It's all about the Present
Feb 14, 2011
Father Harry once said 'Life consists of three things: The past, which is the
past, the future, which is the future, and the present which is called the
present because it is a gift.'
I recently had the chance to tour a famous retired NFL quarterback who was
looking for space. The broker representing the client indicated that when I saw
him I recognize him and to please not ask for his autograph. To me, he
represented the greatest quarterback of all time and I was honored to meet him.
Yet, when I came back to the office and mentioned who I met, I actually had some
agents young enough to never see this player play and in one case didn't know
Ronald Reagan would be 100 years old this year and the media have brought up
his life many times in recent weeks. President Obama read his memoirs during his
Christmas holiday. Yet again, there is now a whole generation that has entered
the workforce that has no knowledge of Ronald Reagan's presidency.
Father Harry's point was that your past, whether successful or not, and your
future, which could be viewed as hopeful or uncertain, mean nothing. Only the
present does. As salespersons we need to reflect each day on what opportunities
we have to close business today. Your past may have opened up these
opportunities for today's close and today's close may open up opportunities for
closings in the future but today's close is the only thing that matters right
There is the old adage "What have you done for me lately". Once you have
closed a deal it is in the past. You can celebrate that close but in very short
time it will be a distant memory. This is why it is so important that have
"engines" behind each business pillar you use to generate new business. Make
sure that you regularly review what is working and what is not working with
regard to securing new business; what worked before is now in the past and what
you think will work in the future is in fact, the future, and all that matters
is what is working today.
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Written by: Hans Hansson
Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 26 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email firstname.lastname@example.org or call him at (415) 765-6897. You may also check out his website, http://www.commercialspacefinder.com/.