I have been in the DFW Real Estate business since 1982. I remember the early years when everyone I knew had little or no authority, and every relationship was hard because I was the young guy most thought could add little value. The tenant rep business was a lot less competitive than today’s, but every day seemed to be a search for meaningful relationships that could lead to an opportunity. As I progressed through my career, the middle years provided easier access to relationships—mostly through referrals from my existing relationships and my hard work, increasing experience, and list of accomplishments.
Much of life is about momentum. One success leads to the next success. As you get better at your craft, you become a safer bet for your clients. Your confidence level increases. Your relationships increase and deepen.
Very seldom are business and life easy, but life continues to get easier if you pay attention and learn from your mistakes. As we age, our peers are also improving and increasing their relationships, and before you know it, many of your relationships become decision makers. Because you have built solid, long-term relationships, your opportunities begin to increase, as well as your income. Life goes by very quickly. Before you know it, you are the guy in the room with the gray hair and experience.
I found that as I have matured, what I want or find important is changing. When I was young, I wanted lots of relationships. Today, I want fewer relationships, but I want my relationships to be meaningful and deeper. In the end, it’s the meaningful relationships that bear fruit. The deeper they are, the more intimacy and productivity. As you mature, your wants and needs change. Life becomes simpler. I think we would all be better off if we learned early in life that it’s about focusing on the relationship—and that giving is so much more rewarding than getting! Give early and often in everything you do, and your personal—as well as professional life—will be much more rewarding. Every day is an opportunity to give. It can be advice, time, love, care, nurture—whatever it may be, just give, and your life and the world will be better for it. I have watched people I respect come and go, and it’s the relationships I remember, not their accomplishments or deals made, that are important to me. It’s the friendships and experiences we shared that I remember and cherish!
Throughout your life I believe it’s important to help young people as they come into the industry, to guide them through and help them eliminate some of the mistakes you made. I firmly believe the more you give, the better you feel! Giving is better than getting!
Bill Cawley is CEO of Cawley Partners.
