I was asked a question over the weekend and it got me thinking about whether my quick answer was indeed correct. She asked what I think has enabled me to have such longevity in the real estate business and why do I still love what I do so much. I very quickly responded with “honest relationships”. It may sound trite, but it really is that simple. I not only have honest relationships with my clients, I have them with my colleagues and certainly with my team. Over the years, I have employed countless agents and support staff, and have had very little turn over. Of course, there have been those who have gone on to broaden their careers on their own, and those that just haven’t been a great fit, but for the most part, I have loved working with everyone we have hired since 1986. You would have to take the number of agents and staff and multiple that over and over to get the number of clients I’ve worked with. I can sincerely say that I still get a kick out of helping people find what they’re looking for. Handing over the keys is just as exciting now as it was when I did it for the first time 35 years ago. Sure, I’ve made my share of mistakes, but I have always treated my clients the way I would want to be treated. I’ve done my best to be genuine, honest, and trustworthy. It’s a big decision to purchase and/or sell a home, and no matter what the financial status of the buyer or seller, it’s a very personal decision. One that requires an agent to be completely forthright. Pushy won’t work, chasing the dollar will never be a formula for success. You must massage the transaction and manage it properly. I can often be heard saying “I may not tell you what you want to hear, but I’ll always tell you the truth”. If I had to name one thing that I believe helped me stay in the forefront of the business for so long, it would probably be that very statement. So, a simple question left me thinking about how grateful I am to have been able to work with so many talented colleagues and team mates, and so many incredible clients who have put their trust in me. I’m humbled and will always remain that way. I love what I do, and I thank everyone who has allowed me to do it. I don’t take your support for granted. With all that said, my little bit of advice to anyone in this business (or any business, for that matter) who hopes to continue to be relevant 35 years from now is simple… Stay Honest!