Two Theories
As someone who’s worked in several fields, including law and public accounting, before becoming a Realtor, I can honestly say that real estate sales has a relatively small number of professionals with inflated egos.
But, that doesn’t mean there are zero.
In such a people-centric business, why give prospective clients a reason to dislike you?
People may have no choice but to put up with a uniquely talented brain surgeon or defense attorney, but it’s a good bet that neither of those people interact with their clients as intimately as Realtors do (not counting the part about making incisions in your brain).
At best, clients work with an egocentric agent in spite of their ego, not because of it.
Playing Dr. Freud
So, what explains the inescapable reality that there are agents out there who think too highly of themselves?
My two theories:
One. (Over)confidence is adaptive in sales, especially real estate sales.
No one wants an introverted, unassertive agent negotiating on their behalf, or otherwise guarding their financial interests.
Let’s face it, overconfidence verging on brashness — or at least the ability to project it — can be attractive, at least to some a lot of people.
After all, look who’s President!
Two. Real estate salespeople — even very successful ones — deal with a lot of rejection.
It’s certainly not as bad as major league baseball (“What do you call a batter who makes an out two out of every three times they’re at the plate? A Hall of Famer”).
But, at least in my experience, no one lands every listing, get hired by every Buyer who interviews them, etc.
To continue the baseball metaphor, neither is every transaction a veritable home run — some are merely doubles. 🙂
The vast majority of agents take any such setbacks in stride, and react by honing “their game,” becoming more grounded and humble, etc.
At least a few, however, respond to rejection by inflating themselves, in a misguided attempt to make themselves impervious . . .
P.S.: Psychologists call the latter behavior a “defense mechanism.”
See also, “Realtor True Confessions: Top 4 Things Your Agent DOESN’T Know”.
