Your responsibility is to be the best. I know that sounds totally ridiculous in the real estate industry, considering the bar is set so low, but I believe it is where the bar should be set.
Think about it. Motivated sellers and buyers do not want a mediocre Realtor. They’re not looking for an amateur. Are they looking for the 4th best or 20th best? Middle of the pack? No…they want the best agent that can deliver the best results for them.
Do they deserve the best? Of course! This is typically their largest financial asset or commitment of their lives. They have the right to expect the best.
It is also your fiduciary responsibility.
“What if I’m not the best?” Commit to become the best. The moment you commit to becoming the best…you just got better immediately, because your intensity and commitment just got totally real. Now your results matter. Your performance matters. The clients matter. And you will feel great about the work you are doing with this new level of commitment.
Hi there. It’s Kevin Ward, the founder of YesMaster’s Real Estate Success Training, and today, were going to get real. We’re just going to get right down to the nitty-gritty, and that is, as a real estate agent, what is your number one responsibility? What is the most important responsibility that you have as a real estate agent? Now, the simple answer to that is your number one responsibility is to the client’s best interest, right? From a legal perspective, we call that your fiduciary responsibility, your fiduciary obligation that you have to your client to act in their best interest. But I want to take it to the next level and really raise the bar just a little bit of a distinction about what is your responsibility to your client beyond just fiduciary. I think what includes in fiduciary is what does it really mean to be an agent who’s committed to their best interest, and here it is.
This is going to be weird to some of you to think this way, but I think this is where you need to think. I want you to forget what the industry standard is and start thinking about your number one responsibility is … Let me just say here’s what some people would say. What is your number one responsibility for a seller? To get their house sold. What is your number one responsibility for a buyer? To help them buy a house, right? I don’t think that’s enough. I think, as a fiduciary, you have a higher responsibility than you think, and here’s what it is. I believe your responsibility, if you want to be great, if you want to be great as a real estate agent, is this, and it is to be the best. I think that’s your responsibility. What do you mean to be the best? Be number one in the market? I mean to be the best. To be the best real estate agent on the planet when it comes to helping that client of yours get the best result.
Now, why is that your obligation? Why is that your responsibility? Here’s why. Because it’s what they want. It’s what they expect. Think about it. What does your client want from you? Are they wanting the 10th best agent? What they’re looking for, if they’re selling their house, they want the agent that can deliver the best result for them. They want the most amount of money in the best amount of time with the least amount of hassle. What do they want? They want the best. They want the best agent. Have you ever gone on a listing appointment and had the seller say, “Well, we’re just looking for one of the top. We don’t care if they’re the 10th, 20th, 30th best agent. We just want a good agent.” No, they want the best. It’s just the way people think, right?
They don’t want you to come in and go like, “Mr. and Mrs. Seller, I’ll work as hard as I can for you. I’m probably one of the 20 best realtors here. I’m 18 or 19. Are you guys okay with that?” They’re like, “Well, who’s the best? That’s who we want to talk to.” Most people that you know, they want the best. I think it’s your responsibility. I think what we do as a real estate agent is too important to aim for anything less. Look, if you were going to have surgery, whether it’s heart surgery or any kind of surgery, do you want a mediocre doctor doing the surgery, or do you want somebody who’s the best at getting the best results? That’s your responsibility. They want the best results. Who’s going to get them that? The best agent.
Now, what does it mean to be the best? It means to be the best. It means to find out what does it take to deliver the best results for clients and then be better at that than anyone else. How do you become better? The same way that you become better in any activity where performance matters. You train. You practice. You rehearse. You learn the skills, and you master the skills that matter. Not in looking the fanciest, but in getting the best results. That’s what it’s all about. It’s in delivering the best results to your client.
Now, here’s the power of this. You go like, “Well, I’m new. You’re telling me my responsibility is to be the best. I can’t. I may be in a few years, but I’m not the best right now. What do I do?” Here’s what you do. You commit. You make the commitment right now. My responsibility is to be the best agent for these clients, and I’m going to do that. I’m going to be the best. Now, the moment you make that commitment, everything just changed, because it just got totally real, didn’t it? The moment you commit … I know for some of you, you’re watching this going, “What are you talking about, this best stuff and all this kind of stuff?” You see, the industry is so full of people who are just okay with mediocrity, who are just like, “I’m pretty good. I’m better than average.” Is that the standard you want to go through your life with, or do you want better? Do you want the best?
See, the agents that I work with, the agents that I train and look for in my coaching, I’m looking for agents that are committed to being the best. They’re really committed to greatness. The moment you commit to that and go, “Okay, that’s what I want,” you’re going to start playing immediately at a different level than most of the agents in your industry and in your market. Immediately, that raises the bar for them. Your intensity just went up. Your commitment just went up. Every single client that you talk to can tell it. They can tell the seriousness with which you take your responsibility, because here’s a family, and they’re moving. They need somebody to help them sell this house, and their dream house, they need them to help them buy this house. They’ve got to get this home sold so they can get to that house before they lose that house, and they’re counting on you to deliver. They’re counting on you to navigate them on that journey.
They don’t want some mediocre agent. They want the best agent who can deliver the best results. It’s your place. The moment you embrace this, the moment you go, “Okay, I got it. I’m on, the best,” everything changes. Everything changes for you. Everything changes for your client. Everything will change in people’s ability to tell you no. They can’t do it anymore. They will only tell you yes. So commit to be the best. Play to win. Always expect yes. Remember, this is your responsibility, to be the best. If you like the video, give it a thumbs up. Make sure you comment questions below, share it, and I’ll see you soon.