We were honored and so grateful to our longtime friend and Master Salesperson Sham Reddy for graciously agreeing to share some of his experience with our readers this week.  For more than 22 years, Sham has been part of the Wickman Family of agents and brokers and we are all the better for it.  We had a chance to catch up with him to find out what has helped him create career longevity, an incredible referral base, and a powerful record of success.  We hope you’ll connect with him too if you haven’t already. He’s a great guy!

Q:  Sham, you're such a great presence in our industry. Can you tell the readers a little about yourself? 

A:  Well, Real Estate is my second career, after being a Senior Electrical Engineer in Pulp & Paper industry for over 15 years. I am first generation Indian immigrant having come to US in 1973 to go to grad school at City College of New York, where I graduated in 1975 with Masters in Electrical Engineering.  I’ve been married for 38 years with grown kids who are doing well in their lives: one is a medical doctor, another a CPA.

Q:  Awesome! I know you've been a "fan of Floyd's" and a member of the organization's family for a long time. When did you take your first Floyd Wickman course and what has been some of the best things you've learned? 

A:  I was first introduced to Floyd Wickman program in 1993 by my first Broker, Realty World First Network in Dayton, OH. That was my second year in Real Estate.  I was told to get enrolled in the program or find another Broker. I had no choice, and not much money to pay $650 for the course.  However, I talked a few people around and they told me it is tough program but well worth it.  Actually that was a blessing where I was not only the group leader of one of the four groups but ran into Bob Daniel who pretty much talked me into going to the Floyd’s Master Sales Academy in 1994 in Las Vegas.  All I can say is it changed my world by exposing me to the elite in the business at that time and opened up a new world of connections throughout US & Canada.

Q:  Our industry is constantly changing and savvy agents know they have to keep up with that change.  What do agents today need to best adopt and adapt to change in their markets in your opinion? 

A:  Well, I am in my late 60’s and change is not something I look for or adopt well or quickly.  I struggle with technology even though I am an engineer by profession. The changes are constant in ours, and any other business, and to survive and thrive we need to invest time and money to stay up with the competition.  I do very well adopting the technology to the extent needed to keep up, and not go overboard with all fancy lead generation programs and expenses. I like what Floyd says about this business; It’s still a face-to-face, belly-to-belly business which need tremendous people skills and care.  “Get by Giving” is the only way to longevity in this or any other business.  “If you build it they will come” is the old baseball adage and I believe it wholeheartedly.  Even though each state requires continuing education for real estate professionals, unfortunately most agents do it to satisfy the state’s requirements by cramming it the last few weeks of the term, where as I average about three times the required credits and spread them out all through the term and use the knowledge I gain to create comparative advantage and continuous improvement for my career.  I truly believe and practice what Zig Ziglar would say, and that is: “You get what you want in life if you help enough other people to get them what they want”.  I have only missed one Floyd’s event in 20 years.

Q:  I love your spirit of innovation and inspiration.  How does that help you in your business? 

A:  I stay positive in my outlook in life knowing well that challenges do pop up on a daily basis whether its personal or professional.  There is not a lot you can do to control those, but you can control how you react to those and keep your composure. No one is immune to changes and challenges in life. The key is to toughen up and take them head on and stay positive.  I get up inspired and God gives me a lot of energy throughout the day to outsmart challenges.  I do my affirmations like Floyd’s “Master Salesperson’s pledge” twice a day.

Q:  What do you think are some of the contributing factors to your long-term success in real estate? 

A:  Surround myself with positive people and create synergy.  I belong to two or three Floyd Wickman Mentor groups -- some for over 22 years.  Networking is my strength, I will not miss an opportunity to be in front any group of people, real estate or not, to get some face time exploring opportunities to see if I can make a small difference in someone’s life every day with my knowledge, background and connections in and around the real estate industry.  Sometimes it may be just to hear them out or smile. I serve on several committees on several organizations like; Greater Dayton Real Estate Investors Association (GDREIA), Greater Dayton Apartment Association (GDAA), Dayton Area Board of Realtors (DABR), Ohio Association of Realtors (OAR), Ohio Real Estate Investors Association (OREIA), Homeless Solutions Policy Board (HSPB) and Hindu Temple of Dayton (HCO) where I either hold or have held leadership positions on their Boards and Committees, including being the President.  There is plenty in my day to stay occupied productively either in real estate or helping my community.  I do struggle with accomplishing everything I set out to do each day but come out short on regular basis.  I have been blessed with many awards, like Floyd Wickman’s “Get By Giving” Award and Dayton Board of Realtors “Realtor of the Year” and “Community Volunteer of the Years” as well as others.

Q:  All so admirable! Any additional words of wisdom for the readers? 

A:  As Real Estate agents or any business leaders, please focus on service rather than the immediate returns of money.  Some random acts of kindness will not bear fruit for long time, but they will.  They always do. Build your business and reputation centered on solving people’s challenges and they will remember you for a long time.  No amount of money spent on internet or other marketing can buy that feeling. Build at least half of your business on referrals.  Use social media to set yourself apart as an educator, expert or a contributor to improving people’s lives and empower them to tackle issues and not run from them.

Q:  Great advice Sham. How can agents best network or connect with you?

A: It’s not hard to find me.  I have decent presence on social media like Facebook, Twitter, LinkedIn and Activerain.  Subscribe to Floyd’s Blog.  Also please get in the habit of reading blogs of some experts in our industry and give them feedback whenever you can. You can also write blogs if you have time or re-post some of the blogs from NAR or your State or Local associations while giving credit to source of the blogs.

Wonderful! Thanks so much Sham for your time, experience, wise words – and of course for being part of our network for more than 22 years! We appreciate you!

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