5
These native people of Vanuatu lived a primitive life, but they
seemed to be always smiling and happy.
It was a good reminder that money doesn’t buy happiness. We’ve
all heard that a million times before, and I believed that, but I also
believed that money was necessary to provide comfort and
security for myself and my family. However, I realized from
spending time with these people that they seemed really at peace
with not having money. It was an incredible thing to witness, and
it has impacted my views about money ever since.
Don’t get me wrong—I love earning money. I love taking my
family out to dinner without worrying whether we can afford it. I
like to go on adventures with my family, which often cost money.
Our society runs on money, so learning many ways to earn it is
essential.
In my work life I set up my company around my own personal
business religion, this helps me make decisions that correlate with
my core values. For example, I want to be the best at what I do. I
want to help my clients win, even if it means I lose money. I want
to help the agents in my office succeed, even if I have to take a
pay cut. I find that when I put others first, it pays me back again
and again.
I have found that focusing on money first just produces short-
term gains. If I focus first and foremost on the product or service I
provide, it ultimately produces far more money.
Sometimes that means I outspend my competition to provide
services that nobody else has the guts or the ability to offer.
Sometimes that means dedicating far more hours to certain tasks
than others do, to help ensure a better outcome.
Businesses that win are the ones that
consistently provide the biggest value (or
perceived value) to the customer.
If a business is going to charge more than their competitors, they
better provide more value to the
customer. I run a real estate brokerage
from which many agents operate their
individual businesses. These agents
have the option to work at dozens of
other brokerages in town. My
brokerage is not the cheapest place for
them to work, so my responsibility, as
the owner, is to consistently provide
them a value of working at my firm
that is above and beyond what they
can get from other brokerages in town.
I want my brokerage to be the best
value for them as well as the most fun,
fulfilling, enjoyable, and profitable
place for them to work.
3
Strive to exceed expectations without
expecting more money or recognition;
both will eventually find you.
For some agents, that “value” might be better tools and
resources. For others, it might be a healthy and fun work
environment. Others just don’t want to be nickeled and dimed
with fees, while some agents focus on getting something from the
brokerage they can’t get anywhere else. The agents are the
customers of my brokerage, just like my clients are my customers
for the homes I help them buy and sell. I am really operating 2
separate businesses, they just blend together so they appear to
be one.
I’m very proud of the business I’ve built. I’m proud of the agents
that work in my office and I care deeply for them. They feel like
my TRIBE. I believe that is why I enjoy my work so much, because
I am supported and surrounded by a great group of people who
have my back and I have theirs, just like the tribes in Vanuatu.
They were happy because they had a place of belonging where
people cared about them. They worked hard, but they worked
hard together.
I guess all that time on the islands of Vanuatu rubbed off on me. I
didn’t realize how much until I started noticing the tribes I was
forming in my life. Now that I have them, I can truly see the value
and the impact they can have on your life and your business. My
tribe helps me realize that life is not about being the lone
adventurer. That said, I’m still a fan of Indiana Jones.
nnn