I became a larger than life figure for one reason only. When you’re quoted in the ‘Wall Street Journal,’ the ‘New York Times,’ constantly as the expert in the business people assume you’re a lot bigger than you are. And then I had to run like hell to catch up with my own image.
Don’t be afraid to go for positions, jobs or take on clients just outside of your knowledge base. It’s when you’re uncomfortable that you learn and grow the most.
It’s rumored that doing well in real estate is to be able to close a deal. I did not find that to be the case for myself, I was probably the worst closer out there and I didn’t find that was true of my top super stars either.
People want to do business with someone they like. If people like you, they’re going to want to do business with you. And if they don’t you’re going to have an almost insurmountable obstacle to overcome.
I did everything in my power to give my brokers brand identity and clout in the market. I saw my job as parent to build them up and if I took care of them, then they would take care of their customer.
