6 June 2018

Captivate: The Science of Succeeding with People – Summer Book Club 2018




You Need to Learn the Science of People.

Captivate: The Science of Succeeding with PeopleIt’s June so that can only mean one thing at DTSpade: Summer Book Club! Each summer we read a book (or two in this case) that relates to one of our company’s Core Values. The main value that we’ll be focusing on this summer is (I + MY NEIGHBOR) / LOVE because, as briefly mentioned, we have split into two groups to read two different books and teach each other what we’ve learned. We’ll also be keeping our core values in mind for each individual chapter. Each Tuesday for 12 weeks we’ll get together, share our notes and post them here for you to follow along.

Check out our other Summer Book Club option – The Power of Moments, a book on creating memorable experiences.

So let’s jump right in with…

 

Chapter 1 – Control: How to win the social game

  • How in tune are you with others?
    • There is a quiz in the introduction of this book that helps you define your PQ (interpersonal intelligence).
    • People with a high PQ make on average $29,000 more per year than people with an average score.
  • Network where you feel the most comfortable. And can be yourself. Say NO to other events.
    • Bars, Cafes, Conferences, Networking Events, Dinner Parties, etc.
  • Who’s in your support network? Your team?
    • Winger – a person who can join you on a social adventure. They help you feel more comfortable and shares your desire for growth.
    • Riser – a person who you want on your team. A peer or new friend that you want to bring in closer and level up the relationship.

Chapter 2 – Capture: How to make a killer first impression

“We decide if we believe someone, if we like someone, and if we trust someone before we have even heard him or her speak”

  • THE TRIPLE THREAT: Make a powerful first impression by nonverbally hacking all three levels of trust.
    • Level 1: Are you friend or foe? – Confirm trust by showing your hands and shaking hands.
    • Level 2: Are you a winner or loser? – Be a winner with your Launch Stance.
    • Level 3: Are you an ally or an enemy? – Use the eye contact 60 to 70 percent of the time.

Chapter 3 – Spark: How to have dazzling conversations

  • The death of small talk. Use unique talking points to create pleasurable conversations.
    • Memorable
    • Exciting
    • Significant
  • STEP #1: Conversational Sparks ignite new ideas, introduce new topics, stimulate in-depth topics.
  • STEP #2: Push Hot-Button Issues
  • STEP #3: Wake people up. Be unique by being yourself.

BONUS: The Name Game


Check back on June 26 for the next installment.

6 June 2018

The Power of Moments – Summer Book Club 2018




Why Certain Experiences Have Extraordinary Impact

The Power of MomentsIt’s June so that can only mean one thing at DTSpade: Summer Book Club! Each summer we read a book (or two in this case) that relates to one of our company’s Core Values. The main value that we’ll be focusing on this summer is (I + MY NEIGHBOR) / LOVE because, as briefly mentioned, we have split into two groups to read two different books and teach each other what we’ve learned. We’ll also be keeping our core values in mind for each individual chapter. Each Tuesday for 12 weeks we’ll get together, share our notes and post them here for you to follow along.

Check out our other Summer Book Club option – Captivate: The Science of Succeeding with People, a book on cultivating relationships.

So let’s jump right in with…

 

Chapter 1 – Defining Moments

  • Defining moments shape our lives and most happen by accident or luck, but can they be manufactured?
  • Peak-end rule: people remember highlights and endings.
  • Moments are made of one or more of four elements:
    1. Elevation – defining moments are a bit more special than what came right before or right after. Upgrade sensory appeal and add an element of surprise (if appropriate). Transcend.
    2. Insight – if an experience can cause you to learn something new about yourself or the world surrounding. Realize.
    3. Pride – appeals to someone’s “best self.” Uplift.
    4. Connection – defining moments are social moments. Share.

You don’t need all four to create a memorable moment, but you do need at least one.

