My long time (man! Almost 20 years!) real estate mentor, Saul Klein, has yet again inspired me!
In a recent FB post, Saul quoted a passage from Rachel Botsman's book, Who Can You Trust . . . How Technology Brought Us Together, and Why It Might Drive Us Apart:
"The gap between the known and the unknown is what we refer to as risk. When we can guarantee an outcome, there is no risk.
Trust and risk are like brother and sister. Trust is the remarkable force that pulls you over the gap between certainty and uncertainty. It is literally the bridge between the known and the unknown."
I commented: That's why in our business, you can generate all the flashy shiny things you want, you can discount all you want, but if you can't inspire trust in those with whom you aspire to work, they won't work with you. You can't buy it!
Trust is something that we inspire but cannot compel. You just can't make someone trust you that doesn't. If they don't, working with you will seem too risky.
I see and hear agents lament about how they are not getting business they want or are losing it after they have it, and wonder if they are making some pretty common mistakes.
First . . . do you trust YOURSELF?
Are you INTEGRATED in intent, thought and deed?
Ever meet someone and think, aww, sweet person . . . but something is off?
Agents are such people pleasers.
Sometimes we think that showing our true face to the world will result in 'not being liked enough'.
It's actually the opposite.
Being unapologetically yourself, coming from a place of centeredness is magnetic!
Even people who don't like you will respect you, once they realize you mean them no harm.
And quit going in worrying about getting paid or what money problems you have that this deal might solve. NOTHING drops your vibratory rate faster, and folks can smell that!
You're getting under the Universe's feet, and it does not like being bossed around! Come from lack and you'll inspire fear. Not what we're after.
Getting back to respect: quietly, sweetly, elegantly and firmly, COMMAND IT.
Exceed expectations with your actions, make sure they're consistent with your intent, and OWN that you do, have, ARE ENOUGH when you perform your tasks with heart.
Do NOT let a client bully you, but don't engage in a smackdown. Say 'NO' when you need to. With a smile.
They may be mad at first, but they'll get over it, or not.
If they don't . . . you'll need to reevaluate the risk factor for yourself.
Congratulations to Saul and John on their new adventure as the editors of Realty Times! I am excited about the prospect of contributing content on CRE as a new CCIM!