Are We Being Led, or Led On?

Leadership has been examined, discussed, practiced, criticized, admired, and mischaracterized for almost as long as humans have been around.

But, for real estate professionals, where does "leadership" come into practice?  Do we lead anything?  Are we led by anyone?  The obvious answer is, of course leadership is practiced.  And, yes, there are indivduals leading us in our profession.  But, if that's the case, what kinds of leadership do we see?  Are they leading us in the right direction?  And, who is leading who, to do what? 

What Does Leadership Look Like In the Practice of Real Estate?

As real estate agents, our job is advise, counsel, and, among other things, educate our clients.  At the end of the day, we are paid to influence or persuade.  Is that leading?  Of course it is.  As most of us would agree, leadership is the practice or art of persuasion.  The ability to lead is based upon the faith or thrust that those being led have in their leader.  Aren't our clients trusting us when we advise them on market conditions or price?  How about when we make recommendations to sellers on staging their home or preparation needed before placing it on the market? 

What is their faith in our capabilities based upon?  A positive history with us as a previous client?  In the case of a new client, what leads them to place their trust in you as an agent?  Was it your amazing marketing presentation?  And, what about buyers with their new agent, what is the basis for the selection of agent?  A recommendation from a friend?  The agent's track record?  Good interpersonal skills?  Does it really matter?  When all is said and done, isn't it the result that's most important?  While the result is certainly very important to the buyer or seller, how the agent leads is sometimes more important than what the result is. 

Agents are considered to be "independent contractors".  One of the benefits that comes with that capacity is freedom.  Since independent contractors aren't "employed" per se, but instead, work for themsleves, they are free to operate under their own set of rules.  Within limits, of course.  They are bound by the professional code or operating guidelines of their profession.  For Realtors, these guidelines are the Realtor Code of Ethics and Standards of Practice.  And while Realtors are well aware of what they should or shouldn't do, most of their clients aren't.  In other words, in  most cases, they wouldn't be aware of misconduct by their agents unless it hit them in the face.  And to be honest, while Realtors take pride in what the Code stands for, sometimes their practice of it leaves something to be desired.

How are Realtors held accountable for the practice of their profession?  Do owner/brokers hold their agents accountable for their lack of professionalism or malpractice?  If so, how?  Do these brokers consider it more important for those new agents to get out and sell houses as quickly as they can, or to be well grounded in their Code of  Ethics? 

More importantly, if the Code is the cornerstone or building block of the practice real estate, how familiar does an agent have to be with their Code of Ethics before they are given a license to practice?   In other words, what are those in leadership positions in the real estate profession requiring of their community of agents?  What example are they setting and what standard are they accepting from those they are leading?  

In real estate, like other professions, there are those sitting in leadership roles that are simply placeholders.  Normally they're in the position for affirmation and little else.  Certainly not to seek change, and God forbid, to make waves!  I'm reminded of a former classmate of mine from a recent leadership program, who, when asked why he was there, responded, "To check the block"!  

There are those who believe that our leadership challenges aren't much different than those of other professions.  But, instead of minimizing the difficulties we face, perhaps we need to be asking instead, how we can transform our profession to one that is second to none when it comes to the public's trust, instead of one that's on par with Used Car Salesmen, according to Donald Trump.  

But, let's not get the cart before the horse.  Before we take a look at some sugggested avenues of improvement, let's take a look at some anecdotal evidence on where the real estate ethical compass rests today.  We'll begin that examination in our next blog entry. 

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