I was in my early twenties when I watched a man who appeared to be in his sixties thank my managing broker (with tears in his eyes) for his kindness in selling his home. The amount of emotion the client was showing was due to recently filing for bankruptcy, his wife leaving him, and now he had just sold his million dollar dream home. And my managing broker not only helped him through the process, but did so without charging him a commission! This was one of many times I witnessed my manager sell property while cutting his commission, and finally I couldn’t take it anymore and blurted out, “Dad, why do you let these people take advantage of you?” Yes, my managing broker at that time was also my father.
My father probably wouldn’t have passed many of the screening exams or personality inventories I’ve taken in an attempt to get a sales jobs. He didn’t fit the “take no prisoners” profile that many companies look for today. Sure, he was persistent, and always went for the close, but he didn’t go for their throat.
He answered my question with a simple, “Son you don’t have to make all of your money in one deal.” Can you imagine saying that during your interview with a sales manager? When dad was selling real estate he truly didn’t see it as a sprint, but as a marathon. He built relationships with his clients, always treated them fairly, and then just sat back and waited for the referrals to roll in. And guess what? It worked!
My father retired with plenty of money in the bank, and even better…he retired with a good name. By being kind, honest, and compassionate in his approach with others he profited greatly. Again, he was persistent, and always went for the close, but he never went for the throat.