Success Is an Outcome of Value

Albert Einstein once wrote: ‘Try not to be a person of success, but rather try to become a person of value’.

‌How true that is in our line of work. If the purpose of chasing success is to ‘make money,’ and to be seen as ‘successful’ it is an indication of having a flawed and shallow mindset.

So how do we become truly valuable to our community and our clients?

Where our value lies

Whatever role we have in this industry, our value lies in our expertise, insight and our ability to help our clients navigate the intricacies of real estate.

We are there to solve problems, remove barriers, and reduce stress. Whether we are in property management, sales or a support role, our purpose is to help our clients get from one destination to the next with as little friction and as few hurdles as possible.

And we demonstrate that value in a variety of different ways…

Market insight

Each day, we live and breathe the property market, both in our local area and more widely. We are privy to emerging trends and developing sentiment long before it becomes a pattern that makes the headlines.

That insight has value. It is valuable both to our current clients and the wider community. Sharing that insight – whether it’s during a listing presentation, via social media, a quick video update, or your weekly newsletter - demonstrates the value we offer.

Product expertise

Our value also lies in the knowledge we have of our product.

It encompasses where that property should be priced, and how it should be marketed.

In sales, it includes showcasing that property’s point of difference and helping it stand out from the crowd.

In property management, it extends to the maintenance that might be required, or the improvements that should be made.

Trusted advice

Some of our greatest value lies in having the hard conversations when they’re needed. It involves drawing on our skills and experience to say the things our clients don’t want to hear but should.

It’s the tough conversation with a seller about revising their price expectations, the frank chat with a buyer about the fact that offer won’t get them across the line, or the honest conversation with a rental owner about the maintenance their property requires.

None of these conversations are easy, but they are valuable. They involve offering frank advice in the interests of our clients.

Negotiating the right outcome

By definition, our job as sales agents involves securing the best possible outcome for the sellers, and our job as property managers involves acting in the interests of rental owners, but there’s more to that than just achieving the highest possible price.

To be truly of value, we must have the right outcome front of mind, and to know that outcome we must first listen to their needs.

Achieving the outcome also involves working with the other half of each equation.

In sales, we must provide a great service to the buyers. We must ensure they are comfortable making an offer and throughout the purchasing process.

In property management, we must look after the renters. To achieve the best outcome for the property and the owner, we must select the right renter and then uphold their rights, respect their privacy, and maintain the standard of the property.

In both sales and rentals we are the mediator, the negotiator, the middleman and the conduit. Our value lies in seamlessly offering this service with the needs of each party front of mind.

Value leads to success

When you come from a place of value, success inevitably follows. ‌And this success isn’t just measured in monetary terms or professional stature. It’s also measured in the personal fulfilment you feel.

Often when I ask people why they love real estate, the answer isn’t about property, the money they earn or doing the deal.

They’ll tell me they enjoy helping people. They like to assist people transition from one stage of life to the next.

There’s incredible value in that – both personally and professionally. And when you shift your attention to the service of others for the sole purpose of providing value and assistance, success automatically becomes the outcome.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.