’s and seller’s agent in 2007 when he moved. He used me again this year when he moved again. His wife referred me to two co-workers who used me. One bought one of my listings (a hogger) and one used me to list her home (which I also hogged).

One friend from basketball = 8 transactions. And I don’t play basketball to meet clients. I play because I love the sport.

Don’t volunteer to boost your résumé. Volunteer to make a difference. Don’t get involved in clubs and organizations outside of work so people think you’re well rounded. Become well rounded by getting involved. Your clients will care more about your genuineness than they will your résumé.

Making a difference makes all the difference.