Walk Like a Giant, Sell Like a Madman

6.12. Be Kind to Them—They're Only Human

Early in my career, in my zeal to excel, I made a mistake and drove some of my best assistants right out the door. I set insane production goals, expecting my assistants to keep pace, to work my hours. I expected them to share the same obsession for real estate that I had. I lost a lot of staff in those early days.

At one time, I had a young buyer's assistant for years who was outstanding. He had a good year, selling 152 properties. I sat down and projected how we were going to sell 200 homes the next year. Well, it kind of blew up in his brain, and out the door he went. It pushed him over the edge. Needless to say, he quit the team and went out on his own. He's selling homes for another company—not nearly the number he was responsible for under me, but he's still moving 50 units a year and competing directly with me. It was a painful lesson, mostly for having lost a great guy and incredible professional, but also for losing his production and having it come back at me as competition eating up some of my market share.

I learned from this that you have to be acutely aware of what your assistants' goals are. Some who work for you will have the same passion you do and are there to learn and grow. They will take whatever hours, whatever problems, and whatever responsibility you throw at them. Others want to work hard and contribute to your team, but are torn between their commitment to you and your team and their families. You need to help ...