Why (Some) Realtors Have Big Egos
Two Theories
As someone who’s worked in several fields, including law and public accounting, I can honestly say that real estate sales has a relatively small number of professionals with inflated egos.
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 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 interests.
Let’s face it, overconfidence if not a certain brashness — or at least the ability to project it — can be attractive, at least to some a lot of people.
After all, just look at 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.
Some people deal with those little shocks to the ego by becoming more grounded, humble, etc.
At least a few, however, react by inflating themselves, in a misguided attempt to make themselves impervious . . .
P.S.: Psychologists call the latter behavior a “defense mechanism.”
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