The Power of Finding Your “Why” in Real Estate
Recently, I had the chance to hear Simon Sinek speak at the Urban Land Institute conference in Las Vegas. Sinek is a visionary and has authored bestselling books such as Start with WHY and The Infinite Game. As someone who’s followed Sinek’s work for quite some time, I was very interested to listen to his presentation on the power of finding your “why.” Sinek’s insights can be applied to different industries, and for real estate professionals, having a clear sense of purpose can keep you motivated to achieve new levels of productivity and success.
One of Sinek’s core ideas, which he explores in his book Start with Why, is to find your purpose. He explains that instead of focusing on “what” you’re doing or “how” you’re doing it, the real driver for success is “why” you’re doing it. Finding your “why” can give your work meaning and enable you to continually move forward.
How to Find Your “Why” in Real Estate
If you’re unsure how to identify your “why,” Sinek’s approach provides a great starting point. Consider it a personal journey that requires self-reflection and a clear look at your values. Here’s how you can start:
1. Reflect on Your Motivation
Ask yourself why you started in real estate. What drew you to this field? Was it financial independence, the opportunity to build something lasting, or a desire to help others? Think about the moments in your career when you felt most fulfilled. These experiences often reveal your true motivations.
2. Identify Your Core Values
Review the principles that guide your decisions. Do you value honesty, problem-solving, innovation, or community impact? Knowing your values can help you pinpoint the aspects of real estate that align with who you are, giving you a greater sense of purpose.
3. Focus on Your Impact
Real estate has a far-reaching impact on communities and lives. Think about how you can positively influence others through your work. When your “why” connects to making a difference, it provides a deeper motivation to push forward.
4. Think Long-Term
Instead of chasing immediate rewards, set goals that align with your broader vision. This approach helps you stay resilient through setbacks. The real estate market has ups and downs, but when you’re driven by a long-term “why,” you’re better equipped to navigate challenges and continue moving forward.
Why Real Estate Needs Purpose Beyond Profit
Whether you’re a broker or an investor, there’s certainly an economic benefit tied to real estate and the case could be made for fair compensation. But if your only motivation is profit, you might struggle to stay inspired, especially when the market takes a downturn. Sinek reminds us that having a sense of meaning can make it easier to stay committed. He advises that your “why” should be bigger than just financial gain; it should encompass the values, goals, and aspirations that make your work truly fulfilling.
In my own experience, I’ve found that having a strong “why” has driven me to stay in the real estate business for over 27 years. When I think back to the Great Financial Crisis from 2007 to 2009, I remember seeing my income drop by 90% along with the downturned market. As a fully commissioned salesperson, if the only thing that was keeping me in the real estate game was the financial aspect, I think I would have left long ago. Instead, I have continued to show up at my desk every morning, often before 7 a.m., ready to jump in and spot the opportunities as they are presented. There are many aspects I love about the business, which are listed below. As you read through them, you might discover your own reasons for being involved in real estate, which can help you stay inspired and move forward:
1. A Passion for Learning
Whether it’s about the real estate business, the people the players, or the way processes are carried out, I am continually fascinated by the industry and learn something new every day. I am an avid reader and follow different media, along with podcasts and organizations that provide further education. It’s intriguing to uncover a different strategy or tool and apply it when working with clients.
2. Doing Good for Others
Sometimes there are complicated situations that arise in real estate, and different players are looking for someone who can provide a solution. I enjoy the chance to be creative and help my clients reach a positive outcome. Over the years I’ve helped nonprofits maximize the value of their real estate, which can benefit their mission. Making an impact in these situations is really rewarding.
3. The Chance to Work with Others
I have enjoyed building a team with great partners over the years, and I take a lot of pride in that group. The unified sales team we have created at Avison Young, in which we collaborate and share information along with profits, is unique in this industry. I love the fact that every day our team is thinking about ways that the market and technology is changing, and how we can use these advancements to do things better for our clients.
4. The Opportunity to Give Back
Certainly, writing a book and doing a podcast, both of which are titled “The Insider’s Edge to Real Estate Investing,” along with guest lecturing is good for business. That said, I really enjoy being able to give back, to share and to expose others to the real estate game. This is an incredible business with opportunities that could change their lives. It really energizes me when I can stand up in front of a group of college students or master’s degree students and explain how real estate works.
You may have found that some of these points resonate with you, and you might discover you have others tied to your “why” that motivates you every day. While it’s easy to get caught up in the transaction treadmill, in which we’re doing deals and deals and not looking up, there can be benefits to pausing and taking a step back. It gives us a chance to consider the bigger picture and think about what we’re working to accomplish.
The Infinite Game of Real Estate
At the conference, Sinek also introduced the concept of the “infinite game.” In his book The Infinite Game, he explains that some goals are finite—like sports or chess, with clear rules, players, and endpoints. In contrast, real estate is part of the infinite game, as is business, politics, and life. In these, there’s no finish line or ultimate “win.” The industry is constantly changing, and as players shift in and out, the “rules” evolve. Success isn’t about reaching an endpoint but about adapting, improving, and staying relevant over the long haul.
In real estate, this means that our goals should not be finite, such as beating the competition or winning in a certain area. Of course, we all want to close deals and be recognized for good performance. Yet those alone should not be the measure for success. Instead, we’ll want to think about our reasons for being in the game. By having our “why,” we can continually prepare for the future. Our business will no doubt continue to evolve, and if we can focus on our core missions and leverage new technologies like AI to get ahead, we’ll increase our chances of being successful.
A compelling example is Nintendo, which Sinek mentioned in his talk. Although we may think of Nintendo as a video game company, it’s been around since 1889. Its mission to put smiles on the faces of everyone it touches. This goal has guided it through transformations from making hanafuda playing games in Kyoto, Japan, to producing video games and entertainment. In the same way, your real estate career can evolve as you stay true to your core purpose.
For me, my “why” in real estate is about more than just making a profit; it’s about continually learning, providing solutions, building relationships, and helping others achieve their goals. IF you embrace the power of finding your “why,” it can guide you through the ever-evolving journey of real estate investing. In this infinite game, a purpose-driven approach can help keep you engaged, motivated, and ready for whatever the future brings.