(Read last week's blog for  Part 1)

So, who do you hire?  How do you make that choice when everything hangs in the balance?  Do you hire the guy who takes you to ball games and tells great jokes or, the service provider you trust the most, the one who has creatively and successfully represented other companies in similar circumstances, the one in whom you have the greatest levels of confidence in his or her ability to complete your company's project, accomplish its objective, and protect your interests?

Did you just ask yourself : "What if the guy with whom I'm friends is also the best qualified"?

That answer is simple....Hire Him!   Ask yourself another question:  If your friend was not qualified, could you put the future of your company, your employees, your customers, your career, and maybe your family, in his or her incapable hands?  Of course not!  So, the true decision here would not be about who you like.  Of course, like ability is always a factor because people want to be around people they like.   But, it is not THE factor, and it does not define the commercial real estate industry, or any other industry for that matter!

Here's another way to look at it:  You've been incorrectly accused of a crime and you're going to trial.  Your entire future, everything you've worked for your entire life, hangs on your ability to be proven innocent.  Do you hire the attorney who tells the best jokes or the one who you trust will have the greatest ability to keep you out of prison?

Here's another one:  If a loved one had a life threatening disease, would you hire the surgeon who knows the best restaurants, or the one in whom you have the greatest confidence will save that person's life?

Consider this important note on the like ability factor:  If the client dislikes you, even if you are the most qualified for his or her project, a greater chance exists that you will not get hired!  So, lack of like ability certainly can work against you and keep you from getting hired.  But, being liked by your prospective client is not the key decision point that will ensure that you will get hired.

Engaging service providers, in commercial real estate or in any other aspect of business or life, is not solely about relationships.  It is about trust and confidence, upon which relationships can be formed and can usually grow.  Personal relationships, and the like ability factor, are certainly important but, only secondarily.

If you have proven yourself to be trustworthy, confidence inspiring, and an expert in your field, you'll have a greater chance of getting hired and building a relationship.  If your clients like you but, feel that they can't trust you or believe that you don't have the expertise they require, then find another business, because your relationships won't help you succeed...not over the long term, anyway.

Everyone likes to work with people they like.  But, few executives can afford to put their companies, their careers, and their reputations at stake because they hired the wrong person for the job, especially in this economy.  Of course, you should make it easy for people to like you (Why wouldn't you?).  But, remember that you're in a service business.  The reality on this issue is that being liked or having a relationship may get you an opportunity to present your ideas and services.  But, if the client doesn't have confidence in your ability to deliver, your resources, support, or experience, or if they don't feel that they can trust you, your like ability and relationship won't win the day! 

So, focus first on learning all there is to know about your craft and on providing superior services.  By doing this, you will permit your prospective clients the opportunity to build confidence and trust in you.  Focus on both the results you will achieve for your clients and the experience you will create for them, and you'll likely get hired again and again!   Do a great job for them, and they'll like you even more!

Corporate Real Estate Is NOT a Relationship Business!  It is a service business built on trust, confidence, competence, expertise, and creativity.   Do you disagree?

Read Part One of this Post.  http://wp.me/py4BE-11

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