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"Speak softly and carry a big stick; you will go far"

By
Real Estate Broker/Owner with Broadpoint Properties Cal BRE #01324959

Do you remember who said this? No, I do not expect that you are alive when this was said. But, do you remember learning about Theodore Roosevelt in school, and do you remember this quotation?

I was listening to CNN a little while ago, and Secretary of Defense Robert Gates was being interviewed and he brought up that famous quote . . . and I began to think about real estate.

When Theodore Roosevelt used this phrase in a speech in Chicago in 1903, he was talking about our nation's abilities to impact the terms of the 1823 Monroe Doctrine. But, in a more general sense, it refers to the fact that the tactics of caution and non-aggression are best, but once should be able to back that with violence if required.

Okay . . . so how does that bring me to real estate? Of course, I am not encouraging any real estate agents back up any arguments with violence!

In the last few years I have had the pleasure of working with all kinds of folks from all different backgrounds and with varying personalities. There is always a Mr. or Ms. Know-It-All, but when you look up this individual on the MLS, you see that his or her whole career is only comprised of a handful of deals. There is Mr or Ms. Yeller (no explanation necessary). There is Mr. or Ms. Invisible (you know the ones who never return you calls), and many other distinct and unique personalities.

In real life if I let my guard down, I would say that I am sometimes overly critical and impatient with others. However, one good quality that I have is that my unique real estate personality is Ms. Speak Softly and Carry a Big Stick. I listen and almost never respond in the first conversation. I always weigh all of the client's options laboriously before making a recommendation.

I take the same tactics when negotiating short sales. Promissory note for the full balance? I just listen and write it down. (Yes I am upset, but I keep it in control.) Want to close tomorrow? I just listen and write it down. Then, if I need to respond, I make a powerhouse move (like a letter to a bank executive about how we all value customer sevice and want the best for our mutual client) which usually does the trick. 

I find that if you take time to think through the ramifications of what is being requested, and then follow up, you will have a much better chance of getting the job done while not alienating your fellow real estate collegaues in the process.

 

Broker, Realtor®

 

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Comments (8)

Mary Douglas
United Country Ponderosa Realty, Red Feather Lakes, Colorado - Red Feather Lakes, CO
REALTOR, Red Feather Lakes, Colorado

Terrific post Melissa! I think the people who act as you do and keep their tempers in check are the ones that get the deals closed -- plus so much more fun to work with :-)

May 01, 2009 12:18 PM
Chris Ann Cleland
Long and Foster Real Estate - Gainesville, VA
Associate Broker, Bristow, VA

Melissa:  I like this approach and appreciate it.  I try to practice it myself, but have not mastered it yet.  Practice makes perfect.

May 01, 2009 12:20 PM
Michael Lee
Frog Realty - Tallahassee, FL

Nice post.  I love the signature!

May 01, 2009 01:35 PM
Troy Erickson AZ Realtor (602) 295-6807
HomeSmart - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Melissa - You are right.  It is great to document conversations, think through a resolution, and bring down the hammer when necessary.

May 01, 2009 06:22 PM
Jim Frimmer
HomeSmart Realty West - San Diego, CA
Realtor & CDPE, Mission Valley specialist

For me it basically comes down to the Five P's that my marketing guru taught me:

  1. Pleasant
  2. Polite
  3. Personable
  4. Positive
  5. Professional

If I do those, I find that I have a very pleasant and positive day.

May 01, 2009 07:20 PM
Elaine Giamona
McCoy Real Estate and Property Management, Lincoln, CA - Lincoln, CA
Broker

Thanks for the post.  Surely a reminder that we can get more bees with honey.  And remember that we can't listen while we're talking...

May 02, 2009 02:56 AM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

It is a good philosophy and certainly has turn out to be a great one over time.  I think it is so important to keep our emotions out of the transactions and to listen.  Then we become better advocates for our clients.

May 02, 2009 03:31 AM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Melissa, having that big stick as an option is powerful, and you use it with disgression. I like your position on think things through. Too many people do not put their brain into gear first before diving into the course of action that is best suited depending on the situation.

May 02, 2009 03:59 AM