The KISS Principle
Aug 20, 2012
"Keep it Simple Stupid" - simple words that are so powerful and more relevant
now than ever to compete and more importantly, win as a salesperson. With all of
today's technology resources available to us we are certainly capable of
handling more and more business with higher productivity.
At the beginning of my career back in 1984, setting up a tour for a client
involved a process that would often times take days before I was ready to tour a
property. I started with no cell phone, no computer, no high-speed
copier/scanner and no resources available at my fingertips to research
properties. I came into the business at the end of an era; I had a phone and a
phone book and was on my own to figure out the rest.
Before, I was able to handle maybe a half a dozen assignments at one time,
now I am able to handle two to three times the amount of opportunities. Despite
its obvious advantages, all of this technology and resulting fast-paced life has
come with a price. First, we now have new body part called a smartphone,
connecting us to our clients in a way that now blends our work time with our
personal time. No longer can we say that we work 9-5 or even 7-7 if we're
clocking in long hours - we are on 24/7.
To compete successfully as a salesperson and perform at your best, today's
technology offers a game changer in the form of providing a means to consistent
communication with your ongoing and new clients. At issue is whether this
technology has simplified life or complicated matters further.
Coined by Kelly Johnson, lead engineer at the Lockheed Skunk Works (creators
of the Lockheed U-2 and SR-71 Blackbird spy planes, among many others) the KISS
principle is often times mistranslated as 'keep it simple, stupid', while
Johnson originally intended it to read 'keep it simple stupid'. There is no
intent to imply that the reader is stupid, just the opposite in fact. The
principle is best exemplified by the story of Johnson handing a team of design
engineers a handful of tools, with the challenge that the jet aircraft they were
designing must be repairable by an average mechanic in the field under combat
conditions with a limited arsenal of tools. Hence, the 'stupid' refers to
Johnson's desire to keep things simple and straightforward.
With the prominence of today's technology, it is far too easy to allow it to
run rampant on our lives and in more cases than not become controlled by our
devices, rather than the other way round. It is important to reflect on what is
most important in our lives and then use our tools to become more efficient in
achieving what is most important to us. To be successful we must follow our own
simple rules each day, stick to them, and use technology to enhance, not
overwhelm our lives.
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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 27 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/.