When I first came into the real estate industry four years ago, the mantra I heard repeated over and over was “buyers are liars, and sellers are too”! Having come from the corporate world, this statement sounded harsh to my “customers are always right” ears. It took me a bit to digest this adage, and what it really meant. Simply, tell the truth.
Having met with countless agents (not to recruit them, but rather to consult them), what I have learned is that most of them lie – to themselves. They are uber ethical with contracts, straight as an arrow with disclosures, and stringently adhere to the Real Estate Commission’s rules – but they lie to themselves.
About what? Their reality. Their profitability (or lack thereof). Their outdated skill set. Their lack of support. Their technophobic tendencies. Their lead generation habits and strategies. Their conversion rates. . . the list goes on and on.
A Managing Broker, Broker/Owner or Team Leader’s job is to provide perspective and tell the truth. They, just like the Associates they lead, are ethical with contracts, disclosures, and Real Estate Commission Guidelines. But they lie to themselves AND their Associate partners.
About what? Their reality. Their profitability (or lack thereof). Their outdated skill set to coach, consult and educate their agents. The lack of support they extend to their roster. Their technophobic tendencies. Their lead generation habits and strategies. Their conversion rates. . . the list goes on and on.
IMHO what our industry needs most is courageous leaders who are willing to tell the truth (to themselves and those they lead) – provide perspective on the way it really is, and implement a vision to facilitate positive CHANGE – starting with them.
I think Joe Namath said it beautifully: “To be a leader, you have to make people want to follow you, and nobody wants to follow someone who doesn't know where he is going.”
Just sayin’ . . .
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