My Early Real Estate Blind Spot and the Mentors Who Opened My Eyes

Looking back at the whirlwind that was the start of my real estate career (it seems like ages ago now, having traded that intensity for a different pace of life!), one glaring oversight stands out: I was so focused on the transaction that I completely missed the boat on the relationship. It isn't very comfortable to admit now, especially seeing how crucial connection is in this business.

Thankfully, I stumbled into a stroke of luck. A few seasoned pros in my first real estate office appreciated the 20-year-old kid in their office trying to make real estate a career. They didn't just hand me leads; they shared wisdom. In hindsight, that wisdom was pure gold. While they imparted countless lessons, the ones that truly stuck revolved around building genuine client connections – the kind that lead to those coveted referrals. It wasn't about a quick sale; it was about anticipating needs, being consistently responsive, and, above all, operating with unwavering honesty.

Reflecting on those early days and observing the real estate landscape from my new and more relaxed vantage point, a few client service practices still strike me as fundamental—not just steps to a sale but cornerstones of a sustainable and rewarding career. Here are some of my observations from the viewpoint of someone who's been there and done that.

1. It's not about talking, it's about connecting: I learned that truly connecting with clients meant understanding how they wanted to communicate. Ignoring their preferences for my convenience was a rookie mistake I quickly corrected. Trust isn't built on voicemail ta butt on meeting people where they are.

2. Providing a personal touch is your power. In today's hyper-digital world, I sometimes wonder if the genuine personal touch is becoming a relic. Remembering the small details about a client—their anxieties,excitement, and kids' names—wasn't just good practice; it was a way of showing them they weren't just another deal. It's about seeing the person behind the transaction.

3. Market knowledge helps your credibility: Staying on top of the local market wasn't just about having answers but also about being a reliable guide. Clients deserved to know I had my finger on the pulse. In any dynamic market, this feels critical. You can't effectively advocate for someone if you're not truly informed.

4. Customer service is a mindset: Exceptional customer service wasn't a box to tick; it was an ingrained objective. It meant truly understanding customers' needs and striving to exceed their expectations. The journey of buying or selling a home should be a positive memory, not a stressful ordeal.

5. Technology is a tool, not a replacement for a human connection. I embraced technology when it genuinely enhanced the client experience. But let's be clear: tech should streamline, not replace, human interaction. A fancy app doesn't build trust; genuine communication does.

6. Networking does build relationships: Building relationships with other professionals wasn't just about referrals; it was about creating a network of reliable support for my clients. Recommending a good inspector or mortgage broker wasn't just convenient; it was about looking out for their best interests.

7. Negotiation is an art, not a battle: Negotiation wasn't about winning at all costs; it was about achieving the best outcome for my client. And let me tell you, learning to navigate those conversations ethically is paramount. Your reputation is on the line with every deal.

8. Sharing your knowledge empowers your clients to make decisions: I always believed in empowering my clients by demystifying the process. An informed client is a confident client, and that confidence reflects on you. Holding back information breeds suspicion, not trust.

9. Honesty and integrity are non-negotiable: These weren't just buzzwords; they were the foundation of my business. Your reputation is your most valuable asset. One dishonest deal can unravel years of hard work. And trust me, associating with dishonesty is a slippery slope. Immediately confess any errors and work to correct them, regardless of the cost.

10. Stay relevant through continued learning: The real estate landscape constantly evolves, so staying stagnant wasn't an option. Seeking knowledge and adapting wasn't just about professional growth but also about continuing to provide the best possible service to my clients.

Looking back, those early lessons weren't just about building a business; they were about building lasting relationships. And while I might be enjoying a different pace of life now, those principles of connection and integrity remain timeless in real estate. They weren't just advice but the truths that helped shape my career. Despite evolving technologies, real estate remains a relationship business-- or it should be if the industry as we know it today will survive.

I hope these reflections resonated with you. Thanks for considering them,

Jeff

"Your character is your destiny."

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(C) 2025 Jeff Sorg