Glenn's Thoughts...

  Anyone that spends much time in real estate, or any sales-oriented work, knows that when the truth is told and is not the desired answer, most people punish. So to avoid being punished for telling the truth, people lie instead. I had a phone call from a salesman recently. It was like many calls...

  “Shoot to Kill or Don’t Shoot at All” This phrase was on a t-shirt I saw the other day. While it was not clear, I don’t think this really meant anything about guns (based on the group of young people around at the time). I believe it was a mantra about focus, something too commonly missed in re...

I'm guilty. Because I like facts and data in my decision-making process, I can tend to give others to much data (as in more data than they want, at least for the short-term). Of course, I'm not alone in this and the problem is not just in real estate. I had a recent call from a salesman. It was a...

 Before I pick on others in our real estate industry, let me say this real listening is a problem everywhere. There have been several studies that show that on average, doctors let patients talk for about 23 seconds before interrupting. Some doctors interrupted after only three seconds. Once inte...

  Anyone with teenagers has heard, “You just don’t understand!” Usually this is delivered with a whining, complaining, or depressing voice. I hear this from adults too, including buyers, sellers, lenders, brokers and agents. Like teenagers, in most cases this is uttered when someone is not gettin...

  Something happened outside of real estate recently that struck me as applicable to not only our efforts to help sell real estate but also real estate industry discussions, such as those at association meetings and ActiveRain. I serve on a leadership council for a state-wide business organizatio...

  I'm glad you have a passionate interest. I'm glad you love your house, your brokerage, your service, your listings, your social media campaign, and your website. If we share any of those interests, we'll never run out of things to talk about. However, what if we don't share any of these interes...

  There is no truth, at least no universal truth. Truth is not a fact. Truth is not an absolute. It is not even clearly defined with a single meaning. Dictionary.com has eleven definitions of the word “truth.” These include “the true or actual state of a matter,” “an obvious or accepted fact” and...

There is an old joke about the witness under oath in court that is asked by the opposing attorney, “True or False only, do you still beat your wife?” In so many discussions I see this type of “loaded question,” particularly on topics that are driven by self-esteem issues or emotional thinking. Oh...

  Ever have a waiter in a restaurant that was efficient, polite, said the right things, got the order right, kept beverages refilled but yet for some reason you thought, “They don’t want to be here”? The waiter did nothing wrong. Yet, something didn’t feel, well, warm, or connected. It was just n...