Download Do you have the courage to fail?

Monday, 1 1 J uly 2 011 4 :52:03 P M A ET
Subject: Do YOU have the courage to fail?
Date: Monday, 11 July 2011 4:29:06 PM AET
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Tony Fountain (sent by Tony Fountain <[email protected]>)
Anthony
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"Under the Hammer"
Do YOU have the courage to fail? ~ 11th July 2011
" Courage is going from failure to failure without losing enthusiasm" ~ Sir Winston
Churchill
Did he have the courage to fail?
Did he have the courage to fail?
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So what do Academy Award winning actor Jim Carrey and Queensland Reds (and now Wallaby) "bolter"
Beau Robinson have in common?
They both had the courage to RISK failure and yet, that very same risk took them to even greater
heights.
In the case of Jim Carrey, it was when he accept the lead role in what turned out to be the hit movie The
Truman Show, a role that he felt sure was going to not only wreck his "image" but also his pulling power
with studios and yet turned out to be the one that brought him his greatest rewards, both financially and
artistically.
In the case of Beau Robinson, it was when his brother was tragically killed by an electrified railway in
London and following his urging to Beau before his death (and who was playing lower grade rugby in
Italy and licking his wounds following a stalled career with the NSW Waratahs) Beau emailed Reds
coach Ewen McKenzie with an offer to play for nothing. "I'll take the job as a club barman" he wrote and
whilst running the risk of abject failure, instead has ended the season in the Wallaby World Cup squad
and a Contract with the Reds.
So, I hear you thinking, what has this to do with me and I would suggest "everything" for I am yet to find
a real estate agent who at some time in their career wasn't game to risk failure who ever rose to the
heights that they possibly could have.
What am I alluding to mainly when I write of having the courage to fail?
The arguably most important part- the listing for the old saying of "list and live" is so relevant in todays
market.
Have you and your colleagues ever had instructions from your Principal to come back with an auction
and you have returned empty handed, both in terms of an auction or, indeed, a listing?
Let's listen in on an appraisal such as I have alluded to and we come in as the house inspection etc is
done and the agent is starting the pitch.
Agent: "Well Mr and Mrs Vendor, in marketing your property, we have two options and they are by
private treaty and by auction."
Vendor's: (loudly) "Well, I can tell you now, you can forget about auctions-we don't want to
auction - no way!"
Agents mind:(Uh oh,phew, well, at least I asked, so lets try and get 'em on an exclusive and the Boss
will be happy)
Will he or she and why should you be?
I hate to think of how many auction listings (read good/big potential income for YOU) have been lost
right then and there - stacks and stacks - for not having the courage to risk failure
In my own case, I have a 92% success rate with listings and a 95% success rate with them being
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In my own case, I have a 92% success rate with listings and a 95% success rate with them being
auctions.
How come (and I am not writing this as a burst of FIGJAM either)?
Because I guess the way I say what I say in that appraisal (and which is part of our FAA Auction
Marketing Skills Course) and the fact that I am prepared to risk failure constantly to get that auction.
Time is the only thing, along with a varying degree of skills, that we have to sell and what I know is that
auctions give me the best time management possible and opportunity to build trust with my vendors.
Carpe diem
Tony
Tony Fountain (Founder and Principal)
Phone: 0418 238 341 Email: [email protected]
Websites:
Fountain Auction Academy: www.fountainandco.com
The Rainbow Chaser: www.tonyfountain.com
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