Friday, October 25, 2019

Desert Pete

Written and Posted Dec 31, 2003; BUT STILL APPLIES!
Desert Pete
Artist: The Kingston Trio (peak Billboard position # 33 in 1963)
Words and Music by Billy Edd Wheeler
Article by Jim “Gymbeaux” Brown, December 31, 2003

I was travellin’ West a Buckskin on my way to a cattle run,
Cross a little cactus desert under a hot blisterin’ sun.
I was thirsty down to my toenails, stopped to rest me on a stump.
But I tell ya I just couldn’t believe it when I saw that water pump!
I took it to be a mirage at first; it’ll fool a thirsty man.
Then I saw a note stuck in a bakin’ powder can,
“This pump is old”, the note began, “but she works so give’r a try”
“I put a new sucker washer in ‘er, you may find the leather dry.”

“You’ve got to prime the pump, you must have faith and believe,”
“You’ve got to give of yourself ‘fore you’re worthy to receive!”
“Drink all the water you can hold, wash your face, cool your feet,”
“But leave the bottle full for others, Thank You kindly, Desert Pete.”

“Yeah, you’ll have to prime the pump, work that handle like there’s a fire,”
“Under that rock you’ll find some water I left in a bitters jar.”
“Now there’s just enough to prime it with, so dontcha go drinkin’ fust,”
“You just pour it in and pump like mad, bud; you’ll quench your thirst.”

“You’ve got to prime the pump, you must have faith and believe,”
“You’ve got to give of yourself ‘fore you’re worthy to receive.”
“Drink all the water you can hold, wash your face, cool your feet,”
“But leave the bottle full for others, Thank You kindly, Desert Pete.”

Well I found that jar and I tell ya nothin’ was ever prettier to my eye,
I was tempted strong to drink it, cuz that pump looked mighty dry.
But the note went on “have faith my friend, there’s water down below,”
“You got to give until you get—I’m the one who ought to know!”
So I poured in the jar and I started pumpin’ and I heard a beautiful sound,
Of water bubblin’ and splashin’ up outta that hole in the ground.
I took off my shoes and I drunk my fill of that cool refreshing treat,
I thanked the Lord and thanked the pump and I thanked old Desert Pete!

“You’ve got to prime the pump, you must have faith and believe.”
“You’ve got to give of yourself ‘fore you’re worthy to receive/”
“Drink all the water you can hold, wash your face, cool your feet.”
“But leave the bottle full for others, Thank You kindly, Desert Pete.”

Desert Pete must have been a successful Real Estate Consultant because he had a firm grip on reality –


If you are familiar with the water pumps of old, you know they had a spout and a pumping handle.  You would pump and pump on the handle and eventually water would appear at the spout.  Because the water came from so deep in the ground, two things occurred.  First the water that did appear was unusually cool, kept so by its earthen container.  Second, it did not appear at first, it took time to create enough suction to literally pull the water to the surface.  The deeper the well, the longer it took.  Many a men would pump and pump and give up in desperation thinking the well to be dry.  Fewer men kept pumping and were rewarded with the “water bubblin’ and splashin’ up outta that hole in the ground”

In real estate, the EARTH is your database or reservoir of potential buyers and sellers.  The PUMP represents the tools you have to tap into that reservoir.  The WATER you use to moisten the gasket represents the sacrifices you must make to obtain your desired results.  And the HANDLE, oh yes, the HANDLE represents both your efforts and more importantly, your persistence.

Far too many good intentioned people come to real estate thinking the business literally falls into your lap.  Some are led to believe that the “company” will generate the business for you.  But only a few truly understand, “You’ve got to give of yourself ‘fore you’re worthy to receive”.  You must prime and work the pump!

We can learn a lot from Desert Pete.  Pete must have been a disciple of Zig Ziglar because he lived the phrase, “to get what you want, help someone else get what they want”.  Pete could have drunk his fill of water and simply left.  He choose to help others by not only leaving enough water to prime the pump but to also give instructions on how to do it in case the thirsty traveler did not understand the workings of a pump.  Desert Pete understood “relationships” as he left a trail to himself for others to follow and above all else he was a teacher.   “Give and you shall receive!”

There are literally thousands of books and articles that have been published showing you a “tried and proven” method to be successful in real estate.  I don’t portend to know it all but I can assure you there is no deep secret to being a success at real estate sales.  If you truly want to be successful, here is the recipe:

·         Build a Database of people you know and hope to know (the Earth)
·         Build a Relationship with the people in your database.  Before you can sell them, you must first get them to KNOW you, LIKE you, and most importantly, TRUST you, (moisten the gasket).
·         Obtain the tools of the trade and learn how to use them like computers, database software and the Internet (the pump).
·         Then simply maintain contact (pump the handle until it produces). 

Here is the “Golden Rule” of being a successful Real Estate Consultant:

When the people you know or want to know, think of real estate,
you want them to think of you!
They will not and cannot do it without your guidance!

Wednesday, October 23, 2019

Just Read It!

