There's No Crying in Baseball, But Plenty of Tears In Real Estate
Like most agents, I almost left the real estate business six months in. After a slow start, the deals were finally trickling in (think a slow leak faucet). Why was the gig so stressful? Was I not mentally tough enough to be in sales? Had the 90 hour Internet course somehow failed to prep me for my new career?
After some tough introspection I figured out the root cause. I was mirroring ALL of the emotions of my clients. When they were stressed, I was stressed. When they faced uncertainty I was uncertain. Mad client=Mad Doug. Not good.
By letting their emotions creep into my world I was doing neither party a service. The key to truly advocating for your clients involves emotionally detaching from the transaction. With this emotional space comes clear thinking. Here's how I try to distance myself from the transaction...
- Don't be broke-- This is key, If October's bills all rely on the outcome of one transaction drama awaits around every corner. Oddly enough, I negotiate BETTER when my pipe line is full. It's almost like the other party can smell desperation.
- Follow Systems--Driving in a blinding thunderstorm is tough. Driving in a blinding thunderstorm in an unfamiliar area is worse. When emotions are high, systems lead the way. I have a system for buyers, sellers, inspections, handling objections, etc...
- Compartmentalize Your Emotions-- Have an argument with your spouse or significant other? We all do. But when meeting with a client it is showtime. Put those emotions in a little box somewhere deep down. And lock the door. Something serious happen? It's better to cancel your appointment or have another agent cover.
- Leave work at work-- Admittedly this is one I struggle with. When you consistently go to bed and wake up thinking about a real estate file you are on the road to burnout. Invest some time ( and training) to learn how to make a proper schedule. When you are done working for the day, turn the cell phone off, walk away from the email and Facebook. All the drama will be there when you return.
Real Estate practice can grind up even the toughest agents. To last in this business, one must have the ability to step back. Sometimes the view a few feet away from the drama will provide a more clear view. Searching for a broker who will put you on the path of career long learning? Reach out to us directly at Realty Executives Bayou Properties.