exactly how to “tweak” the plans whereas the apprentice did not.
Exceptional agents exhibit an abundance of specialized knowledge. Specialized knowledge is one of the most valuable resources in the world. Below is a story that illustrates this point perfectly. It is called “Knowing Where to Tap”. Perhaps you have heard it before; here is a short version: A huge steamship boiler system was not working properly. The steamship captain hired a top boiler expert to fix it. The expert asked the captain a few questions and then inspected the boiler. He looked at the jumble of pipes and listened to the boiler. After studying the problem for a few moments, he reached into his tool box and grabbed a small hammer. He gently tapped one valve, and — voilà! — the problem was fixed. Later, he sent a bill for $1,000 to the owner of the steamship. When the owner saw the $1,000 invoice, he was mad as a hornet! The owner called the expert and confronted him about the bill. “You were only there for 15 minutes! How dare you charge me $1,000!” he exclaimed. The expert quietly heard the owner out and then told him he would send a new bill. The owner received the new bill the following day. The bill was itemized as follows:
• Tapping the valve: $0.50 • Knowing where to tap: $999.50 • Total: $1,000.00
QUESTION EVERYTHING
Ultimately, there is no hidden secret or magical formula to selling houses. For the most part, agents all have access to the same tools.
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