“If a person will begin with certainties, he will end in doubts; but if he will be content to begin with doubts, he will end in certainties.” Sir Francis Bacon
Some professionals expect nothing but trouble in a real estate transaction, assuming that whatever can happen will happen. They are pessimistic, so they don’t bother to look for anything good, always assuming the worst. Other Realtors have a natural tendency to assume that everything is good, nothing bad could possibly happen. But either kind of thinking is hazardous and can hurt a professional’s real estate career. It is simple for a Realtor to make a decision based on things he knows. But there are things we don’t know. It is easy to choose a correct direction for the course of direction in a purchase of home based on what a Realtor sees. But what about what they don’t see?
Reading between the lines is essential for a good Realtor. This is what an excellent Realtor is most likely to do when they ask the question, “What am I missing.” The value of asking, “what am I missing” is that it causes the professional to stop and think. Many people can see what is obvious. Few can see what isn’t there. Asking tough questions causes a professional to think differently. Not asking questions is to assume that a real estate transaction or certain negotiation is potentially perfect and that if it is handled with care, there will be no problems. That certainly is not reality and it is a recipe for disaster – for both the Realtor and the client they are representing.
The fear of making mistakes keeps many Realtors from reaching their potential. Fear of being honest with their clients about potential hurdles or obstacles that will likely be encountered in the real estate process has damaged many professional relationships. The best Realtors invite the opinions of both their company and their clients to help everyone reach their goals. Many good minds working together are always better than one working alone. As soon as a Realtor learns this lesson they will change from someone who avoids potential bad news to someone who invites it – because they are willing to steam-roll through any issues that might jeopardize the transaction at hand.
If you want to be a top Realtor you need to give the company you work with, the team-member you associate with and the clients you serve the permission to ask hard questions and push back against your ideas, putting your ego aside for the benefit of the negotiations or the transaction. Too often as Realtors we would rather have a client or company turn a blind eye instead of ones who would speak with a blunt tongue. But if all is quiet when critical decisions are being considered, it probably won’t be quiet after it all plays out. It is for this purpose that a real estate professional must continuously ask themselves, “What mistake am I making?”