In the world of real estate, it’s easy to get caught up in the numbers—deals closed, commissions earned, properties flipped. But recently, a string of closings reminded me why I have been doing this work for decades:
It’s about people, their stories, and the profound impact we can have on their lives!
As the host of the “LOVIN’ the Florida Dream” podcast, I’ve always aimed to highlight the human side of buying and selling homes.
Let me share some takeaways from these experiences that go beyond the transaction:
Empathy in Action: Walking in Their Shoes
One family I worked with was juggling a mortgage on the house we were selling, plus rents on two other properties due to a spouse’s job transfer. It was financially draining them—three payments every month, constant stress, and sleepless nights. I know that feeling all too well; I’ve been there myself with multiple mortgages weighing me down. When we finally closed, their relief was palpable. “Shane, you have no idea how you’ve helped us,” they said. But I did know, because I’d lived it.
This isn’t just about selling a house; it’s about freeing people from burdens so they can move forward. Another client sold their commercial building, which they’d bought 26-27 years ago. The proceeds? A key part of their retirement plan. Now, they’re stepping into that next chapter with security. We’ve also helped older clients relocate north to be closer to grandkids and family—the number one priority as they age. These moments are gratifying because they mark real turning points in people’s lives.
Humility and Teamwork: Success Without the Brag
During that closing spree, I posted about several, but held back on others. Why? I don’t want to come across as boasting. It’s not “Shane’s so great” or even “Our team in Fort Myers is killing it.” It’s about the collective effort and the relationships we build. Many realtors aren’t seeing the same volume right now, and I wrestle with that. But our success stems from one thing: loving our people. Clients become friends—some of my closest bonds, like with Mazzola and Witt, date back 20-25 years from real estate deals.
My wife and I talk about this often during our evening walks. She comes from a humble background, with parents still happily married after 60 years. Watching how they treat each other with respect inspires me. It’s the same with my grandparents. In a world of givers and takers, we need more givers. The takers fade away eventually. Giving back isn’t hard—it’s essential.
Lessons from Long-Lasting Relationships
Speaking of respect, if you’re interested in what makes relationships endure, look into John Gottman and the Gottman Institute. Through thousands of interviews, he can predict with 90% accuracy if a couple will separate within three years—just by observing a short conversation. The key? Enduring respect. It’s what I’ve seen in those long marriages: beyond the ups and downs, there’s mutual admiration.
This ties directly to real estate. Selling a home is stressful—packing, negotiating, emotions running high. We’re often dealing with multiple pending sales where buyers and sellers are arguing or frustrated. Realtors become part psychologist, part matchmaker, part marriage counselor. I’ll mediate: “I hear what she’s saying, and what you’re feeling—try this approach.” It’s okay to vent, but do it kindly. Don’t take it out on the ones you love.
And when stress builds? Go for a walk. Exercise releases endorphins—it’s a fact. If you can walk 100 yards, do it. Push to a mile, then two. It’s simple, but it transforms how you handle pressure. I’ve tried to share this with others, though sometimes it feels like forcing a square peg into a round hole. But that’s the magic: small changes lead to big shifts.
The Essence: Give More, Stress Less
At the end of the day, real estate isn’t just about properties—it’s about helping people live their dreams, whether that’s financial freedom, retirement, or family reunions. If you’re in this industry or any service-based role, remember: success comes from empathy, humility, and giving. Let’s strive to be more like those enduring couples—respectful, supportive, and in it for the long haul.
What about you? Have you had a closing or deal that changed someone’s life? Share in the comments—I’d love to hear your stories.
Looking for your Florida Dream home?
If you’re thinking of buying or selling a waterfront home in the Florida Keys, or buying or selling a waterfront home in Southwest Florida (Fort Myers, Cape Coral, Bonita, Sanibel, Captiva, Naples) visit the links I just shared, or give me a call at (239) 851-3861.
Shane Waterfront Wilson
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