I spent the morning at a breakfast with Carson Palmer, Ryan Tollner, and Katie Rodin. We talk a lot in real estate about “winning,” but these three have a different definition of it. Whether you are leading a brokerage, running a desk at a title company, or out there as an agent, their take on ethics hits home for our industry.
Character attracts character
Ryan Tollner is a top sports agent who admitted he entered a “slimy” business specifically to do it better at a higher level. He was very open about the fact that being ethical has cost him clients. In our world, we’ve all seen people say or do whatever it takes to get a listing or a signature. Ryan’s strategy is simple: position yourself as different. When you operate from a place of abundance, you realize there is enough business for everyone. You don’t have to chase the “scarcity” mindset that leads to cutting corners.
The “Double Life” trap
Katie Rodin made a point that every leader in our industry needs to hear: you cannot be one person in the office and another person out of the office. If you aren’t aligned, the cracks will eventually show. Carson Palmer backed this up, saying it is impossible to be consistent if you are cutting corners behind the scenes when no one is looking.
When the pressure is on and you’re tempted to take a shortcut, Carson’s advice is simple: pause and pray. He reminded us that your name is your only real currency. His athletes know they represent the name on the front of the jersey and the one on the back.
When things go sideways, don’t hide
We’ve all had a deal blow up or a mistake happen at the closing table. Katie’s advice for those moments is gold:
- Make it right immediately.
- Reverse engineer the mistake to make sure it doesn’t happen again.
- Lead by example. Don’t hide behind your title when you mess up.
Creating a safe space for your staff and agents to own their mistakes is how you actually eliminate them in the long run.
Coaching the person, not the production
Carson mentioned that when an athlete’s performance drops, he looks at what’s going on in their life. Whether it’s a kid or an NFL pro, the human needs are the same. If an agent or a staff member is struggling, ask about the underlying issue. Usually, if you coach the person, the performance turns around on its own.
The support system
One thing that really stuck with me was Katie mentioning her spouse is a critical part of her success. In real estate, our families feel the heat of our schedules as much as we do. Acknowledging that support system is part of being an authentic leader.
In an industry where our reputation is everything, these reminders are a great gut check. A reminder that playing the long game is how we win the day.
