seven years , the duo dipped into the New York City real estate market and became romantically involved . Simoné was the first one to suggest that Corcoran try real estate , noting her uncanny ability to relate to nearly everyone she met . Simoné urged Corcoran further , even going so far as to give her the $ 1,000 she needed to start her own agency .
As a girl from New Jersey suddenly competing in one of the world ’ s most famous cities , Corcoran was in a league she had never experienced before .
“ I got set free outside the diner , and I schmoozed people all day ,” Corcoran recalled . “ I really enjoyed people … I was just very energetic , showed them a lot , and talked all the time . I did very well in sales .”
But her fatal flaw , Corcoran now admits , was crediting Simoné with the success she was building . In her mind , Simoné had rescued her from her blue-collar life and ushered her into the glitzy world of New York City . He had even given her $ 100 to spend on a “ real New York outfit .” She had never had new clothes in her life and readily ate up the chance .
Then , It All Came Crashing Down
One night , Simoné approached Corcoran as she was making pasta for his children and explained that he was going to marry her secretary . Just as quickly as she had been noticed by Simoné in the diner , she was dropped . This time , Simoné had no idea what kind of firestorm he was creating .
When Corcoran demanded Simoné fire the secretary , he reminded her that he owned 51 % of the company and wouldn ’ t do that . One year later , Corcoran marched into Simone ’ s office
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Visit : Directory . MSPSuccessMagazine . com and announced that their partnership was over . She demanded they split the company in half because she was starting her own firm . Corcoran had no idea where she was going to go . She had no office , no tools , and no leads . She just knew she was done at Corcoran-Simoné .
Corcoran called the landlord leasing their current building and asked if he had any available spaces for a new office and crew . He did — three floors above Corcoran-Simoné . She leaped at the chance , satisfied to know that she could be just floors above the man who had sparked her determination . As Corcoran left the office , Simoné stopped her . “[ He ] was rightfully very surprised I had ended a business [ relationship ] with no notice ,” Corcoran recalled . “ And he said , ‘ You know , Barbara , you ’ ll never succeed without me .'”
Corcoran merely smiled . She would be damned if that was going to be true , and unbeknownst to him , Simoné only pushed her to do more . She was going to succeed , and when recessions hit , Simoné ’ s words rang in her head , giving her strength .
She was determined to succeed because he had labeled her a failure . The nuns at her school had labeled her a failure too . Later , the real estate boys club in New York would label her a failure .
Yet , Corcoran rose to success . It all started with marketing advice from her mom , an insult from the man who pulled her from the diner , and the persistence inside of her that would not let her quit .
' Insult Them ... Then Shut Your Mouth '
Finding the right salespeople has been at the forefront of Corcoran ’ s success , and she ’ s become a magnet for the best . However , she didn ’ t build a $ 66 million company by only recruiting from top business schools or other firms . She considered everyone for her firm .
The best salesperson Corcoran ever had was plucked from her job as an airline attendant at American Airlines . Corcoran ’ s business partner , Esther Kaplan , was never meant for sales , yet she ensured that Corcoran ’ s spending habits and ability to “ throw anything ” she could at the wall didn ’ t sink the company . Coffee shops , social gatherings , and shopping visits became job interviews for Corcoran .
It wasn ’ t always this easy . Corcoran ’ s rise took time , mistakes , and the wrong hires on the path to finding the right formula . Corcoran soon learned that the people with all the right credentials weren ’ t always the ones propelling sales forward and becoming top agents . Instead , it was those who could sell themselves straight to Corcoran , even as she was flinging insults their way .
“ I studied my salespeople my whole life ,” Corcoran said . “ I discovered a method . It ’ s called ‘ insult them .’ Tell them that you don ’ t think they have what it takes and here ’ s why , and then shut your mouth up and see what they do with that .”
What the candidate would say next became very important to Corcoran , and she listened with her gut . Some would come out of the gate , claiming to have grit and a belief in themselves that they could sell . But it never meshed , Corcoran explained . Others took the insult personally and twisted it back around onto Corcoran . They proved to her that they not only had the determination she was looking for but that they also couldn ’ t believe what she was saying . Those were the salespeople she hired