Asking “why?” leads to clarity and perpetual improvement by Mark Schnurman

Mark Schnurman, Eastern Consolidated

There is a word that, when used appropriately, can help brokers stay focused and efficient. It is an incredibly effective word that can be used alone or with some simple accompaniments. The little but powerful word? Why?

Sometimes it is the little moments in life that you remember forever. I was formally introduced to the power of why when I saw a Robert Kennedy poster in a bookstore while I was in graduate school. Kennedy was juxtaposed with the quote “Some people see things as they are and ask why; I dream things that never were and ask why not?” I was immediately gripped by the powerful contrast. (Later I learned that the quote was really from George Bernard Shaw.)

Since that day in 1991, on both a personal and professional level, I ask myself the question, ‘why?’ more than one can imagine. I am always asking why things can’t be different, better. I am always asking why I cannot be better. Why has led me to strive for constant and never ending improvement.

Why addresses one of the biggest challenges for brokers and people in general by helping to foster clarity and avoid misinterpretating or misunderstanding the statements and cues of others. When we do this we risk responding in ways that may not be appropriate or effective.

Why, you ask? (See how I am modeling the behavior?) Because we tend to make assumptions that are often incorrect. When we assume a wrong meaning we respond poorly. For example, when an owner says he is not selling, if you assume it is because he does not appreciate the value of his property you may or may not be correct. As we all know there are actually a lot of reasons that owners do not sell!

Why allows us to clarify and better appreciate the positions of others. So next time you speak to a person and don’t have a razor sharp understanding of exactly what they are saying or their position ask, why? That simple question, and associated answer, is a game changer and allows you to respond to the real issue.

There is another use for why that is just as powerful. Asking why helps brokers stay focused on doing the right things, at the right time in the right way. It acts as a natural check on behavior. Why helps us dream and set high goals. For example:

• Why am I marketing this way?

• Why am I working this neighborhood?

• Why don’t I call this client?

• Why can’t I do more?

So next time you need a little help or clarity just reach out for why!

Mark Schnurman is chief sales officer, principal at Eastern Consolidated, New York, N.Y.