For The Salespeople Destined for Greatness
A Book Review by Jim “Gymbeaux” Brown, October 20, 2019
Reader Note:  Words appearing in BLUE mean they are links to web sites

Disclosure:  I was honored to be asked by the author to proof read a couple of the chapters of the book prior to its publication.

This is a very different kind of book.  The authors have captured the backbone of a sales career and what makes the difference between being an average sales person and a great sales person.  Using the 80/20 Rule, it is the difference between being in the 80% who do 20% or less of the selling as compared to being in the 20% who do 80% or more of the selling. 

What is so unique about this book and based on my over 30 years of being a real estate broker/trainer is that you could take any chapter of the book and turn it into a course in sales for any sales office and your sales team would be the better for it.  For sales agents, I could think of no better way than to read something positive before you start your day.  You could turn to any chapter or any page and you will have accomplished starting your day on a positive instructional note.

There are so many “wallable quotes” (my term) meaning you could create a wall poster of quotes by people who should know what they are talking about and you wouldn’t have enough wall space in your home to post them all.

I love this book; said by a retired sales person.  My only negative comment which is actually a positive comment is that the book DOES NOT ONLY APPLY TO PEOPLE IN SALES as we typically define that term.  EVERYONE IS IN SALES!  Most people don’t realize they are in sales but everyone IS in sales.  If you are applying for a job, you are selling yourself.  If you have an idea worthy of consideration, you are selling that idea to someone.  If you have a significant other (hate that phrase) you CONSTANTLY are selling something to each other.  In other words EVERYONE IS SELLING SOMETHING MORE THEN THEY REALIZE.  I say this because this book is NOT just for people in SALES, it is for everyone.  As I read it, I envisioned teenagers who are still in school reading it and benefiting from its content BEFORE they hit the job market.

It would be impossible to read this book and not have it affect your sales career in a positive way!  Think about that for just a second.  What if this book could help you make just one more sale?  How about 10 more sales?  The number of sales is unlimited when you know what you are doing and that is the purpose of this book – to help you know what you are doing and why.

Who should read this book?  Everyone over the age of 13.  Might be a bit much for anyone younger to fully grasp.
Would I read it again?  This is a great question since I am retired.  The answer is YES I would read it again, especially a little bit a time because it is so positive and encouraging.  As stated above, the book applies to everyone, including retirees like myself.  How can you NOT be motivated when you read quotes by people who know what they speak of?
Would I refer the book to friends and family?  Absolutely!
Would I give it as a gift?  Absolutely!  This would make for a great gift for anyone of any age, especially teenagers and people actually in the business of selling products or services.

Sunday, October 20, 2019

United States of Trump

How The President Really Sees America
A Book Review by Jim “Gymbeaux” Brown, October 20, 2019
Reader Note:  Words appearing in BLUE mean they are links to web sites

Special note:  This book was written by a polarizing figure (Bill O’Reilly) about a polarizing figure (President Donald Trump) and therein lies the pity in that some people will see one or both names and make a decision NOT to read the book.  That would definitely be their loss, hopefully not your loss, as you can learn something from almost every book you read but you can’t learn anything from the books you decide NOT to read.

I have read all of Bill O’Reilly’s books and they are all very well written and he routinely documents facts referred to in order to differentiate the facts from his personal opinion.  What makes this book unique is that it was written based on O’Reilly’s personal knowledge of Donald Trump as a result of their relationship.  O’Reilly is quick to point out that their relationship is not one that would be considered as a friendship but rather an acquaintance of two New Yorkers.

I found the book difficult to put down.  It represents the views of an “insider” in regard to someone being in the news media.  O’Reilly sheds light on a lot of subjects throughout the book that someone like me may have had a glancing knowledge of because it was covered or mentioned on his show or on other news shows.  His insights from someone who “knows” President Trump and should be fascinating for anyone following politics.  They should also be beneficial to understanding the news media and why things have happened in the past both good and bad.

It is very difficult to comment on the contents because no matter what I say, 50% will either hate what I say or love what I say based on their personal politics and/or hatred or support for Donald Trump.  The one overriding theme of the book demonstrates on just how bias the news media has been towards Trump and anyone supporting him.  I defy anyone to say they could be accosted by such negativity on a daily basis for well over three years and remain as functional as Trump has done.

Biggest take away for me was that the news media complains about people no longer trusting them but they have given the people no reason to trust them when they are obviously so bias.  What people tend to overlook is that what goes around, comes around.  Meaning, what may serve the media well today may look entirely different when the media turns on a Democratic President in the future.  They have only reported on Russia, Russia, Russia and since that subject is dead, they have turned to impeachment completely overlooking the robust economy, job reports, low unemployment, good trade deals and the fact that we are no longer engaged in heavy military fighting around the globe.  You may not like President Trump the man but that should be no reason to overlook the good that he has done for America but that is what the media has done.  They may never regain the full trust of Americans ever again.

Who should read this book?  Actually, everyone but I know someone won’t even attempt it.
Would I read it again?  Probably not, a second reading would not add or subtract what I have taken away from the book.
Would I give it as a gift?  I would love to but won’t as it really counts on a person’s politics as to whether they would attempt reading it or not.