Fake it until you make it! Not on my team

Real Estate Agent with Keller Williams Realty

We have all heard the saying “Fake it until you make it!” Well, that doesn’t fly on my team. Now, I have a new agent on my team, she has only been licensed for 3 months and she just had her first close. She asked me if she should fake it or lie to potential clients.

I told her “NO WAY” and you are part of a team and you can tell them that. You are backed up and everything you do will be checked and double checked. If you have a questions, someone on the team will have an answer and the only way to get to where we are is to start.

If a client doesn’t want to work with you because you are new, fine, we will put them with someone else on the team. (no big deal) But, do you know how many have asked her about how long she has been in business? Zero, 0, goose egg, nada, not one single person asked her how long she had been in business.

Fake it until you make it

She is now working with 5 different buyers and all of them love her and you want to know the reason they love her? Now, when I get an answer from a client like that after I ask “How do you like working with Amy?”  and I get an answer like this back, I knew I hired the right person! “She is fun, knowledgeable and exactly what we were looking for in an agent. If she doesn’t have the answer, we love how she tells us that, makes a call and gets the answer! Not once have we felt that she would give us an answer just to seem more knowledgeable that she really is. We trust her more than any other agent we have ever met and that is why we enjoy working with her”

Now, do you think they would feel the same way about her if she faked it until she made it? I can answer without a doubt their answer wouldn’t be the same and I’m glad to have her on our team. If you are new to the business, don’t be ashamed, we were all there at one time.

Posted by

Todd Clark (broker w/ Ken's Home Team)
Keller Williams Realty
Phone: (503)524-9494
Fax: (503)746-9573




 Follow Todd Clark on FacebookVisit my websiteFollow me on Twitter

 I am a licensed Realtor who specializes in Washington County, Oregon and also work in both Clackamas and Multnomah Counties including the cities of Aloha, Beaverton, Canby, Clackamas, Gladstone, Gresham, Happy Valley, Hillsboro, Milwaukie, Oregon City, Sherwood and Tigard. All information contained in these posts are copyrighted and cannot be used without prior written approval authorization from the author me Todd Clark. If you are looking for an outstanding agent please give me a call I would love to help you with all your real estate needs.


What if there was a way you could search the  MLS for FREE just like Realtors

Now you can access the MLS using similar tools as Realtors. You are in control of what you want to search for, and you can search the MLS at your leisure. The information you submit in the form below can also be used to put you on an automated system where you'll be emailed all homes that meet your search criteria. You'll get internet access to a website that includes pictures, prices, and addresses to real estate that's listed in the MLS!

5 Star Professional 2011  5 Star Professional 2012

MyFreeCopyright.com Registered & Protected


This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the tag to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

ActiveRain Community
Active Rain Block Party
ActiveRain MasterMinds
Active Rain Newbies
Almost Anything Goes
Be The Best In Your Field

Comments 58 New Comment

Show All Comments
Jack O'Neal
High Touch High Tech
Solutions Real Estate

Great post

January 18, 2012 09:12 PM
Sue Ellett
Marble Falls, & Austin, TX, Lake Travis, Lake LBJ
Coldwell Banker United, REALTORS (Paragon Property Group)

I totally agree.  I have a team and I always say, there are no stupid questions.   If you don't know the answer, it' ok to say you don't but you will find out.  I think appreciate a correct answer or "faking it" any day of the week.   And, it's the right thing to do!

January 18, 2012 09:15 PM
Lynda White
Admin. Mgr., Keller Williams Realty
Bluegrass Homes & Farms Realty, Agent Know How

Todd, your honesty has won out over deception in the Rain. It goes to show that the nice guy DOES finish first. :) I admire you for building a team on your own principles and I think you will go very far in your career as well as life. 

January 18, 2012 09:36 PM
Tammy Lankford
Your Lake Sinclair Expert (706-485-9668)
Lane Realty

Love this post.  it's really good advice.  And while we don't have "teams" in my office we have a family of agents and me, the broker, not related by blood, but we have each others backs.

January 18, 2012 09:40 PM
Christine Donovan
Broker/Attorney 800-610-7253 DRE01267479 - Costa M
Donovan Blatt Realty

Todd - It's so true that most people won't ever ask how long you've been doing this.

