I am a big, big, University of Alabama, Crimson Tide football fan. In just about every interview with the head coach, Nick Saban, he never fails to mention that the best way to win the game is to remind everyone on the team that they have to do their job! If they will concentrate on their assignment the rest will fall in to place. When they lose, which is very seldom in the last 4 years, it can always be linked back to someone not doing their job.

What does this have to do with real estate? When we start fretting over lack of business, not making enough money, etc., we need to remind ourselves to “do our job”. Our job consists of prospecting, making connections, networking, working with people, fulfilling their needs, satisfying their wants, etc. If we connect with people the money will follow. When we start concentrating on the money, we forget about the client. The biggest mistake a good agent can make is forget that the client comes first, over our own wants and needs.

Whether we are working with a buyer or seller we have to put our personal ideas away and work with theirs. This does not mean we are not honest and forthright in our opinions and analysis. We do not want to hedge on the price, condition or marketing of their home when working with a seller. However, our job is to connect with the client and the money will follow. The same is true when working with the buyer. We must never forget that their needs and desires far outweigh our own. How many times have we researched property for our buyers only to find that they fell in love with the very home we hated? Our job is not to steer them but to work with them and help them make wise and educated decisions.

So the next time you hear someone in the office whining about the market or their business, remind them that they need to “do their job” and the money will follow.

Lebron Little, of ERA Simmons Real Estate, will be speaking at ERA IBC 2013 in Austin, TX March 21-24, 2013. Register here.

photo credit: Charles Atkeison µg via photopin cc