Stop Selling Houses - Start Helping People

by Greg McClanahan

Every genuinely successful professional embodies the point of this story.

When your manufactured housing client feels that you have moved onto their side of the desk and they realize that you are looking at their needs, wants and situation from their same perspective, that is the very moment that they select you as the person they want to have helping them build their next home. Those professionals who truly carry this posture and can quickly exemplify this attitude in the relationship building process will realize the greatest success. You become their partner, advisor and friend.

Please allow me to share a powerful story to make my point more clearly.

I choose stories in my articles from time to time because I believe the Indian Proverb that says, "Tell me a fact and I'll learn, tell me a truth and I'll believe, but tell me a story and it will live in my heart forever." This story will assuredly live in your heart forever as it does mine. Its significance may change the way you do business, and I believe that every genuinely successful professional embodies this type of character.

The Mrs. Thompson Story

There is a story many years ago of an elementary teacher. Her name was Mrs. Thompson. She stood in front of her 5th grade class on the very first day of school and told the children that she loved them all the same. But that was impossible because there in the front, slumped in his seat, was a little boy named Teddy Stoddard.

Mrs. Thompson had watched Teddy the year before and noticed that he didn't play well with the other children, that his clothes were messy and that he constantly needed a bath. Teddy could also be unpleasant. It got to the point where Mrs. Thompson would actually take delight in marking his papers with a broad red pen, making bold X's and then putting a big "F" at the top of his papers.

At the school where Mrs. Thompson taught, she was required to review each child's past records and she put Teddy's off until last. However, when she reviewed his file, she was in for a surprise.

Teddy's first grade teacher wrote, "Teddy is a bright child with a ready laugh. He does his work neatly and has good manners... he is a joy to be around."

His second grade teacher wrote; "Teddy is an excellent student, well liked by his classmates, but he is troubled because his mother has a terminal illness, and life at home must be a struggle."

His third grade teacher wrote, "His mother's death has been hard on him. He tries to do his best but his father doesn't show much interest, and his home life will soon affect him if some steps aren't taken."

Teddy's fourth grade teacher wrote, "Teddy is withdrawn and doesn't show much interest in school. He doesn't have many friends and sometimes sleeps in class."

By now, Mrs. Thompson realized the problem and she was ashamed of herself. She felt even worse when her students brought her Christmas presents, wrapped in beautiful ribbons and bright paper, except for Teddy's. His present was clumsily wrapped in heavy, brown paper that he got from a grocery bag. Mrs. Thompson took pains to open it in the middle of the other presents. Some of the children started to laugh when she found a rhinestone bracelet with some of the stones missing and a bottle of perfume that was one quarter full.

She stifled the children's laughter when she exclaimed how pretty the bracelet was, putting it on, and dabbed some of the perfume on her wrist.

Teddy stayed after school that day just long enough to say, "Mrs. Thompson, today you smelled just like my Mom used to."

After the children left, she cried for at least an hour. On that very day, she quit teaching reading, writing, and arithmetic. Instead, she began to teach children. Mrs. Thompson paid particular attention to Teddy. As she worked with him, his mind seemed to come alive. The more she encouraged him, the faster he responded.

By the end of the year, Teddy had become one of the smartest children in the class and, despite her lie that she would love all the children the same, Teddy became one of her "teacher's pets."

A year later, she found a note under her door, from Teddy, telling her that she was still the best teacher he ever had in his whole life.

Six years went by before she got another note from Teddy. He then wrote that he had finished high school, third in his class, and she was still the best teacher he ever had in his whole life.

Four years after that, she got another letter, saying that while things had been tough at times, he'd stayed in school, and would soon graduate from college with the highest honors. He assured Mrs. Thompson that she was still the best and favorite teacher he ever had in his whole life.

Then four more years passed and yet another letter came. This time he explained that after he got his bachelor's degree, he decided to go a little further. The letter explained that she was still the best and favorite teacher he ever had, but now his name was a little longer. The letter was signed Theodore F. Stoddard M.D.

The story doesn't end there. You see, there was yet another letter that spring. Teddy said he'd met the girl of his dreams and was going to be married. He explained that his father had died a couple of years ago and he was wondering if Mrs. Thompson might agree to sit in the place at the wedding that was normally reserved for the mother of the groom. Of course Mrs. Thompson did. And guess what?

She wore that bracelet, the one with several rhinestones missing. And she made sure she was wearing the perfume that Teddy remembered his mother wearing on their last Christmas together. They hugged each other, and Dr. Stoddard whispered in Mrs. Thompson's ear, "Thank you, Mrs. Thompson, for believing in me. Thank you so much for making me feel important and showing me that I could make a difference."

Mrs. Thompson, with tears in her eyes, whispered back, "Teddy, you have it all wrong. You were the one who taught me that I could make a difference. I didn't know how to teach until I met you." ~ Unknown Author

You and I are in a special position to help make a difference in people's lives. You are helping them with one of the greatest purchases they will make and it is your obligation to make sure it is everything they want it to be. The house you build together will become the framework around which a HOME will evolve. Family memories will take place here, holidays, special events and everyday life. Take a personal interest in making it the very best place it can be.

As Mrs. Thompson explained about that unforgettable Christmas party in her classroom, "On that very day, I quit teaching reading, writing, and arithmetic. Instead, I began to teach children." May you mark today as the day you say, "I stopped selling houses today and started helping people." ##

Greg McClanahan is the President and founder of Mastery Link International - home of the 'Around the Campfire' and 'Something to Think About' Programs. Mastery Link is driven to provide personal and organizational development programs that focus on mastering the character traits that lead to personal and professional excellence. Greg has worked in the factory-built housing industry for 17 years and currently owns Lifestyle Homes of the Southwest in Durango, CO. To engage your organization in an affordable, curriculum based, on-line development program, contact Greg at 180 Valle Escondido Drive Durango, CO 81303, (970) 759-1767, or via e-mail at: This e-mail address is being protected from spambots. You need JavaScript enabled to view it . You can also learn more by visiting masterylink.org.