“We see things not as they are, but as we are.” — Anthony de Mello
For my first at-bat in the big leagues, and taking a queue from the kind introduction from Greg, I wanted to talk about a concept that we use with great success in providing our customers with a sense of stability in the current turbulent marketplace. If you think that this market is “not bad,” “just going through a rough patch,” or similar, please keep reading. The concept is called “framing reality” and it intentionally puts us in our customers’ shoes so that we can provide solutions that impact and make sense in their reality rather than just in our own.
The concept stems from the quote above, and is based on the premise that everyone, us included, has varying degrees of ego-centrism that distorts our worldview in one way or another. We each have a lens that we view the world through, and whether it’s rose-colored or other, it skews our world view — our perceived reality. When we as consultants, guides, Sherpas, whatever you want to call us (just please not hucksters and thieves) are able to align our view of reality with the customer’s, both of us stand to gain much more than if we provide a solution that is based solely on our frame.
An example of what “framing reality” is not are the new Realtor&174; ads that feature the tag “now is a great time to buy”. While it may be true in various parts of the country and in specific circumstances, it’s a tough sell to Joe Public right now. It rings a bit hollow if you’ve spent any amount of time talking with home owners, seekers, sellers. The prevailing mood is not one of “great time” it’s a bit more angst filled. The ad doesn’t do a good job of framing the reality as its perceived by many in the target audience and so it misses the mark. It’s a poor ad.
Another example of what the concept is not is “selling fear.” Selling fear is a despicable tactic, illegal, and definitely Read more
Morgan Brown is a mortgage banker and broker in Irvine, CA. He enjoys reading and blogging, and he is on a personal mission to change the public perception of the mortgage industry through honesty — even if it kills him.
called “the size of a good time.” Moses built Jones Beach, among many other enormous masterpieces, but he was always aware of the small touches that would make people feel at home within his immense vision.
