Lucky 13

Last week, I celebrated my 13th anniversary in real estate.  In honor of the anniversary, I decided to share 13 things I have learned in my career as a service provider.  1. Put the client first.  If you have that mindset, the rest takes care of itself.

2. The business has to drive the real estate decisions, not the other way around.  Sometimes, the best real estate decision doesn't fit the client's business model.

3. Over deliver whenever possible, but never fall short of what you promise.  People might remember when you overachieve, but they always remember when you fall short.

4. This is a relationship business.  Both with clients and within the overall real estate community, relationships are the key to success and getting deals done.

5. Information is a close second to relationships.  You have to know your stuff.

6. Have a system to stay organized.  Everyone seems to do it differently, but without a system, things will fall through the cracks.

7. Be gracious and congratulate others when they close big deals.  There are plenty of deals to go around and it's good karma.

8. When you have all the leverage, sometimes it's appropriate to push the other side against the wall.  Sometimes, it's appropriate to push them through the wall.  Knowing when to stop pushing is part of the finesse of the business.

9. Being on a team helps.  It doesn't work for everyone, but having the right partners can make all the difference.  I count myself extremely lucky in that regard.

10. Help people when you can, especially if there's no money in it.  It comes back to you.

11. Seek out experts.  It never hurts and you can learn something in the process.

12. If you stop learning and evolving, it's time to retire.  I have seen some very successful brokers get left behind because they didn't change with the times. 

13. Years ago, a veteran broker told me the following.  This is a great business when it's conducted among gentlemen.  Unfortunately, there are scoundrels in this business.  Be a gentleman. 

I look forward to seeing what the next 13 years will bring.  Please let me know what you think about the list, and most important, if you think there's something I should add to the list.

JN