Broker Management: Successful Leaders Know How to Follow

Broker Cafe
Published: 07/02/2011
Posted by: RET Staff

One of the first things every person is taught about what it takes to be successful in business is “listen to your customers”. In sales training, we’re taught listening is one of the key components of success, but in leadership training, there’s less emphasis on listening skills and more on communication skills. Ah, but the core outcome of being a good listener is the ability to communicate (connect) effectively.

Of course, good listening does not refer to good hearing but good understanding. It is a process through which leaders are able to interpret what their customers (internal or external to their organization) are saying, so they can develop solutions that meet the customer’s needs. I chose to use the word customer here because the real estate sales professional is the customer of the broker. So is the end consumer, but brokers do not lead consumers; they lead agents using skills the agent can hopefully emulate to lead (guide, consult to) the consumer.