There is an interesting theory about why some town real estate agents complete so many more home purchases than do others. It isn’t that ‘success breeds success’ (although the thing we call “momentum” is certainly real enough). It has to do with being able to harness two somewhat opposing character traits.
In any business, there seldom seem to be any irrefutable rules that guarantee prosperity…or if they do crop up from time to time, they don’t work for long. Since that’s the case, it’s odd that there are so many best-sellers proclaiming roadmaps to success. If all those books were simply rip-offs, you would think they’d quickly develop a backlash (which would kill the market for books about succeeding in business).
I’d be willing to bet that the answer lies in the commitment it takes to buy and read the book in the first place. If you don’t finish it, you feel guilty enough that you won’t blame the author. If you do finish the book, you probably already possess the energy and stick-to-it-ness that means you’re more likely to succeed in the first place.
That self-validating quality applies to area real estate agents—and most of us would probably place it at the top of the list of what makes a good agent: Persistence. Dogged single-mindedness. Tenacity. They’re traits that true go-getters possess. Those are attributes that don’t reward only real estate agents: they apply in any walk of life. Leaders tend to have them. When others falter, lose faith, or simply run out of steam, success can result from nothing more than simply not giving up.
So what’s the ‘contrary’ attribute that doesn’t automatically belong with that first one? It has to do with teamwork. It’s the ability to make the most of the unique role that a real estate agent plays in the ‘team’ that is created with the client—the one who wishes to sell or buy a local home.
Being a true team player is what is called for, because an agent is called upon to play multiple roles. Sometimes it is to act as a crew member, whose greatest attribute will be the ability to listen well and follows the direction of the client (the captain). At other times, the agent has to become the functional team leader—the authoritative voice and consensus-maker. That’s often necessary for the many transactional real estate details. Performing both roles with good cheer and equal vigor calls for someone who relishes team collaboration—who enjoys the rewards that go with team membership. It also calls for the kind of flexibility that makes for a great substitute teacher or a great backup player in any sport. Not a character trait that automatically belongs to a never-say-die individual achievement-oriented performer!
I greatly enjoy what I get to do as a local real estate professional. It’s a team effort, all right—one that rewards perseverance with the bona fide thrill of a successful closing. If you’ll be making a real estate transition in the coming months, I hope you will consider me for your team!