You may have heard someone say that real estate is a people business. This can be true in many ways. For a broker-owner in particular, it is vital to form connections within your own company. Whether this be with leadership, employees, agents or even clients, never underestimate the power of human connections.
As a boss, it can be tricky to navigate different personalities. Office politics and drama can disrupt business. Throughout my time as a broker-owner, I’ve learned three tools and insights that can help you handle agents without having to play referee or schedule a time-out.
The Platinum Rule
We have all heard of the Golden Rule, which says to treat others how you would like to be treated. I don’t believe in this. I follow the Platinum Rule, which is to treat others how they want to be treated. By customizing your response to each individual, you will gain more respect and build stronger relationships.
Real estate agents come from many different walks of life. Their personalities can be as different as the homes they sell or clients they serve. When responding to an issue, focus on that individual agent, and put yourself in their shoes.
Personality Profiles
Your office may have a wide mix of personalities, as different roles need to be filled in order to have a strong team. I’ve found that using a personality profile can help. I believe in having all real estate agents and staff complete a DiSC profile to learn about their behavioral and personality traits.
Each person has their own strengths and weaknesses, and it is important to learn their interpersonal communication abilities, how they might react to a new challenge and how they would fit into a team setting. The DiSC profile and other similar assessments can provide knowledge about how someone responds to conflict, what motivates them and how they solve problems. This allows owners to better understand the dispositions of those on their teams.
The Love Languages
In the 1992 book, The Five Love Languages: How to Express Heartfelt Commitment to Your Mate, Gary Chapman details five ways people show love to and want to receive love from their partner. These ways of responding can be used in a non-romantic context as well. They can be modified and applied to friendships and even employee-employer relationships.
What is the most important way to make someone feel appreciated? This is going to be different for each individual. For example, if words hold the most value to someone on your team, then complimenting the agent for their achievements is the way to go. If quality time is the most valuable, give someone your undivided attention. Time is a precious commodity, so try to carve out time to speak to this person and listen to what they have to say. Maybe an agent feels most valued when they receive a tangible gift. A thoughtful present related to their business can make that person feel appreciated. And for some people, actions speak louder than words. Performing an act of service may be the best way to show someone how much you value them. Maybe an agent could benefit from having an extra set of eyes review their new contract, or they need a hand dropping off furniture to stage a listing. Going above and beyond to make their job easier could be the best token of gratitude.
There is no one-size-fits-all solution to connect and communicate with real estate agents. It is important to look at each connection you have on an individual basis. Put yourself in someone else’s shoes, and consider their personality and how they would best respond in certain situations. This care and consideration can help build your work relationships and your role as a leader.