Radiation of The Marketplace

One way to look at The Industry, or The Marketplace, is as a world that radiates outward. We could say that at the center of The Marketplace, the energy is hot and overwhelming, and getting close to the center is maybe one way to capture as much business as possible. Think “like a moth to a flame.”

More importantly, I am inviting you to consider that YOU are also radiating.

You are blasting out - radiating out - emails, postcards, social media content, anything that you think will wash over someone and get them to call you.

The further away one gets from the beams -- or the light -- or the radiation, the more gaps there are between them. Buckminster Fuller calls this type of energy separatist, and it creates shadows and voids.

Gravity, on the other hand, is “inclusively embracing and permeative... non-focusable and shadowless.” In other words, it pulls things into relationship instead of separating them.

The 13 Virtues of Being a Professional Worth Hiring allow you to create a gravitational pull toward you. It is the exact opposite of what happens in the rest of The Industry.

By the way, the radiation of The Industry is incredibly powerful. 

Someone sent me an email recently and said, “I'm reducing indirect coaching expenses and expanding monthly direct mail farming.” I laughed out loud when I saw it.  Not like he's wrong for doing this, and not like direct mailing doesn't work.

I have had a couple of conversations with this person. I would be willing to bet five figures that this new direction makes no difference in this person’s production and experience of being in real estate. In fact, it will likely leave this person more exhausted, more stressed, and more dissatisfied. 

Again, given the conversations I have had with this person, this reaction is radiating fear, scarcity, competition, ego... you could add your own. 

The point I am making is NOT about this example. Don’t get hooked on the example; get hooked on you.

Consider that most real estate agents, including you, have built and run a business based (mostly) on a radiating force. What would it look like to have one rooted in gravitational pull?