Michelle Bennett, KWLG Operating Principal
Over the years (in real estate since 2000), I've worked with hundreds of agents. Some lasted a long time, some didn't last long at all. I was recently asked on a panel if I could pick a top 3 for traits in people that have longevity in the industry.
That's a pretty deep question. Every agent is unique in so many different ways. There are some answers that seem obvious and that most of us would assume - a big sphere, outgoing personality, perhaps a spouse or significant other that is a breadwinner/insurance carrier.
As I thought back through the people I've known in the industry the longest they all seem to have some similar traits, and it's none of the above.
1. Work Ethic. Through all the years, they are present. They show up at the office, at open houses, at closings, they just work. Not just for the clients but for things like boards within the associations, other local volunteer boards, supportive in their communities for events and sports teams, volunteer for events in their company and leadership roles in their company without expectation of return on that. Everyone knows them because they are always out there. Get up, dress up, show up. Three critical pieces of agent success that have been a little diminished over time, especially by COVID. The top agents have a schedule every day and even if they work a lot from home, have non-negotiable activities for their business.
2. Ability to Stay Calm. There's a person out there, just retired from real estate who modeled this. Her name is Mary Hadenfeldt. You could not piss this woman off. She was in real estate at a high, quiet level for over 20 years. She didn't advertise much, but her clients constantly recommended her and every year, year after year, tough market or swift market, she was a top producer and dominant force in her area. Nothing rattled her. The most difficult transaction would be met with, "Well, okay, let's take a look at that from another perspective. What if....."She had zero victim in her and everyone enjoyed working with her. Not one time in all my years as her broker did someone call me to complain about her. She called for advice fairly regularly, not always because she needed it but she liked to be sure she was doing things right. She took care of her clients, but never at the expense of another agent or person on the other side of a transaction. She didn't need to battle with anyone to show she was working hard for her people. (Now, she was ALWAYS late and that annoyed me, but her clients didn't seem to care. We also teased her about going to all the funerals in town to get business, because she was always cancelling plans to go to funerals. Oh, and her files were all five inches thick and her desk was a disaster, because she kept every single note on paper. See, everyone has quirks!).
3. Client Contact. The ones who stick around tend to have a plan for it. Maybe not always the best plan, but most at the very least do the time change postcards, a few recipe cards, and a Christmas Card. When added to their community visibility it is enough. The top of the top in production contact their sphere often and in varied ways. They always ask for the business whether they are sitting in church or overheard a restaurant conversation. Their contacts tend to do the hard work for them so they don't have quite so much burnout from constantly chasing new clients.
After that question, an even more intense question. Could I name the top 3 traits of the happiest people I knew in real estate, who also had longevity? That's a very different and even deeper question. How do you know who is actually happy in real estate?!?!? As we all likely know, someone who laughs loudly and looks happy on the outside can be saddest on the inside.
Here's what I came up with, thinking about the people I admire most for how they just feel "satisfied" with the world around them and are great to work with in transactions. Personally, I'd rather be in the happy category than just the top producer category!
1. They Just Don't Complain or Sweat the Small Stuff. The happiest people in this industry that I know just don't. They talk about ideas, how to help their clients, how to help others, how to fix situations. They may talk about things that they are dealing with, as we all do, but they quickly move from that conversation to how to move through it. They don't get defensive when questioned and they treat delays and extensions as just a part of the business. (I've never mastered this last piece as much as I would like). Did you know in many states closing dates are actually moving targets?!?!? In Iowa, we consider them pretty important, in other states, it is not even an issue to move it around, it's expected.
2. They Are Learning Based. They attend classes. They teach classes. They learn new technology. They attend conventions to build their networks and work a little less hard for leads. NO matter how busy they are with transactions. It's a priority. They help newer people learn the business. When they see someone struggling, they take them under their wing rather than pointing to how others may have failed to help them or saying "that's not my job." Our classroom whiteboard has a note right now that says, "How you participate here is how you participate everywhere." I believe that.
3. They Get Away. People who seem to have the best balance in this industry, which then allows them to be good to deal with in transactions, take vacations. Even if some of those are just road trips to Midwest destinations, they get away. They may work while away, but they do get away. One of my favorite agents to work with gets away for two full weeks every January. During that time she plans and orders her marketing materials for the year, from a fabulous warm destination, undistracted by her daily tasks at home. Her family knows this is her time to recenter, focus on herself and the auto-pilot part of her business to give her more time with them throughout the year, and to do things like yoga, meditation, massages, and other things she tends not to have as much time for at home. She plans, budgets, and looks forward to that retreat all year.
As I looked at all of these traits one vein ran right down the middle of all of them. Adaptability. The ability to bob and weave with the punches of the industry without letting them tear you apart. It's not easy. We CARE DEEPLY about our clients, our transactions, our finances, our successes and our failures. This can lead to quick frustration and reactions. So can looking forward to a paycheck and then seeing it fizzle in front of your eyes because of something out of your control. Frustration can boil over into toothpaste words. You know, like toothpaste, once it's out, it can't go back in the tube? Toothpaste words are the same, they are NOT going back in once said. REALTORS can really be forever so there is a really good chance you will work with that person. Even when you're not wrong, it can do wonders to say "sorry for reacting so strongly." No but...., just that, and keep moving. Always keep moving!
Kommentare