Leadership might simply be defined as one person helping another person succeed. The best leaders are those who have the capacity to help a person discover how to use their unique ability to the highest benefit. This begins with that person understanding their strength and talent; and if possible their inter-values, principles, and desires.
Some time ago, a potential client and I were visiting, toward the end of the interview he asked me ‘what do you have to offer that another agent doesn’t?’ Unfortunately, I didn’t have an answer then, but I was determined to create one. It didn’t come easy and the answer was a lengthy learning process. It eventually became clear once I discovered a full understanding of what Value Creation means.
The final conclusion is that a real estate agent must do for their client which the client can not do for themselves. The ultimate goal is for the client to have the best possible outcome through an extended effort by the agent. The result of this mind-set and process delivers a higher level of success for clients, for co-workers, and a satisfying career for the agent. A Win-Win for everyone!
Contrary to what some may think, leadership is not doing, or providing, things for another; that is referred to as enabling. Leaders’ help others learn how to become more self-reliant, creative, and perform in an arena where they can excel.
In today’s world of technology and ease of information, one may wonder if there is a need for a real estate agent? If the answer is to be yes, then that agent needs to be a leader. This means the agent must offer equal or more value to the client than the client gives up in monetary reward. It has to be a fair exchange of service and capital.
So, how does one develop into a great agent? It begins with becoming an agent who has the ability to help your client discover what’s most important to them. Helping the client fully understand why they are doing what they think they want to do. The agent should have good knowledge of the housing market, and a process to clearly define the right path for the client to take to take in order for them to reach an ideal outcome. Then you lead them to the right outcome by asking great questions.
Many times I worked with a client who knew what they wanted, but they didn’t know the right steps to take to maximize their outcome. Looking to find the best method, we created a process which is now proven to help our clients maximize their dollars, save them valuable time, and deliver peace of mind knowing they are doing the right thing at the right time.
Tony Ratchford, The Tony Ratchford Group and Broker for KW Realty Sioux Falls
