A familiar ritual at the dining table as a youngster involved being reminded time and time and again to mind my P's and Q's. What was commonly referred to as Table Manners were a set a rules that adults felt we needed to know to avoid embarrassing them in polite company. Thank God their persistence helped to ensure that we didn't become little hellions.
Rules of engagement are a necessary part of social interaction as well as business. As real estate professionals explore the online world, it is often difficult to clearly understand what the rules are because the context changes so quickly. It was barely a decade ago that the most progressive agents were those who had a website. Today, a blog is a pre-requisite for the web savvy practitioner.
Therein lies the confusion. Do the rules really change just because the context does? Are there some things that will not change regardless of how drastically technological advancements redefine the business landscape? I would argue that YES, there are foundational issues which will not change inspite of the shifting sands which continually realign various aspects of the real estate industry.
The first foundation is the Code of Ethics, a standard which defines the rules and practise of professional behavior for real estate practitioners.
The Code of Ethics stands alongside the laws of each State to support the ethical conduct which should define every real estate transaction. Although the Code of Ethics is modified from time to time to encompass new arenas such as the Internet, it remains the bedrock solid foundation which defines the conduct of the well mannered agent.
As new agents continue to funnel into the business and more experienced practitioners find themselves working in unfamiliar territory, there are some additional qualities which will continue to provide solid guidance for success. I refer to these as the Three P's of Priority, Perseverance and Patience.
Proper Priorities
Knowing what your priorities should be is the biggest single factor which determines success or failure for many agents. There are only a few things that actually make money for a successful agent. These are: listing or selling a home, prospecting for new business, following up on leads and asking for the appointments necessary to create strong relationships and build our business. Everything else that we do, including attending closings, is a result of the above activities. When we loose sight of this and spend little time on these basic activities, our business is bound to suffer.
Perseverance
Persevering involves keeping on, in spite of, not because of. The old saying 'when the going gets tough, the tough get going' is true. Many agents give up far too quickly. This is where it can be helpful to talk to other successful people or read their books. One will quickly discover that everyone has struggled in one fashion or another. It's a fact of life. Persevering is a pre-requisite for success because it proves that you are willing to do what it takes to get the prize...your goal of a successful career.
Patience
Patience develops character. I'm often amused to hear the term 'overnight' success. To the individual who supposedly achieves this feat, it most often feels like a very long, long, night! We tend to refer to the achievement as an overnight success because we are unfamiliar with the journey that enabled someone to gain the status that they now enjoy. Upon closer examination, it is often revealed to have been a far longer more involved process than a cursory glance would suggest. Patience is what enables what you are doing to mature to the point where it becomes a fruitful endeavor.
A wise man was once quoted as noting that 'there is nothing new under the sun.' Knowing HOW to do something is as important as having a clear understanding of WHAT one should actually be doing. Regardless of how quickly technology shifts our business, the solid foundations of a business built on Right Priorities, Perseverance and Patience are the hallmarks that a determined professional will need to cultivate in order to thrive and succeed.
Copyright 2008 Audu Real Estate All Rights Reserved
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P's and Q's in real estate are indeed important. Just about every mistake mede by an agent is because they didn't do the most simple things like "read the contract".
I'll add to the P's and Q's that of dot the I's and cross the T's.