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  • Charles Cherney

102: Joe Rand - Enthusiasm


I am a real estate agent. Recently, I read Joe Rand's book How to be a Great Real Estate Agent (2019). Towards the end of the book, Joe goes through the ten elements of a great client experience.


Number 3 on Joe Rand's list is ENTHUSIASM."If you want to provide a great experience," writes Rand, "you have to evince a passion for your work that is almost palpable."


For sure, enthusiasm is not sufficient. A real estate agent must also have expertise. But enthusiasm matters!


For me, enthusiasm means things like this:


- Being just as passionate about selling a seller client's home that has been on the market for six weeks rather than six hours.


- 0% Complaining. Being concerned and taking corrective action? Yes. But complaining? It does not serve me or my clients to complain.


- When a buyer client loses out in a multiple offer situation or makes unexpected discoveries at a home inspection and decides not to proceed, I empathize but also make clear my enthusiasm for the ongoing journey. I know from my long experience there will be another house and that success is around the corner.


- Supporting my team by sharing inspiration from entrepreneurs I have encountered and whose work matters.


I feel fortunate that I love my work. This makes being enthusiastic easy.


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