Tips to make you a better, more valuable real estate professional by Schnurman

Mark Schnurman, Eastern Consolidated

Successful brokers are competitive, hard driving and possess a passion for winning. Any strength overused can become a weakness and these traits can manifest themselves in a myriad of unfortunate ways that may lead to difficulty with others.

What follows is a quick “coaching session” to help you stay focused and create collegial and valuable relationships.

Do not underestimate the importance luck plays in success

For example, Malcolm Gladwell in “Outliers” shows that the majority of NHL hockey players are born in the first half of the year because making them significantly bigger and stronger than their five-year-old peers. Birth month luck leads to extra and better coaching that results in higher performance.

Get feedback

Success stops many from hearing, in Tom Peters’ words, “the unvarnished truth.” Absent feedback, successful brokers can go unchecked by others and often extrapolate their success into all areas of their lives and careers. I worked with a lot of very smart people but fewer wise ones. The wise ones understand the limits of their knowledge and skills and don’t extrapolate them into other areas. They rely on the expertise of their colleagues.

Listen to disparate perspectives

It is often difficult for a strong-minded person to hear the other opinions. Through sharing of thoughts and brainstorming sessions, however, ideas are honed and perfected. Coalescing different views can lead to knowledge and improvement. Be open-minded, especially outside of your expertise.

Prioritize consensus

Collaboration enables sharing and fosters buy-in. A recent study indicated that when employees take ownership and pride in a project, they work on average at 95% of their capacity; when they don’t, they work at 55% of capacity. Sharing the decision-making process builds support and productivity. 

Don’t add too much value

In Marshall Goldsmith’s book, “What Got You Here Won’t Get You There,” he suggests that when someone offers an idea, they possess ownership and are motivated to make it flourish. Perhaps, due to your experience and knowledge, you can show them how to make the idea 10% or 20% better. Often when we add “value,” however, we reduce the other person’s ownership commitment by say 50% because the idea is no longer theirs. Let people run with their ideas without the compulsion to make them better.

Don’t show how smart you are

Goldsmith indicates that a blind spot for successful people is the need to show others how smart they are. This can manifest itself by stating something as simple as “I know that,” passing judgment or interrupting another person. Prioritize being bearable over smart. 

Don’t blame

Leaders take responsibility. When people receive blame, they become resentful, angry and shut down. The last thing you want is a person working at less than 100% capacity because you pointed a finger at them. Instead of blame, focus on what can be learned. 

Recognize others

When people put their hearts and souls into a project or a task, it is important to reward them. Often, the simplest reward is best. Give them a sincere pat on the back or praise them for their effort, if not their result. The bottom line: It is important to build strong relationships by leveraging and utilizing those around you. 

These tips can help make you a better, more collaborative real estate professional.

Mark Schnurman is chief sales officer, principal at Eastern Consolidated, New York, N.Y.