What are the characteristics of a good real estate agent? Google it and you will find the following: focus, availability, responsiveness, experience, integrity, negotiation skills, and market knowledge. Like college quarterbacks in the NFL draft, you can check off all the boxes, but there is no way of actually predicting success in the pros. Have you ever heard of Ryan Leaf? He was the number two pick in the 1998 NFL Draft by the San Diego Chargers right after Peyton Manning. He had an absolute cannon for an arm and an athletic build that had NFL franchises foaming at the mouth. He went on to being the biggest bust in pro football history in a career littered with interceptions, drug abuse, and poor decision making. The point is you can have all the right tools to be a successful agent, but you might be lacking a certain trait that your average real estate blog does not talk about: A Bullshit Meter. Have you ever heard someone say they have a strong “Bullshit Meter?” Well, it exists. Think of all the extremely successful agents in your office right now. They don’t take crap from people and they don’t waste their time with all the bullshit that this industry throws in our face. If I were to give one piece of advice to Rookie agents, I would tell them that they will have to properly navigate bullshit to be productive and to be successful.
Where does all the bullshit come from? The easy answer is “everywhere.” To get more specific I will ramble out some examples of the stuff online real estate school never prepared us for.
Where does it come from? EVERYWHERE.
Agents will lie to you about their offers. Buyers will bullshit you about their interest. Sellers will be uncooperative about their price. Tenants will make it impossible to show properties. Lenders will bullshit you about their rates. Escrow Reps will force you to go to coffee. Title Reps will interrupt your work and tell you about their kid’s swim team. Real estate coaches will make bullshit guarantees. YouTube will advertise all the bullshit real estate coaches. Real Estate Conferences will charge hundreds of dollars for speakers to talk about bullshit. Vendors at real estate conferences will bullshit you about their products. Lead generation sources will be shoved in your face. YouTube ads will shove more lead generation sources in your face. Brokerages will charge you to be alive. Zillow will ask for your money and will feed bullshit to your clients. Instagram will bullshit you about agent success. Facebook will bullshit about the success of their ads. Agents will Tweet bullshit motivational quotes. Your email will be flooded with bullshit from agents you don’t even know. You will read bullshit from other bullshit real estate blogs. Basically, everyone is bullshitting everyone about everything. But, not everyone is a bullshitter.
My advice is to constantly be working on your Bullshit Meter so you can be as productive and aware as possible. Our industry is also full of helpful, genuine people that will have a positive impact on your real estate career. A lot of your success will be determined by your ability to differentiate between people that will help you and people that just want your business. May the force be with you.