Going Non-Rogue: Reeling In Your Inner Cowboy

In the world of commercial real estate, there are pros and cons to “going rogue.” But whether or not roguish behavior is beneficial or harmful to a commercial realtor’s aims depends on the circumstance—as well as what your definition of the word is. Traditionally, the word rogue has been used to describe deceitful behavior. But these days the word can also define a person who uses unconventional and cutting-edge techniques of getting something done.

Going Rogue: The Bad

Let’s break it down in plain English. If you really want to know when it’s okay for a commercial realtor to go rogue, the answer to that question is: never. The reasons why are simplistic and straightforward if you take a moment to about it. In the commission of the everyday duties of the commercial real estate broker, there simply isn’t any room for lone wolf tactics. Most of the time as a broker, you’ll be reliant on fostering working relationships between parties to advance your aims and speed real estate deals along to their rapid conclusion. If you want a perfect example of why rogue behavior doesn’t work in these cases, think about property owners interested in leveraging commercial assets by leasing a building, or lessees who want to take advantage of extra space by bringing in subtenants. If a realtor doesn’t adopt a “team player” approach when trying to work out one of these deals, nothing will ever get accomplished.

Going Rogue: The Good

On the other hand, there are some instances when roguish or “lone ranger” approaches to conducting business are perfectly acceptable, even welcomed like a breath of fresh air—but there’s a catch. It’s only okay when it’s a concerted effort made by an entire brokerage firm, acting in unison to break new ground. Most of the time you’ll hear people slap labels like “forward thinking” or “innovative” on these types of firms. But regardless of what you label them, there’s little doubt that a commercial real estate brokerage taking bold steps at improving the performance of its agents by offering only performance-based commissions, and redefining the relationships between realtors and clients, is a good thing.

Rogue vs. Non-Rogue

If you’re confused, you shouldn’t be. Simply put, a rogue mentality works only on an conceptual level. When dealing with individuals in the real world, though—just as you would when serving a client leveraging commercial assets—the only acceptable action is to throw a lasso around the shoulders of that inner cowboy and hogtie him to the ground. If you don’t have a lasso and you’ve got lousy aim, try these more mundane approaches.

Focus on teamwork. If that requires you to work with another broker outside of your geographical area, so be it.

Focus on the long term goal of the client and what it’ll take to make them happy.

Forget your own best interests.

Strive for a multi-sided win-win situation.

Point your thoughts and concerns away from your commission.

Put your verbal communication skills to work by engaging all parties in a personable manner.

Don’t resist pursuing certain options because they promise to be time consuming.

Develop a disciplined manner of working that emphasizes patience and diligence.

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