COACHING: A Healthy Work-Life Balance Fosters Long-Term Success

By John Voket
By John Voket

As a real estate professional on Long Island, Kathryn (Kathy) Martin spends a lot of time running around taking good care of her clients. But when she?s not on the job, she?s running around taking good care of herself…and she?s got the world records to prove it.

In 2004, this 50-something grandmother broke the women’s 3,000-meter world record in her class by 10 seconds, just one of her latest accomplishments. Martin has set or broken many other records during the pursuit of this healthy ?hobby? she took up on a whim at age 30.

Recently, Martin sat down to discuss the many positive benefits she has experienced in her life and her business since becoming a Buffini ClubNet Coaching client and fully incorporating Brian Buffini?s referral systems.

Your relationship with Brian developed before he launched Buffini & Company. How did Brian help you implement sound business practices long before you ever had your first ClubNet Coaching session?

Kathryn Martin: I’ve been in the field for almost 24 years and about 10 years ago I met this dynamic man who had a passion for helping real estate professionals succeed. I could tell from the beginning that he wanted to see the people he spoke to experience the same level of success he achieved during his real estate career. I came away from those first couple of meetings with the idea that Brian had a heartfelt interest in saving the careers of real estate agents and changing their lives for the better.

Back in those days, you were doing pretty well with your career and your running?

KM: I was doing OK, but didn?t have much of a plan. Every year I was getting busier and selling a little more than the last, but I was also enjoying the positive results of running. I started getting so busy I was afraid I would have to choose between the career I loved and the hobby I was passionate about. One night while I was visiting San Diego, I talked about it with Brian one-on-one. He looked me in the eye and told me, ?Kathy, you can have both; your life shouldn?t ever be devoted to a job 24/7.

So you took his advice and you ran with it? ?Excuse the pun.

KM: I really did. My coach Ward (Harrington) inspires me to tap the same discipline I use in my running. He reinforces that I don’t have to do everything, just apply that discipline to one or two elements of the system and do them consistently. Then, once they become part of my daily routine, I may try adding something new.

Was it easy for you to cross-train between your hobby and your business practices?

KM: It’s human nature to resist advice and fight the system, but I was beginning to realize that conducting my business life with a constant pedal-to-the-metal approach was setting me up for burnout.

You?ve attended plenty of Brian’s events including a recent Turning Point Retreat? in Rhode Island. Do you ever feel like you’ve heard everything the program has to offer?

KM: Just the opposite. Every time I go it helps me refocus on those things I do best. Since I came back from Providence (early April), I took seven listings, all by referral, and I sold a $2 million property and earned the highest commission ever in 24 years. I’m convinced that happened due to the renewed focus I applied coming out of that Retreat.

At that Retreat, I understand you got to surprise Brian by revealing a brand new way of combining one of your favorite Buffini practices with your favorite hobby.

KM: Yes, I’ve started doing running Pop-Bys. Every day I?ll map a different route so I can run by some of my best referral clients. They love it because they see I’m taking care of myself?it reinforces the idea that I’m going to take good care of them, too.

What are some of the other things you have found you do well?

KM: At first, I began doing personal thank you notes, and I still love client parties. A couple of times a year I?ll rent the local theater and throw ?client night at the movies. I do an annual June wine tasting party as well as frequent housewarming parties.

It sounds like it’s important to you to have fun in your business too…

KM: Brian really helped me put the fun back into my business. Back in the beginning, I discovered I was way too straight-laced and over concerned with the level of service I was providing. I was frustrated by not getting referrals considering how much time I was spending on servicing the clients. But, duh?I wasn?t asking for referrals.

Do you still have challenges?

KM: I’m still struggling with refining my database?there’s still way too many people on there?but I’ve been taking Brian’s advice on mining my database and it’s really phenomenal. Last year I did about 92 or 93% of my business by referral. I’ve accomplished that by doing five calls or personal notes…and one face-to-face with a client?every workday.

Recently, I started doing B2B parties with my vendors and I’m already getting a lot more referrals this year from them. For me, Brian was the pathfinder and his system of doing business by referral is the path. As long as I’m able to enjoy the incredible life I have, I’m willing to keep following it.

For more information, visit www.buffiniandcompany.com.