Trust. Risk. You. Them.

Commercial Real Estate Agent with Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker AZ BR 528507000

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!

Spring, guys!



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Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Candice. I loved your title and your post does not disappoint. Well done.

Jul 10, 2018 07:38 AM #1
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

I love the quote. It makes so much sense in today's world

Jul 10, 2018 07:42 AM #2
Steffy Hristova
HomeSmart Elite Group Tempe AZ Tel: 480-966-9353 - Tempe, AZ
Tempe AZ Realtor - Your Home Close to Your Work!

Candice, thanks for the quote and the essay - I enjoyed reading it, and bookmarked it. I often reflect on the subject.

Jul 10, 2018 07:52 AM #3
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

Goal of all agents should be to be the TRUSTED  advisor !

Jul 10, 2018 07:59 AM #4
Saul Klein
RealtyTimes - San Diego, CA
Old Broker,Tech Pioneer,ePRO & RealTown Creator

Great post Candice!!! We are all moving into the future together, one step at a time :-)

Jul 10, 2018 08:00 AM #5
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


Trust is part of the title of the book Ron and I are writing.  And trust in oneself is the first order of business, and when you don't trust yourself no one can help.  Execllent thoughts.  Is this a "new" real town?  We used to post our blogs there, however the site got hacked!  A

Jul 10, 2018 09:30 AM #6
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Fabulous post, Candice. Trust can never be bought, it can only be earned. And that's also true of respect. And it starts from within.

Jul 10, 2018 10:16 AM #7
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Carol Williams hi Carol... nominating for Second Chance Saturday!

Jul 10, 2018 10:17 AM #8
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Love your post, well said, these are the same agents who hop from broker to broker believing the promises that if they just move then all their problems will be solved. Love the comment, be yourself. Be authentic, when you are your clients will recognize it and respect it.

Jul 10, 2018 01:15 PM #9
Mott Marvin Kornicki
Waterway Realtors® • South East Florida • Real Estate Brokers - Miami Beach, FL
Waterway Realtors, Miami Notary 786-229-7999

Trust and Respect are earned. Not something one can will or buy.

Jul 11, 2018 06:06 PM #10
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Candice, good morning.  This is good information and it does add to the things that I mentioned in my blog.  Thanks for sharing.

Jul 16, 2018 06:20 AM #11
PropertyMinder (AccelerAgent)
PropertyMinder, Inc. - San Jose, CA
Modern Tools for the Modern Agent

"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."

SO true, Candice A. Donofrio. This is a recurring, pervasive pattern I've definitely noticed in folks from multiple lines of work. Thank you for this incredibly stirring blog post that transcends the real estate arena. -  Tim

Jul 16, 2018 07:27 PM #12
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

So true, Candice, you can't come from a place of confidence if you can't trust yourself. Confidence is quite intoxicating when it is displayed in a fully integrated human being - that is, one who has compassion, and empathy, and kindness as part of their make-up too. So glad Carol featured this today. D 

Jul 21, 2018 12:03 PM #13
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude


I love this statement - Trust is something we inspire but cannot compel!

And your advice about trusting ourselves, and respect, is spot on! Glad Carol featured this - AR should have as well!


Jul 21, 2018 05:44 PM #14
John Juarez
The Medford Real Estate Team - Fremont, CA

Wow! Memories of reading and engaging on ReatTalk and RealTown. Earnng my ePro designaiton.

Thanks, Candice A. Donofrio 

Jul 21, 2018 07:59 PM #15
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Candice A. Donofrio

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