When James Franklin arrived on the scene as the new football coach at Vanderbilt, he began spewing a positive “change the world” philosophy and promised to transform the perennially lackluster loser into a team that could compete in the nation’s most powerful football conference, the SEC.

I’ve been a Vanderbilt fan since 1964 when I watched Florida quarterback Steve Spurrier lead his Gators to a hard-fought win over head coach Jack Green’s beleaguered troops.

Through head coaches Bill Pace, Steve Sloan, my pal Fred Pancoast, George McIntyre, Watson Brown, Gerry DiNardo, Rod Dowhower, Woody Widenhofer, Bobby Johnson and Robbie Caldwell, there has been renewed excitement and hope as they hit the gridiron for their first seasons.

History reflects that each of those – with the exception of Steve Sloan (12-9-1), who wisely only stayed two years – went on to have losing records at Vanderbilt. So, when Franklin began his positive spin, the phrase “Bless his heart” began to fill the air. After a 3-0 start, he had some buying in.

It was only after several heartbreaking losses to nationally-ranked teams that the phrase “Same old Vandy” began to replace “Bless his heart.”

And Coach Franklin would have no part of that. Following a game at Knoxville that left the teams tied at the end of regulation play – a moral victory in past seasons – he was livid. He knew his team could have performed better and should have won.

Many in the sports world are baffled at how a man and his staff can take a team composed of the same players that have been the doormat of the conference for two years and turn them into a competitive force in the SEC.

It has to do with his experience, his attitude, his ability to motivate, and his knowledge of the game. He will be a winner wherever he goes, in large part because he thinks he can and he knows how to win.

Yes, this is a real estate column, and here it comes. The same situation looms among Realtors. When a person engages a person in the real estate business, the real estate agent should have the drive, the desire, experience and the ability to execute a game plan that helps clients prevail, even when the odds are stacked against them.

All of these – drive, desire, experience and ability – are equally important as a person can have enormous desire to succeed and lack the ability to win (see the Vandy coaches graveyard).

They can have the experience, but fail to translate that into strategy. For example, superstars at the professional level usually fail as mangers or coaches, while mediocre players often excel because they were forced to learn the fundamentals since they lacked the physical talent to be stars.

In a number of real estate transactions, there are examples of one agent in the transaction triumphing over another when the situation seemed unwinnable. However, a consistent work ethic, a working knowledge of the nuances of the current market and lending environment and a determination to succeed drove the Realtor and her clients to a remarkable victory.

Find your own James Franklin. Les Miles still scares me.

Richard Courtney is a real estate broker with Pilkerton Realtors and the author of Come Together: The Business Wisdom of the Beatles and can be reached at [email protected]