“You have to understand the true emotional toll that buying and selling real estate takes on the consumer and know that sooner or later they will lash out at the World including you. Don’t take it personally, rather understand it’s those that persevere that become the most successful”
STUFF GETS REAL IN REAL ESTATE
I’m not aware of any small business, including real estate, that is “easy.” The path to success is difficult. Michael Gerber taught me this important lesson one time when I met him, which was, “We don’t know what we don’t know.” This is pretty foundational for this podcast episode: Learning is about work ethic.
Let’s get to it: “Stuff” gets real in real estate. Things can go haywire quickly. The most intelligent, emotionally mature person can go crazy when we’re dealing with real estate. It’s one of the largest emotional transactions they’ll ever make in their lifetimes. Therefore, it’s crucial for you to be a good learner as a real estate agent and to work hard to LEARN. You’re supposed to be guiding these people as they’re going crazy! A real estate sale is a chaotic event and you need to be a rock in that storm. Here are two important anecdotes from my past week.
MY BUYER & THE MATH & FEAR
This first client had her whole life ripped out from under her in a divorce. As realtors, we understand this happens a lot. Because she’s in my past client pipeline, she decided to make a move and contacted me. She was highly motivated and wanted to get out her condo and into a single-family home, plus some real estate investing. The selling side went great. But on the buying side, I failed to recognize the fear that was bubbling up inside her. This is a lengthy story but listen to this section for the solution and outcome — and how I was able to help her through patience and learning on my part.
MY SELLER & THE PAIN
A lot of people are in pain when they’re going through the real estate process (think divorce and death). This second client, a seller, was a maintenance guy. Everything at the house was immaculate — if something had needed done, he did it. I learned during the process that his wife had recently died. At one point during my talk with him, he went off… on me. It was the most emotional explosion against me that I’ve seen in 20 years. The previous client was dealing with fear and this one was dealing with unimaginable pain — which was an avalanche on ME. Listen to learn how I engaged with and helped this seller.
WHO YOU MUST BECOME TO BE SUCCESSFUL!
This is really about who you must become to be successful in this business. I can teach you tactics until the cows come home, but those tactics will only get you so far. You must become an emotionally secure person who can walk into these situations — often charged with fear and pain — and HELP people. That’s the business we’re in. That’s how you’re going to be successful.
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