As I wrote in an earlier post, I'm working with realtors to develop new relationships and networking channels. And while I was visiting Ann at my local Long and Foster office I saw a big green sheet of glossy paper on her desk with the following items emblazoned thereupon:

Buy this house and you get...

• 2 Philadelphia Eagles season tickets, 50 yard line
• A new 50-inch plasma TV
• $7,500 -- cash money -- at settlement

You'd think the house was a keg-toss from Lincoln Financial Field (where the Eagles play) but it's not. It's a big house out in the 'burbs going for $800,000.
This seller is, in realtor lingo, motivated. And they're working their market (to describe Philadelphians as anything less than rabid about their Eagles is folly). Further, they're offering a variety -- tickets, TV, cash -- because not everyone will bite at the tickets or TV.

These incentives screamed out to me. Ann has more houses for sale than this one but this is the one I'm chatting up, which makes my larger point: how motivated are you? What innovative ways are you finding to attract and keep customers, leads, and to get your name in ever brighter lights? Signs on the truck? New logo? Yard signs? Ads in the paper or church bulletin? Smoke signals? Howling at the moon?

I offer cash money for referrals that lead to new work (always have), but I make it clearer than ever these days. And homeowners -- same deal: how motivated are you? I've heard stories of people raking contractors over the coals because it is hungry-time right now for us. Have you skipped quality because you feel a feeding frenzy of bottom line bidders and low prices?

What's the incentive?