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This month I was asked by my brokerage to become a Mentor for new agents coming into the office. At first I was overwhelmed with the idea and full of self-doubt. What could I possibly teach a newcomer to the business? I’m still learning things myself on a daily basis! When I first started, I was frequently told “fake it until you make it”. I’ve never quite agreed with this statement and didn’t feel right imparting it upon this new group. While it is important to present an image of success, it’s equally important to be genuine and upfront about who you are and what you stand for.
This got me thinking, what are the top 10 lessons that I have learned while I was in the business? I came up with the following list: 1. You learn more by doing – you need to get out there. 2. Honesty is the best policy. 3. You can’t take what happens personally – not everyone is going to like you. Likewise, only work with people that you enjoy being around. 4. If you aren’t uncomfortable, you aren’t growing. 5. When the going gets tough, the tough work harder. 6. If you want holidays, you need to book them well in advance and tell your clients well in advance (I apologize to those of you that learned this lesson the hard way with me). 7. You need to be extremely flexible (schedule-wise, technology-wise, marketing-wise, etc.). 8. Always listen to your clients – needs as well as wants are very important. Be in their corner for the fight! 9. Form relationships with colleagues whether it be to learn, to vent, to share resources, or all of the above. 10. Do what you love and love what you do! If you aren’t in love with this job, then it is time to leave!
Surprisingly, these lessons have little to do with capabilities, but more so to do with relationships – both with oneself as well as with others. All of the technical aspects are easily taught, but it seems to me that those people that have formed these solid relationships are the ones that last. I’m sure my new protégés aren’t going to exactly be ecstatic when I tell them that these are the 10 lessons that have contributed to my success, that there are no hard and fast rules to becoming a top producer – but that is my two cents. Now learn on, grasshoppers!