Early in my career a prospective client asked me, “Why do you think you’ve already been successful?
Without hesitation I replied, “Because I treat it like a business.”
Almost with a sigh of relief, he gave me a nod, and hired me on the spot. Sadly, I think my “treat-it-like-a-business” attitude was surprising to him.”
We can blame the public for treating us like order-takers, or we can blame ourselves for acting like ones.
At the end of the day, our careers unfold how we expect them to. If you want to be treated like a professional, BE a professional. As in any business today, success is as much about process as it is about product. Yet all we hear about is the end result. We rarely hear about HOW that result was achieved.
In real estate there are two ways to get a client to closing day:
Do whatever it takes to get the job done. Or, do whatever it takes to get the job done right.
Acting honestly is the fundamental difference between the two. Clients can be viewed as “transactions” or as transaction partners. The choice is ours. Which legacy you want to create is up to you.
Friend and author Mario Jannatpour wholeheartedly shares my philosophy. In fact, he is so passionate about honesty in real estate that he wrote a book on the subject. The Honest Real Estate Agent is a great read not just for new agents, but for any agent who wants a little validation for the idea that being honest—and really, just being yourself—can be the most powerful strategy of all in building a successful real estate business.
Last week Mario interviewed me for his Honest Agent podcast, asking me to share how my own “keep it real” philosophy has helped me sell over 35 houses in my second full year of real estate. I don’t mind saying that there are some powerful lessons in here for any entrepreneur or business owner, regardless of the industry you’re in.