In my business we deal with a good number of international buyers. Selling America is never the problem. America sells itself when international investors see the freedom, success, health, and joy mostly found when they see Americans at live, work and play.

If you watch the news, many of the stories that dominate are about murder, hate, race, crime etc. etc. What they do not tell you is the people in those stories probably account for less than one tenth of one percent of the US population. For the other 99.9% of us, we all want basically the same things. Freedom, peace, gainful employment, safety and hope for the future. We want to live a life not controlled by dictators, madmen and sociopaths. We want America.

The other day I was showing a hotel to some buyers, and we were eating lunch together in a fairly full restaurant. I looked out over the crowd dominated by business people traveling alone, couples, single people, families and children that probably covered the entire spectrum of most of the American population. I looked at the buyers and said, “those people represent who live and work in this market.” I could tell the truth landed in their hearts by the fact that they wanted to invest in the area.

We have some people that speak sounds bites that get picked up by the news where they say, if so and so is elected or not elected, or if this or that is not done, we are going to leave this country. Most everyone hearing it says, “oh, please do.” You see, its all-hot air, because they never actually intended to leave. America does not have a problem with people wanting to leave the country. We have a problem handling all the people who want to immigrate here. The opposite of immigrate is to emigrate, which means to leave one’s country to live in another.

When you compare the available lifestyle and opportunities in American to any other place on the face of the earth, even with all our social issues and sometime disfunction, American is still the best address in the world. KT

Tom Cruise had a line in a 33-year-old movie (Days of Thunder) that stuck with me. In the movie he was at his lowest point in his racing career, and he told the person he was taking to (Nicole Kidman) that he must get back in the race car because, “you’ve got to be good at your job before you can enjoy the rest of your life.”

Think about this quote and see if it rings true or not. This is primarily a guy thing and may or may not necessarily be true for ladies. For a man, so much of who he is, is wrapped up in what he does. If you look at the happiest retired men, you will find a commonality that they were good at their job before they retired. It doesn’t matter what the job was. What does matter is, how they did it.

One of the happiest retired men I knew was my lake house next-door neighbor who passed away at the end of last year. He was 89 when he passed away and before he retired, he was the chief pilot for Coca-Cola for 25 years. Before that he was an Air Force Pilot back when they used to fly around with live nuclear weapons on board in case they were called into action. Think about what a stressful job that must have been. Before his death, he was very engaged in life and his happiness came in large part from his family and because he was fulfilled in his job before he retired.

I have friends that were in all manner of work from a garbage company, hotels, retail development to doctors. If asked, they would all tell you that one key to moving on to a happy life is being fulfilled and doing well in their work. As a contrast, I know one gentleman that retired from his work having done as little as he could get by with and never really giving his best. He simply put in his time and retired but it left a big hole in him that was never filled. Therefore, his retirement years were not happy and fulfilled because deep within himself, he knows he didn’t do his best.

If we think about it, we all know this is true. We all know someone who has moved from one job to another hoping the next job will be better. It is like the old saying “wherever I go, there I am.” I think as you age, it becomes more important to finish well. Doing so, helps you handle your emotions when you don’t get the job, promotion or the sale. If you know you did your best, that is all you can do.

The hardest working person I ever met was my father in-law, Max Phillips. He owned a fence company for decades and he worked harder than any man I have ever known. Looking from the sidelines, it seemed when he retired, the transition was easy for him. I believe that was in large part, because he was good at his job and did it so well for so many years. I believe he was fulfilled in that part of his life and that helped him enjoy the rest of his life. KT

If you are in sales of any kind, making sales calls is the single most important thing you can do. It is also an easy thing to let slide. It takes commitment to do a little every day.

People in my business start out thinking they need to have a thousand clients to be successful. You do not. All you need is a hand full of clients that trust you and use you for their real estate needs and you can build a career on a small number of people.

When I started out, I would spend several hours a day making sales calls to anyone who would talk to me. Back then I did not know a good client from a bad client, so I called them all and did so frequently. You see, in a sales company, one call every year does not earn their business. Clients give their business to the broker who they know the best and the one they know the best is usually the one they converse with the most.

I tell young brokers starting out, find three-five clients who will take your call and go see them. I think my first year, I drove close to 100k miles because back then it was what it took. In this day and age with all the other means of communication, it is easy to get away from making old fashion sales calls, but clients respond to the personal touch. A text, tweet, email etc. just does not mean the same as a personal call.

When I am speaking with someone and I hear key stroke typing in the background, I know they are focused on something else and not paying attention to me. Therefore, when I take a call, I make sure to give them my undivided attention. The simple things make a difference. People do not respond well to fluff and telling them how great you are. Simple is always better. If they want to know your history, tell them but do not start the call with your accolades. People can sense straight talk and trust me; they appreciate it more.

So if you in sales or not, the same philosophy applies. If you work in an office, be sure to stick your head in your boss’s office often. Let them know you are there and care. If you are in sales, set a goal for each day to make a few sales calls. It will keep you sharp and relevant. KT

I heard this subject mentioned briefly in a podcast and began to do some research on it and found it quite interesting.

From 1803-1815, Napoleon was over the world news. He was the face of the First French Empire that was literally trying to take over Europe. He was like the Hitler of the second world war. Napoleon led forty-three battles and conquered/ won thirty-eight. Like Hitler, he was a little, short dictator who died in disgrace and was regulated to the annals of history. No one named their sons after Napoleon or Hitler.

1809 was a very special year during Napoleon’s reign, not because of Napoleon, but because of who was born that year. It was in that year babies were born that would change the face of the world. Names such as Charles Darwin, William Gladstone, Robert Winthrop, Alfred Tennyson, Oliver Wendell Holmes, Edgar Allan Poe, and of course, Abraham Lincoln. No one remembers Napoleon and what he accomplished but you would be hard pressed to not acknowledge that your life today has not been touched or influenced in some way by the names listed above. That is why no one names their sons after dictators, they use names like Charles, William, Robert, Edgar, Abraham and of course, Matthew, Mark, Luke and John. People name their sons after people that have meaning.  

What is my point you ask? Be very careful that you don’t ever think yourself more important than you really are. Very few are important beyond their life span and what really matters is what you do with the time you have. 30-40 years from now, someone could point out the leaders of that day that were born in 2023.

Except for a little section you learned in high school history, no one remembers Napoleon and he certainly failed at ruling the world as he envisioned himself doing. He was just short (no pun intended) of being a nobody, no body remembers. Do something good that your children and grandchildren will remember you for years after the lord calls you home. KT

The other evening, we were watching a movie and there was a scene where the guy was retiring from his job. He had already loaded most of his personal effects in his car and came back for the last box. As he was walking out the door the last time, he paused at the door and looked back. I am sure he was remembering all the good moments through the years.

It is that “look back” that I dread. That moment when you realize your life as you know it has changed. The retirement train is coming for all of us at some point, but some of us are not ready to get to the station.

I think one of the keys to making that step easier is to feel that you have made a difference and that you leave having accomplished something good for yourself and your family. Many people are forced into retirement, and they don’t have a chance to properly adjust and get acclimated to the change.  They are there one day at work and the next, out of a job.

A very smart person (my oldest daughter) once told me to have the next thing already lined up before you leave. She said, it will give you meaning and purpose and allow you to adjust to the change. Pretty smart. A dear friend of mine just announced he was retiring and after a few tears, we wished each other the very best. He and his wife already have several trips planned and he seems to be handing the adjustment well. That is the way it is supposed to be.

Have plans, have goals, have dreams you want to pursue, and it will help you move into that next arena of a life well lived. KT