RELATIONSHIPS
ROMMEL ANACAN |
THE RELATIONSHIP DIFFERENCE
The Way Things Work
W
hen I first got started in
the multifamily industry
as a leasing consultant I
thought I was going to be
rock star. I really did. Prior to getting into
multifamily housing I had a successful career
sales management and I figured that would
translate well into the multifamily industry.
Wrong! I was terrible at the beginning and
really struggled. The good thing is I eventually
got better, but it was clear to me that my
leaders didn’t think my actual performance
matched the potential performance they were
hoping for when they hired me. Some of that
was fact, I could have been better, and some of
it was perception based on what my actions
and attitude.
In my early days my manager constantly
talked to me about closing with my prospects,
and I would get frustrated because I thought I
was closing with all of my prospects! One day,
after being talked to again, the senior leasing
consultant looked at me and said, “Rommel,
I know you’re closing with your customers.
But you need to close in front of her!” as he
pointed to our leasing manager’s desk.
I remember thinking, “That’s dumb!
Shouldn’t she take me at my word that I am
"Winning With
People is the Heart
of Success"
closing with my customers????” He replied
with, “Well, you can either close in front of
her or continue to get yelled at.”
Oh snap! He was right. He taught me
a valuable lesson that day. In our company
there was a way things worked. I might have
disagreed with it, felt it was unfair, didn’t like
it, but that didn’t change the fact that there
was a way things worked!
The same is true for you and your
company. You can either choose to fight
against it (like I did) or choose to make it
work for you. I learned that.
Here are some examples:
» » If your company has a more formal culture
consider wearing a suit and tie, instead of
khakis and a sport shirt.
» » If shops hold a lot of weight in your
company then focus on doing well on
them, instead of always complaining about
them when you don’t do well.
» » If your manager doesn’t want to hear every
detail of your weekend life on Monday
morning at 9 am then don’t give her all the
details!
Successful people choose to make
the way things work-work for them! » » If your supervisor’s perception of getting
your reports “on time” actually mean he
receives it a day in advance, then submit
the report in one day in advance.
For me that meant losing the attitude
and closing with my prospects in front of my
manager even if it felt weird and awkward
to do so, especially when I knew they
weren’t interested! Once I truly understood and embraced
the truth that there is a way things work and
made it work for me, my career was powerfully
and positively impacted I know it can do the
same for you!
So, let me ask you this, “Do you know how
things work in your company?” In what ways
have those things worked for you and also
against you? Once you know this start doing
more of the things that work for you and stop
doing the things that work against you! Like many of you, Rommel Anacan is a multi-
family housing industry veteran, having worked at
all levels of the industry, from on-site to corporate
where he developed a reputation for tackling
common industry challenges in uncommon ways.
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FEBRUARY 2018 • TRENDS | 17