Chapter 2 – Thinking in Moments

  • We must learn to think in moments, to spot occasions that are worthy of investment. Three that deserve attention:
    • Transitions
    • Milestones
    • Pits
  • Transitions are natural defining moments; Bar Mitzvah, Marriage, New Job, Parenting
    • New job incorporates three at once: intellectual(new work), social(new people), and environment(new place). First Day experience.
    • Transition that lacks a moment – Reverse Wedding.
    • Fresh Start – create a defining moment between Old You and New You.
  • Milestones are landmark dates; certain birthdays, anniversaries, $1,000,000 Club. Some companies are creating them…
    • Can we create some at DTSpade? 10th deal closed? 100,000sf leased?
  • Pits are negative defining moments.. hardship or pain or anxiety. Pits need to be filled. Almost 25% of positive encounters were employee responses to service failures.
    • Doug Dietz – MRI machine – the experience needed work.
  • Transitions should be marked, milestones commemorated and pits filled. That’s thinking in moments. Not all fit these categories, some are random. What can we create here?

Chapter 3 – Build Peaks

Elevation: Defining moments rise above the everyday + Insight: rewires our understanding of ourselves or the world + Pride capture us at our best- moments of achievement, moments of courage, AND/OR Connection: are social – like wedding, baptisms, vacations, etc.

TO ELEVATE A MOMENT:

  1. Boost sensory appeal. Turn up the volume. Make things look better or taste better.
  2. Raise the stakes. pressure or stress with peer involvement, competition
  3. Break the script

Q: What would make someone pull out their camera for this?

Q: What does reasonable look like?


Check back on June 26 for the next installment.

19 August 2016

Charity Begins at Home




What is the proper response to life-long lagniappe?

I’ve got family on my side and my wife’s side in rural America. When I tell them that my main business is representing healthcare organizations and governments in real estate lease negotiations, I can tell what they’re thinking: You really get paid for that?

We take it for granted, but commercial real estate brokerage is a great business. It isn’t very capital intensive. There’s rarely pressure on commissions, everyone (usually) understands the model and it is (almost) infinitely scalable.

As an SIOR, a leader in the market, and business owner, what is the proper response to that? One option is to be thankful to live in a time and place where this business is possible. Another is to milk all you can out of a good situation. A third is to look for opportunities to share some good fortune through charitable giving.

I’d like to propose a few other options that perhaps hadn’t occurred to you—at least initially. I’d like to propose using our gifts within the community, within our organizations and within our households.

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1 August 2016

Urbanization in Georgia: How it’s Changing Atlanta and Other Cities Across the State.




  • Real estate needs and decision-making are evolving in response to urbanization
  • The preference for more urban living among both millennials and baby boomers, combined with city-center gentrification, has stimulated demand for urbanized suburbs.
  • The generation of people that are embarking on their careers right now are the millennials who want to live close to work, and more employers are responding to these demands by providing work environments that are more walkable, vibrant and close to amenities.
  • Mixed-use is becoming the new standard in urban development.
  • Access to public transit is a strong driver of company relocations and new office developments.
  • People today spend less time working their desk, which has driven the square footage needed in office space down.
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26 February 2016

May I please speak to Mr. Dudley?




One of the questions I’m often asked is, “Where does the name come from?”

That’s a fair question. I’ve shared what prompted me to start the firm elsewhere, so I won’t go into it here, but most of the plan preceded the name. It came down to the moment when having a name was critical path to launch.

Should I name it after myself? It means something when an owner is willing to put his name on a company, but would that seem a little braggy?

Should I name it after the street where our first office was located (like a lot of old line firms do)? Should I localize it to an area? Maybe. I went through biblical and historic names, too, but they felt too distant or cold for what was going to be a community driven firm.

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23 February 2016

Atlanta Runs Better on DTSpade




What would it take for a community to NEED a company?

Does Atlanta need Home Depot or Delta Airlines? Does Orlando need Disney World? Maybe yes. Maybe no.

But when we set out to create a new kind of real estate firm, the vision began with:
          To create an organization that was driving so much value into the community that even those who didn’t understand our mission would admit that they couldn’t imagine the city without us.

As we matured and Partners in our organization began to own our mission, our vision became:
          Imagine our city. Build that city.

To accomplish this, we focus on three areas:

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