Leaving Your Permanent Mark

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By Mark Leader

RISMEDIA, July 10, 2007—It is simply not enough to generate a new client or deliver a new program. If all the one-hit wonders were lined up one behind the other, it would look like one of those giant domino displays ready to be toppled with the flick of the first one in line. It took many days to set up, but was destroyed in a matter of seconds.

If what you desire is to build long-lasting relationships, then you must create ways to leave a valuable legacy, and that legacy must be more than financial. Sure, helping clients to increase profitability is crucial, but it is only one component of a process. Teaching your clients to apply the lessons you brought to them allows them to be successful long term. That is what truly matters. We call it paying it forward, training the trainer, sharing our wisdom, etc. In the simplest way, it is what memories are all about.

When you teach people by example, through your kindness, going the extra mile, sensitivity, empathy, unexpected surprises, etc., you help to etch your value, not on the client’s bottom line, but rather in their heart.

It doesn’t matter what position a person holds within a company; creating powerful memories moves from the top down as well as the bottom up. There are thousands of stories about people, who seemingly had little or no influence, who moved mountains in order to make significant changes in the lives of others. With the will to make a difference, he/she forged a path that led to the desired outcome. Are you teaching your clients how that is done by your example? 

Our parents always told us that we would be judged not by what we say, but by what we do. Our deeds will outlive our words by generations. When you help to create meaningful memories for your clients, you are the proverbial ripple in the pond. That ripple gains strength, becomes a wave, then white water before it joins the mighty ocean to live forever. 

Mark Leader is the president of Mark Leader Courses. For more information, please visit www.leaderschoice.com, or e-mail mail@leaderschoice.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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