New on My Book List

My new reading list includes “Zing!” by Sam Harrison.  It isn’t a real estate book per se.  Here are some tips I picked up from one of his articles entitled “Six Unconventional Tips for Selling Your Big Ideas”:

    1. Meet decision maker in their head, not yours.
      a. Ask yourself these 3 questions:

i. What does my decision maker really know about the idea?

ii. What don’t they know about the idea?

iii. Why should they care about the idea?

  1. Learn it. Forget it. Play it.
    a. Presentations go wrong for 2 reasons:

i. They are memorized and choreographed until they appear stiff and unnatural, or

i. You “wing it”, coming off unprofessional, rambling, and unfocused.

b. Best approach is the Charlie Parker approach:

i. Carefully learn and practice till you internalize the piece.

i. Stop fretting over it and perform it naturally before your audience.

  1. Don’t wear Hitler’s sweater.
    a. University of PA study asked subjects if they would put on a sweater once worn by Adolf Hitler.  They refused.  The conclusion was the sweater had emotional residue and negative cooties.

    b. Don’t wear Hitler’s sweater by bringing negative, fearful or distrustful energy into your presentation.

    c. Before each presentation, take time to adjust your head.

    i. Use Dorothy Sarnoff’s 3 sentences:

1. I’m glad I’m here

2. I’m glad you’re here.

3. I know what I know, and I care about you.

Can’t wait to read the book!


Breakfast with Len

Breakfast with Len



Kathy Koehler provided me with the unique opportunity to share a networking breakfast and hear Len Dawson speak.  Before the keynote, Kevin Koster from Sandweiss Koster, Inc. (the host for the event) made some key points that apply not only to life but also to real estate.  He said, “Without customers you don’t have a business, you have a hobby.”  He also talked about innovators being “life improvers.”  They solve problems, sometime problems we don’t even know we have until they provide the solution. 

Len Dawson followed with a life retrospect about having the courage to take risks.  My main takeaways were: We need to all get involved in the game of life, and when we work hard and get better at the skills of the game, we start loving the game!  Life is the big game and we need to play it to the best of our ability. 

He says he is the 7th son of a 7th son and has truly been lucky.  My take is, luck happens when you work hard and perfect your skills and talents or as Seneca is quoted,

“luck is what happens when preparation meets opportunity.”

Great morning.  Thanks Kathy for inviting me!

Kathy McCarty

Reece & Nichols Training Center