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Agents Are Liars And Brokers Are Too!

By
Education & Training with Keller Williams Realty

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  Their outdated skill set.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  Their outdated skill set to coach, consult and educate their agents.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’ . . . 

Show All Comments Sort:
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa

You are absolutely right!  When I researched my options for a brokerage, I wanted to know all about their training and support.  I wanted to know what they offered.  If they were going to take a percentage of my earnings, I wanted to make sure that there was a benefit for me to hang my license there.  I needed more than a sign and a desk.  Thank you for coming out and saying what needed to be said.

Dec 28, 2010 05:00 AM
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Paula,  Pretty insightful stuff you bring us today.  I think you have nailed the human trait that holds so many of us back !   Honesty with ourselve.  Also, seems a shortage on the national level.   Hope your 2011 is the best ever !

Dec 28, 2010 05:03 AM
Larry O'Sullivan
Sandy, UT

Paula - There is art in self deception, so many of us practise it, so well. "To thine ownself be true".

Dec 28, 2010 07:55 AM
Cliff Jones
KW Commercial - Keller Williams Realty International - Hendersonville, TN

Well said, Paula. 

And I must say that's a nice picture too.  I thought I recognized you when the link came across my facebook browser.  You are looking well.

Best regards,

Cliff

Aug 29, 2011 05:12 AM
Ann Buchanan
Keller Williams Realty - Hendersonville, TN
Ann Buchanan, Keller Williams Agent Hendersonville

Well I must say that I am so proud to be following a born leader! That would be you!

Love the Joe Namath quote. May I tweet that one please?

Aug 29, 2011 11:42 AM