Why do we exist?

This is the first of six questions that Patrick Lencioni poses in his book The Advantage. This is an excellent read and tackles the leadership conundrum, something that is sorely lacking in most of the real estate organizations throughout North America.

However, this is also very pertinent to Realtors and should be on your list of “required reading”. Something that most agents fail to undertake as part of their business planning exercise (if they even do this) is a vision clarity exercise.

Examining and putting into one short sentence what your core purpose is, beyond making money, is not the easiest task. Currently, The Toronto Real Estate Board has over 45,000 members and more are joining every day.  As someone who interviews at least two to three of these new Realtors on a weekly basis, I find that very few can answer the “why are you getting in to real estate” question with anything other than, “I’ve always been interested in real estate” or “I love people” or “I thought I would give it a try because my friends all ask me for advice”.  Not that there is anything terribly wrong with these statements but they don’t come close to being anything like an enduring core purpose that would provide the fuel and impetus to push someone to build a successful real estate sales practice.

Hellen Keller was once asked, “can you think of anything worse than being blind”, to which she famously answered, “yes, being able to see but having no vision.” In other words, the vision comes first, the how to will follow.

Written by johnlusinkcoach

John Lusink, Regional Vice President, Canada Brokerage Operations/Broker, eXp Realty Of Canada, Inc.. A REALTOR® for over 30 years, Mr. Lusink has served in a variety of positions in both commercial and residential real estate from Business Owner to Broker and from Trainer/Coach to Marketing Manager. In addition to previously serving on TREB’s Professional Standards Committee, Mr. Lusink contributed to the Real Estate Council of Ontario’s Discipline and Appeals Committee for five years. Most recently, Mr. Lusink completed a second consecutive term as Chair of TREB’s Government Relations Committee and has been a Director for the Toronto Real Estate Board for the past six years. A Certified Commercial Investment Member for more than a decade, he is also a Certified Business Coach, a Seller Representative Specialist (SRS), Accredited Buyer Representative (ABR) designee and trainer, as well as a Council of Real Estate Broker Managers (CRB) designee and an FRI.

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