Maintain Your Gear: Surefire Strategies to Dominate, Execute, and Scale in Business and Life: Surefire Strategies to Dominate, Execute, and Scale in Business and Life by Joe McCabe
Author:Joe McCabe
Language: eng
Format: epub
Publisher: Forefront Books
Published: 2023-01-03T00:00:00+00:00
PROVE YOUR WORTH
My executive team had a meeting scheduled with a couple of real estate agents who werenât using our title companies but had been grandfathered in on our commission plans. Our relationship is a business relationship, and we were overdelivering. My approach with them was that if I have to give, they too have to give. Jadah Hill, who runs business development for title, called to tell me that one of the real estate agents she had met with was mad at me. Why? Because I did not ask her personal questions; I hadnât gotten to know her. I had an answer for her she didnât want to hear. I called the agent and told her I wanted to give her some feedback. I told her that if she wanted me to ask about her family the next time, she needed to get on my radar and sell more. I had this conversation with her, knowing it would probably make her leave the brokerage. That was fine; we are one big team, and everyone needs to be on the same page. If someone on the team is a virus, we cut them out fast. She wasnât selling enough, so she shouldnât expect to be rewarded in a sales position. If you want someone to know you, be worth knowing.
This isnât meant to be mean, but it is a statement of fact: be worth knowing, provide value, recognize that no one owes you anything, and earn everything. While on Necker Island, one woman casually joked that she subsidized my wifeâs and my ticket for the eventâan assumption inspired by my age. It was a pretty shitty thing to hear and something I have constantly struggled with. Being the youngest person in the room among big players is something most people canât fathom. I quickly corrected her, explaining that I had paid full price just like her and everyone else. Today, we now have a relationship born from mutual admiration. She is a fantastic businesswoman who had a recent multi-hundred-million-dollar exit.
There is this unfair assumption that if youâre young, youâre a broke person who has no value. I vividly remember the first time someone called out my age. In 2016, I was interviewing a real estate agent, and at the end of the interview, he said, âArenât you too young to own all of this? You have no experience.â My response was, âWell, if Iâm too young and you have all the experience, arenât you too old not to own it yourself? Not to mention you came to me for the interview.â We never spoke again. He wasnât a cultural fit or a big thinker. I donât care if I make people uncomfortable because I have earned my place at the table. I built it myself.
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