Fake it until you make it! Not on my team

Real Estate Broker/Owner with Respect Realty LLC 200311024

We have all heard the saying “Fake it until you make it!” Well, that doesn’t fly on my team. Now, I have a new agent on my team, she has only been licensed for 3 months and she just had her first close. She asked me if she should fake it or lie to potential clients.

I told her “NO WAY” and you are part of a team and you can tell them that. You are backed up and everything you do will be checked and double checked. If you have a questions, someone on the team will have an answer and the only way to get to where we are is to start.

If a client doesn’t want to work with you because you are new, fine, we will put them with someone else on the team. (no big deal) But, do you know how many have asked her about how long she has been in business? Zero, 0, goose egg, nada, not one single person asked her how long she had been in business.

Fake it until you make it

She is now working with 5 different buyers and all of them love her and you want to know the reason they love her? Now, when I get an answer from a client like that after I ask “How do you like working with Amy?”  and I get an answer like this back, I knew I hired the right person! “She is fun, knowledgeable and exactly what we were looking for in an agent. If she doesn’t have the answer, we love how she tells us that, makes a call and gets the answer! Not once have we felt that she would give us an answer just to seem more knowledgeable that she really is. We trust her more than any other agent we have ever met and that is why we enjoy working with her”

Now, do you think they would feel the same way about her if she faked it until she made it? I can answer without a doubt their answer wouldn’t be the same and I’m glad to have her on our team. If you are new to the business, don’t be ashamed, we were all there at one time.


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Jack O'Neal
Conway Real Estate - Gilbert, AZ

Great post

Jan 18, 2012 01:12 PM #39
Sue Ellett
Better Homes and Gardens Real Estate ~ Paragon Property Group - Marble Falls, TX
Marble Falls, & Austin, TX, Lake Travis, Lake LBJ

I totally agree.  I have a team and I always say, there are no stupid questions.   If you don't know the answer, it' ok to say you don't but you will find out.  I think appreciate a correct answer or "faking it" any day of the week.   And, it's the right thing to do!

Jan 18, 2012 01:15 PM #40
Lynda White
Bluegrass Homes & Farms Realty, Agent Know How - Louisville, KY
Admin. Mgr., Keller Williams Realty

Todd, your honesty has won out over deception in the Rain. It goes to show that the nice guy DOES finish first. :) I admire you for building a team on your own principles and I think you will go very far in your career as well as life. 

Jan 18, 2012 01:36 PM #41
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

Love this post.  it's really good advice.  And while we don't have "teams" in my office we have a family of agents and me, the broker, not related by blood, but we have each others backs.

Jan 18, 2012 01:40 PM #42
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Todd - It's so true that most people won't ever ask how long you've been doing this.

Jan 18, 2012 01:41 PM #43
Iris Stuart
none - Santa Rosa, CA

Todd, that was perfect advice you gave your agent.  As a new agent myself, I'm not afraid to say "I don't know the answer, but I'll get it for you, and then doing exactly that.  Faking it is just not style because in my book its dishonest.  I haven't had anyone ask me how long I've been licensed, but they've all been happy with my service and are happy to give me referrals.

Jan 18, 2012 02:11 PM #44
Samantha Smith
214.422.0729 www.SamIAmHouses.com - Rowlett, TX
Sam I Am Houses, d+b Real Estate, Lake Ray Hubbard

Great advice & am feeling the same as Iris is, who posted just above me :)

Jan 18, 2012 02:42 PM #45
Sara Homan
Coldwell Banker Ellison Realty 352-209-4044 - Ocala, FL
Realtor, Homes, Farms & 55+

It's all about caring, people don't care how much you know, until they know how much you care.

Jan 18, 2012 03:08 PM #46
Kathy Clulow
RE/MAX All-Stars Realty Inc. Brokerage - Uxbridge, ON
Trusted For Experience - Respected For Results

Todd - not having the answer is never a problem as long as you know where to go to get the right answer or failing that knowing who to ask that will be able to tell you where to get the right answer ..... it's a matter of trust

Jan 18, 2012 03:20 PM #47
Greg Gillespie
GumTree Realty / Genesis Realty Services,Inc - Tupelo, MS
CRS / Broker Owner

Being new is not anything you can change, so put your best foot forward and don't be afraid to say, I don't know, let me find out.  this will keep your respect and out of court.

Jan 18, 2012 04:03 PM #48
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Sure sounds like you have a winner there Todd.  Do you know any like her that want to work here?

Jan 18, 2012 10:21 PM #49
Mike Yeo
3:16 team REALTY - Frisco, TX

Todd - it great that you take a stance about this. There is no place in this business to be faking it. She could have been sued and end her career.

Jan 18, 2012 11:49 PM #50
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Love this post Todd.  When my wife first got her real estate license, she worked for a broker that told her to "Never let em see you sweat.  If you don't know something, make it up.  Never look stupid in front of your client."  That is some of the worst advice I have ever heard.  

Jan 19, 2012 12:05 AM #51
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

I think its great that you told her to just be honest. Sure, the clients may be nervous but as long as she told them what you said, they should feel much more comfortable. people will respect her more for being honest.

Jan 19, 2012 02:43 AM #52
Carie Shapiro
North Shore Suburbs & Chicago Real Estate - Evanston, IL

I'm the same way.  I will tell people "I don't know  ... but I can definitely find out" if I don't have the answer to their question.  I also appreciate it when someone does the same for me.  I don't care for it when someone is making up the answer as they go along.

Jan 19, 2012 02:55 AM #53
Sandy Acevedo
951-290-8588 - Chino Hills, CA
RE/MAX Masters, Inland Empire Homes for Sale

Hi Todd, great post. I think I have wished 1/4 of my life away waiting to be "so" experienced, and you are right, it does not matter. Love the way you handled this!

Jan 19, 2012 05:43 AM #54
Steve Hoffacker
Steve Hoffacker LLC - West Palm Beach, FL
Certified Aging In Place Specialist-Instructor


"Fake it til you make it" is one of the stupidest slogans ever. An affirmation it isn't. :)


Jan 19, 2012 06:17 AM #55
Ralph Janisch ABR CRS Broker
Janisch & Co. - Conroe, TX
Selling Northwest Houston to good people like you!

Most folks can see thru a "faker" a mile away!  Never fake it..... though there was "trainer" a few years back who taught that faking it was the way to go until you made it.

Jan 19, 2012 03:03 PM #56
Phil Leng
Retired - Kirkland, WA
Phil Leng - Retired

Hi Todd,

Congrats on your new team member.

And congrats on her success.

One of my favorite lines is this, 'I won't lie TO you, but I won't lie FOR you either!"


Jan 19, 2012 04:33 PM #57
Respect Realty LLC
Respect Realty LLC - Milwaukie, OR
Brokers - Oregon / SW Washington Real Estate

I am lucky to have someone such as Amy who is so willing to learn and will do what it takes to become great and to be honest, she already is great in my eyes.


Jan 27, 2012 06:38 AM #58
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