January 18, 2012 09:41 PM
Iris Stuart

Todd, that was perfect advice you gave your agent.  As a new agent myself, I'm not afraid to say "I don't know the answer, but I'll get it for you, and then doing exactly that.  Faking it is just not style because in my book its dishonest.  I haven't had anyone ask me how long I've been licensed, but they've all been happy with my service and are happy to give me referrals.

January 18, 2012 10:11 PM
Samantha Smith
Sam I Am, d+b Real Estate, Lake Ray Hubbard Realto
214.422.0729 www.SamIAmHouses.com

Great advice & am feeling the same as Iris is, who posted just above me :)

January 18, 2012 10:42 PM
Sara Homan
Realtor, Homes, Farms & 55+
Coldwell Banker Ellison Realty 352-209-4044

It's all about caring, people don't care how much you know, until they know how much you care.

January 18, 2012 11:08 PM
Kathy Clulow
CNE - ASP - SRES .... Uxbridge Ontario Real Estate
RE/MAX All-Stars Realty Inc. Brokerage

Todd - not having the answer is never a problem as long as you know where to go to get the right answer or failing that knowing who to ask that will be able to tell you where to get the right answer ..... it's a matter of trust

January 18, 2012 11:20 PM
Greg Gillespie
CRS TN & MS - Broker
Crye-Leike Realtors

Being new is not anything you can change, so put your best foot forward and don't be afraid to say, I don't know, let me find out.  this will keep your respect and out of court.

January 19, 2012 12:03 AM
Gabe Sanders
Stuart Florida Real Estate
the BlueWater Realty team specializing in Martin County Residential Homes, Condos and Land Sales

Sure sounds like you have a winner there Todd.  Do you know any like her that want to work here?

January 19, 2012 06:21 AM
Mike Yeo
3:16 team REALTY

Todd - it great that you take a stance about this. There is no place in this business to be faking it. She could have been sued and end her career.

January 19, 2012 07:49 AM
Amanda and Jared Christiansen, YOUR Fort Wayne Realtors
Century 21 Bradley.
Century 21 Bradley (260)704-0843

Love this post Todd.  When my wife first got her real estate license, she worked for a broker that told her to "Never let em see you sweat.  If you don't know something, make it up.  Never look stupid in front of your client."  That is some of the worst advice I have ever heard.  

January 19, 2012 08:05 AM
John Cannata
Texas Home Mortgage - Purchase or Refinance
214-728-0449 http://TexasLoanGuy.com

I think its great that you told her to just be honest. Sure, the clients may be nervous but as long as she told them what you said, they should feel much more comfortable. people will respect her more for being honest.

January 19, 2012 10:43 AM
Carie Shapiro
Managing Broker-IL; Pre-License Instructor-IL; Broker-TX

I'm the same way.  I will tell people "I don't know  ... but I can definitely find out" if I don't have the answer to their question.  I also appreciate it when someone does the same for me.  I don't care for it when someone is making up the answer as they go along.

January 19, 2012 10:55 AM
Sandy Acevedo
RE/MAX Masters, Inland Empire Homes for Sale

Hi Todd, great post. I think I have wished 1/4 of my life away waiting to be "so" experienced, and you are right, it does not matter. Love the way you handled this!

January 19, 2012 01:43 PM
Steve Hoffacker
New Home Sales Trainer/Coach, Sales Books Author
Hoffacker Associates LLC


"Fake it til you make it" is one of the stupidest slogans ever. An affirmation it isn't. :)


January 19, 2012 02:17 PM
Jeanne & Ralph Janisch ABR CRS Brokers
Selling Durango CO homes to good people like you!
The Durango Home Team at Keller Williams Southwest Associates

Most folks can see thru a "faker" a mile away!  Never fake it..... though there was "trainer" a few years back who taught that faking it was the way to go until you made it.

January 19, 2012 11:03 PM
Phil Leng
Phil Leng Team - Residential Real Estate Experts &
Keller Williams Eastside Market Center

Hi Todd,

Congrats on your new team member.

And congrats on her success.

One of my favorite lines is this, 'I won't lie TO you, but I won't lie FOR you either!"


January 20, 2012 12:33 AM
Todd Clark
Broker - Beaverton, Oregon Real Estate Expert - (503) 524-9494
Keller Williams Realty

I am lucky to have someone such as Amy who is so willing to learn and will do what it takes to become great and to be honest, she already is great in my eyes.


January 27, 2012 02:38 PM
Show All Comments

Todd Clark

Broker - Beaverton, Oregon Real Estate Expert - (503) 524-9494
Ask me a question
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the tree to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information