- Mark Dirksen
- Read Time: 2 mins
In 2009 1,500 Realtors attended a 36-hour conference with an industry leader whose specialty was “Business by Referral.” This man was a superlative presenter, supported by both state-of-the-art technology and a well-honed team.
About 3:30 on the second afternoon he was taking final questions and wrapping up – and, perhaps, mentally heading out to the airport and his California home.
Then a person stood up, and said, “Brian, I’ve used your system for many years and you know how highly I think of it. But I’m really struggling. It’s a tough year, and nothing seems to have traction any more. I need you to tell me: What’s the One Thing? What’s the absolute basic tool to which you always return and which always works?”
His sincerity and earnestness gathered everyone’s concerned attention – and curiosity. What would Brian say? And you could see Brian mentally getting back out of the Uber, pulling himself back into the room, and maybe thinking, “Geez, what else can I do? I’ve poured it all out here these two days, with workbooks and videos and pep songs and breakout sessions….”
But he squared his shoulders, thought for a moment, took a steadying breath, and said,