A client gets a referral for someone selling their home.  She is one of three Agents being interviewed.  

The seller is a single woman.  Her friend who is a professor in business at a very prominent University nearby is listening in to advise her friend on which Agent would be the best choice.

The home is in the $475,000 price range. 

The day after the presentation the seller calls my client and says this.

“I want you to be my Agent.  I want you to know why.  I interviewed two others.  One offered a tiered commission that would save me money but when I called her back to question her about it I caught her lying to me.  The second was the Agent who sells the most in our area.  I expected to choose her but she spent the first ten minutes telling me how wonderful she was.  Frankly, she completely turned me off.  After you left my friend who is advising me said. ‘You have to choose her.  She is honest.  She’s a real go getter.  And she obviously knows what she is doing.  So, I thought you might like to know that your style works and your competence shows.”

 The moral to the story is simply this.  Be honest.  Work hard.  Keep learning and be as competent as you possibly can.  That will reward you in your business and in your life.  

We don’t know how to coach people to dishonesty and incompetence.  In fact we pride ourselves on the increased talent, confidence, and competence in addition to the dramatic increase in production of our clients.