Fort Worth Real Estate Online


Three Days in Reston, Virginia - at The Main Event.

I recently took some time off from real estate.  Well, I guess it wasn't really "time off"... because three full days of that time was spent at the Hyatt Regency Reston Town Center in Reston, Virgnia taking part in a three day Real Estate get-together. 

Joe Stumpf has been a National Real Estate Sales Trainer for over twenty years.  I remember earlier in my real estate career buying some of his cassette training tapes in the 1990's.  For the past many years, Joe has been presenting his "Main Event," the cornerstone of which is his "By Referral Only" way of practicing Real Estate.

I chose to drive to Virginia, rather than fly.  For some reason, driving on the "open road" has a very calming effect on me.  The drive took me through Texas, Arkansas, Tennessee, and finally turning north in Knoxville, Tennessee, and driving into southwestern Virginia.  The trip up to that point was scenic at times, but after turning north into Virginia, I began driving through the Shenandoah River Valley and the Shenandoah Mountains.  What a beautiful, peaceful part of the country.

I arrived in Reston, Virginia on Sunday afternoon... with plenty of time to relax from the drive, and to prepare for the next three days of classes, videos, networking, and Joe Stumpf's stimulating and thought-provoking Main Event presentation.  I can honestly say that I have never spent a better and more useful three days... as far as my real estate career is concerned.

There are many other "trainers" and "consultants" who stress what they call building a "data base" of as many names as possible.  Many of them seem to recommend keeping at least five hundred "names" in one's "data base."  How any one person could possibly keep track of over five hundred people... trying to keep them separated in their brain... is honestly beyond me.  Fortunately, Joe Stumpf's approach does not fall into line with the rest.

I was very pleasantly surprised to hear Joe stess something that is the key part of how I also view real estate.  He refers to his "relationship base."  Now, I know that sounds like semantics, and kind of "corny," but it is more than that.  For me, my real estate career is, just as my previous teaching career was, all about really getting to know people.  Sure, you fill their real estate wants and needs.  Lots of salespeople try and do that. 

This goes much further than that.  A relationship is just that.  People relating to each other.  It must become a "two-way street"... with give and take moving back and forth between both people.  Listening to needs, slowly getting to know a person, slowly going below the superficial top layer, and getting to what is important to them... helping them see their dreams come to reality.

More on all of this in future posts.

Karen Anne Stone


Comment balloon 9 commentsKaren Anne Stone • August 24 2007 09:03PM


Hi Karen, I'm so glad you got so much out the Main Event. Noe, just be sure to put into practice what you've learned.
Posted by Ilyce N. Powell, CMPS- Certified Mortgage Planning Specialist (Financial Revitalize) over 13 years ago
Welcome to ActiveRain, and congratulations on your first few posts!  I recently drove from Maryland to the DFW area, and it is a beautiful drive.  Did you stop at Graceland on the way?  haha.  Anyway, while you were at the Jow Stumpf program, I was at the Hobs Herder program, and I posted a little review on that, as well.  Great minds think alike.
Posted by Margaret Woda, Maryland Real Estate & Military Relocation (Long & Foster Real Estate, Inc.) over 13 years ago
Karen Anne, you and your clients will all be happier and more fulfilled by your approach to real estate. I agree with you 100% that it is about building relationships and making it a two-way street. I'm glad that the real estate get-together with Joe Stumpf was helpful for you and I hope that it has made a difference in your business.
Posted by . . (no thanks) over 13 years ago


You may be one of Joe's guest speakers one day as you've totally gotten what the BRO way is all about!  I hope I'm there to see it!

Posted by Susie Roscoe, Real Estate Specialist | Brandon, FL (Signature Realty Associates) over 13 years ago
Karen - Welcome by BRO friend. I'm looking forward to our Main Event in Tampa in Nov. - I see you 've met my friend Susie :-) if I can help - don't hesitate to ask
Posted by Cyndee Haydon, 727-710-8035 Clearwater, Beach Short Sales Luxury Condos &Homes (Charles Rutenberg Realty) over 13 years ago

Way to go, Karen!  I wanted to go to the Reston event, since we lived there for half my life, but was unfartunately unable to get away...hope to see you at another sometime, and WELCOME!  =)

Posted by Loretta Buckner, Your GREEN Real Estate Consultant For Life! (Real World Properties, Inc.| Your Real Estate Consultant for Life) over 13 years ago

I am startig with your very first blog post and will work my way through all of your posts commenting, until you make it over the 1 million marker. You would have long been a millionaire by now... Sending you some ActiveRain love and lifting you up in prayer!

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (101 Main St. Realty) over 7 years ago

Hi, Karen Ann....I am following Joni's lead.  If enough of us do this perhaps we can make you a millionaire. Joni Staples 

Posted by Ron Marshall, Birdhouse Builder Extraordinaire (Marshall Enterprises) almost 6 years ago

Right on, Ron Marshall !! That is exactly what we need to do. Blessings!! Joni :)

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (101 Main St. Realty) almost 6 years ago