“Keeping it 100” is a phrase that I’ve heard a lot recently on major sports programs. It essentially means that you should always “keep it real” and not be afraid to be 100% truthful and share exactly how you feel.
Truth is a key factor in any relationship, and business is no different. No one likes being surprised by information which was either not revealed to them up front or was falsely represented. Business or personal, these kind of surprises have the potential to end relationships – even long-term relationships.
So how can you avoid these surprises? Well, the simple answer is to always tell the truth. But that can be a lot more difficult to do than it sounds. Here are a few points to help you accomplish this goal:
– Don’t be afraid of what your clients’ reaction to the truth might be. They might not like what they are hearing, but they will always prefer the truth, even if it’s bad news. Most of your clients are smart enough to see the situation for what it is, even if they are trying to deny it. You’ll earn their respect if you tell them the truth they don’t want to hear.
– Get to the truth quick. I’ve written more extensively about this topic here (bonus: Jack Nicholson’s famous “You can’t handle the truth!” scene from “A Few Good Men”), but the bottom line is that if you’re going for the truth, quicker is better. Don’t drag it out, even if it’s bad news.
Now you might ask, what does this get me in return? Respect from my clients is great, but what is it really worth if I lose their business because I told them the truth they didn’t want to hear? It’s a fair question, but the short answer is that it can be worth quite a bit. Here are three things you can get from telling the truth:
– You get what you give in life, and telling the truth to your clients can increase your chances of keeping things clear and getting truth back from them in return.
– Reputations are powerful things, especially in this era of social media. Telling the truth even in difficult situations will establish a reputation for you as a “stand-up” person whom others can trust and depend on. You’re much more likely to get a client’s business if they believe you are trustworthy and will represent them honestly.
– Business moves in cycles. There has been a recent trend to focus on short-term goals and immediate gains, rather than looking at the long-term picture. You may have lost the client’s business by telling the truth this time, but there’s a good chance the respect it earns you will bring them back to your doorstep at some point in the future.
My philosophy over nearly 30 years in commercial real estate is that “keeping it 100” is always the better way to go. If you give it a shot, I think you will be pleasantly surprised at how effective it can be.
Have a great weekend,
Ro