Its funny how humor can put life into perspective.  My wife and I are huge fans of the show "The Office", last night we were watching some episodes on DVD.  The characters on this show have been developed very well, and one that sticks out the most in the back of my mind is the loveable character "Dwight Schrute",  see attached video clip.

Now, on the surface you think Dwight is the ultimate person not to want to be around.  He is outspoken, very opinionated and just downright weird.

However, He has so many qualities that I can relate with, that I thought it was worth to be spoken about.  See once you get below the surface, you find that Dwight is Honest, Loyal, Hardworking and Determined.  He also looks out for his fellow co-workers.

This brings me to where our Industry needs to be headed, and we all could learn a thing or two from "Dwight".

Lately, there has been some great posts written about how more agents need to leave this business.  In one post by  Jennifer Allan,  Get Good... or Get Out 

Jennifer explains that if an agent is not going to give 125% to their client needs, then they need to get out of this business and let the professionals handle things.  Now I 100% agree with Jennifer, but asking agents to leave, is not going to fix the problem until we "The Industry" fix the problem.

There was also another  great post by Leo Namiot, Where has the LOYALTY Gone? Realtors we are Commission too you know!

Leo tells how twice in one week, he had a client and then a real estate agent who represented his client turned their back on him (being un-loyal) and used a competitors service.  I felt really bad for Leo, because it seemed like he was trying to do the best for his client.  However, being upset with clients for not being loyal, is not going to bring this client back, until we "The Industry" fix our own problems.

The way I look at it, is we "The Industry" together have dug a big hole and NO ONE is going to help dig us out of this hole.  We need to work together and cooperate with each other and help dig ourselves out of this hole.

Let me get back to how "Dwight Schrute" comes into the picture.  First of all Lets examine his qualities and how we can interject these into our business when we interact with each other in our industry.

• Dwight is Honest:  Where has Honesty gone in this business?  Agents need to be truthful to their sellers about price and educate buyers that they cannot steal every home out there.  If your buyer is going to backout on the contract let everyone know.  Lenders need to be honest with borrowers on fees, rates, loan products (no confusing mortgage gimmicks).  We also need to be honest with our service providers.  If we cannot help clients, just say you can't do it.  If your an agent and do not like my services, please give me some respect and tell me.  My feelings will not be hurt, business is business.  
• Dwight is Loyal:  Where has loyalty gone in this business?  I was prospecting the other day, and I spoke to a veteran agent and he spoke up right away and said "Gary, you sound like a nice guy, and I am sure you are great with your clients, but I have been using the same 2 lenders for over 15 years",  wow, it was a breathe of fresh air.  I actually had a new respect for this agent.  Here is an agent who can hold his head up high.  Loyalty is important.  We all want loyal clients right?,  Well I am sure your service providers also want the same.  If everyone was a little more loyal, we would not have as much "sub standard people in this business".  I know real estate agents and lenders who left their title companies because the guy down the street offered him some "Cheap Free Postcards", come on people.  If we continue to do business with the wrong people for the wrong reasons, it will eventually catch up with your business.  A very close friend of mine, just got layed off from his Title Company because business was too slow.  Guess what, he was one of the best at what he did and now no one will ever receive his talents ever again.  The smart people also start to leave this business when they have NO Loyal Customers.
• Dwight is Hardworking:  What ever happened to a 40-50 hour work week?, If we left this business tomorrow and went to work for another, we would have to work hours, punch in time cards etc.  I am blown away by how many people do not want to work hard right now.  Guess what, our clients need us now more then ever.  The sellers need help with making hard choices, the buyers need more education, our borrowers need to understand good solid loan options. 
• Dwight is Determined:  This market is not a time for quitters.  We need to strive on.  If your attitude is negative, go attend some motivational events.  We need people with plans and deteriminations.  A determined real estate industry will be a healthy industry. 

Its time to take out the trash and help our industry.  When you see fraud, report it, when you see a news article about our industry that is wrong, defend it, when we have people who want to quit, help them transition.  I had a heart to heart with one of my favorite agents.  He has been down and out for about 2 months now and I politely asked him what his exit strategy of leaving this business was.  We need to help each other and I hope "Dwight's" guidance helps in this crazy changing market of ours.