A little knowledge is a dangerous thing so they say.
How many times have you seen a young
whippersnapper Neg or Valuer/Lister make the same mistakes you did? You see, I have
always thought that this saying was one of empowerment in that, if you have
even a little knowledge, you could be competent at what you did. After setting
up my own business, through conversations with people who have done the same, I
learned that I didn’t have the complete answer.
A little knowledge is a dangerous thing means that though
one may know something, one does not know what one doesn’t know. Hey, I went to
Karate classes as a ten year old child for six months, so I am someone has a tiny
knowledge of martial arts, but I should not assume that I am a Grasshopper
Black Belt Karate master (TV series from the 1980’s about Karate for our
younger readers) and start getting into fights... no I would be about as good
as Hong Kong Phooey (another Cartoon TV series from the 1980’s about an
incompetent janitor who thinks he is the best Martial Arts master in the world
but in reality is rubbish – he is only saved by the trusty cat!) (Youtube them both ... very funny!).
This saying is particularly pertinent to younger men in
estate agency. Often they learn a few things in a field of interest and they
jump to .... (contd below)
many conclusions. .. hell I did it all the time (and probably still do) How many times have you seen a young cocky neg, who has been doing the job for 18 months thinks he is the King of World of Selling Property. Why? I know my first boss, a lady called Carol beat alot of it out of me (not literally I might add!) as she could see the conclusions I was coming to and she had seen it all before. Well, often we get to the point where we are so convinced in our proficiency and capability that we ignore the advice of our older peers who are trying to help because we think what we’re doing feels right in our head and it worked last month, so it will work again this month.
many conclusions. .. hell I did it all the time (and probably still do) How many times have you seen a young cocky neg, who has been doing the job for 18 months thinks he is the King of World of Selling Property. Why? I know my first boss, a lady called Carol beat alot of it out of me (not literally I might add!) as she could see the conclusions I was coming to and she had seen it all before. Well, often we get to the point where we are so convinced in our proficiency and capability that we ignore the advice of our older peers who are trying to help because we think what we’re doing feels right in our head and it worked last month, so it will work again this month.
Of course, you as the
long in the tooth manager/boss, who went through the 1987 crash, the mid 90’s
doldrums, the make hay whilst it shines days of the early 2000’s and the crash
of 2008, see exactly where they are going wrong and even explain it to them,
and still they ignore you only to learn the hard way and find out that you were
right all along.
This has happened to me plenty of times concerning advice
over the last twenty years or so and it happens to plenty of younger blokes in
the estate agency game when their voice in the head wins out against the advice
they get from their team mates or experienced mentors. This has also happened
to me more times than I would like to admit (just ask my wife). It is all fine
and dandy to learn by trial and error,
and young Neg’s certainly have the time to learn from their mistakes. Often
being young is the best time to learn from your mistakes because the cost and
penalties are relatively small.
But I ask every young Neg and Valuer reading this, there is
another way to learn that is quicker and less excruciating. It’s called learning from the mistakes of others and taking the advice of others. I have
had good relations with some of my old bosses (Carol, Neil, Jane and Mark) and
have stayed out of a lot of trouble because I saw, or rather, heard what
happened to other Neg’s/Valuers/ Listers/Managers when they went wrong (well ok
95% of the time!).
But now I have set up my own company with my Wife. My Wife
is a fabulous person and keeps me on the straight and narrow. But here is where
you as the boss of your firm need to realise, who are you going to ask, who is
going to mentor you? It’s a lonely old job being your boss .. how do you know
if you are doing it right? Well, if you are the boss, if you give out the
advice, you are doing your part of the bargain and if the young 21 year old whippersnapper
wants to heed your advice (or not) .. that’s upto to them .. but you my friend,
if you dole it out, can you receive it.. advice that is?
How do you do this? Well, thinking about myself, I accept
that whilst I am good at helping letting agents get more business, I am a mere
baby when it comes to being a business man, with just one year’s experience.
You might have been in business for twenty years, but if you have been doing
the same thing for the last twenty years .. sorry, you have one year’s
experience multiplied twenty times. If you aren’t growing your lettings and
estate agency by at least 10% to 15% a year .. I am sorry, you aren’t doing
your job correctly (harsh I know).
There are people who have seen it and done a hell of lot
more than I have and I pay attention to their advice. If you ask for guidance,
most people won’t see it as weakness, but be chuffed as hell to be asked and
think more you.... and the bonus is, they give you that advice. I have worked in various capacities at a
senior level for two biggest estate agency/lettings franchises and I keep
telling the franchisees that that is the value of the franchise .. not the
name, not the brand, not the legal helpline but the ability to speak to others
who are in the same boat as you .. that is priceless.
But what if you aren’t a franchise owner? Well, I have done
two things.. I have asked the advice and opinion of various movers and shakers
in the industry. I have even asked the advice and opinion of those who are in
similar roles to myself (one might say competition). Some can’t even be
bothered to return your voice messages and texts but most have been truly
fantastic. However, I owe it myself not to rely on the goodwill of others, so I
have taken on a Business Coach.
Growing the business is crucial to business success, but what is often
underestimated is the importance of business owner efficiency, and having a coach
who can demonstrate consistency and speed in things like planning, time
management and decision making is really good. You see, be you a Lettings
BizGen Guru (like myself) or a Lettings / Estate Agent, when you are caught up
in the day to day business, thinking and acting efficiently may be easier said
than done. This is why many business owners engage the services of a business
coach, I honestly believe, you should too. I employ the services of chap called
John. I saw him speaking at a swanky Estate Agency event (he specialises in
business coaching for estate and letting agents you see). After a few meetings,
my Wife and I decided to employ his services. However, it wasn't just a case of
John telling us that we had to do X, Y and Z; he simply asks questions that make
us think until we came up with a solution ourselves. For us the coach / business
owner relationship is subtle, and there is definitely an element of therapy in
it as we unload our woes to John, but in terms of boosting our business
efficiency, coaching really does work
But I don’t only take advice from my Business Coach. I take
advice from what I read on various blogs on the tinterweb. Some things I have
to take with a grain of salt of course, because it’s the tinternet. Usually I
read something, keep it at the back of my head, and quietly evaluate whether it
is true or useful or not based on my own experiences. I don’t take advice from
just anyone, however, I take advice from people who I have reason to think know
more about a subject than I do. And I keep taking their advice until they prove
otherwise.
So, if you are Neg reading this, why not ask the opinion and
advice of your fellow Negs or Valuer or more importantly, the boss. The same
goes for Lister/Valuers, but this time, also asked the opinion of the Area
Manager (if you are a corporate) ... everyone will be chuffed to bits you asked
and think more of you.
Owners of their own agencies .. ask other business people in
your Circle.. join the Facebook group ‘Letting Agency Owners Insiders Circle’
.. a great place for letting agents to ask questions (it’s a closed group so
your landlords won’t see you asking daft questions). Also, I have had loads of
advice from my friends in Round Table. If you are in The Rotary, Lions,
Conservative Club, Chamber of Commerce, mates down the Wine bar or Pub .. ask
them for a quick ten minutes .. and if you are really serious, employ a
business coach.
Finally, feel free to pick the phone up to me for any advice and
opinion especially when it comes to getting landlords to swap agents.