lIFE lESSONS IN SUccESSB. It’s not AlWAYs ABoUt WhAt YoU knoW,
It’s Also ABoUt Who YoU knoWLet’s face it, having the right connections can never be a bad thing. I have
had the privilege of working with some of the most successful people in
my industry from across the entire country. I have always been careful to
nurture the relationships I have with people. You always want to avoid
burning bridges. Knowing the right people, in the right place, at the right
time, can be pivotal to your success. There may be times you need to call
someone about a specific issue or so they can introduce you to certain
people who also have influence to help you achieve your goals.
C. AlWAYs ACt ethICAllYIn my industry, I was known to be someone that could be trusted and
always told the truth no matter how painful it may have been. I never
shirked from my responsibility to act ethically at all times. As in any
business, I have seen my share of unethical behavior. One thing that
stands out to me with regard to those that function unethically is that
their actions always have consequences that are negative in nature. It
may not bite them right away, but it will in the long run.
I’ve had to make some very difficult decisions in relationship to some
of the firms we financed. Unfortunately, I had to deliver the news on
more than one occasion that we had no choice but to foreclose on a firm
that we were financing. However, even when delivering difficult news,
I didn’t hide any of the facts or beat around the bush. I gave it to them
straight. In business, it’s always best to get all the information related to
a transaction on the table so everyone knows where they stand. Don’t let
any surprises make their way into the picture. Otherwise, you will have
to deal with additional issues that will only delay the work you are try-
ing to accomplish. That’s not to say you have to be cold and calculating.
You can deliver difficult news with warmth, compassion, and empathy.
In my business today, I never focus on what I’m going to earn on a
particular transaction. If I’m representing a buyer and I think that the
property is worth significantly less than what it is listed for, I’m going
to try to negotiate the right price for the property on their behalf. This
may seem odd to some, but commission is never on my mind because I
always think about the long-term relationship, rather than the short-term
gain. There is nothing more important to me than my reputation. I never