How Military Leadership Creates Better Real Estate Professionals

Michael Flores shares the four Marine Corps leadership principles that transformed the way he leads agents, serves clients, and built Vantage Real Estate Group. Learn why mission command, accountability, protection, and leading from the front create stronger businesses and better client experiences.

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Transcript

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Before I sold a single house, before I managed a single agent, before I ever started a real estate company, I learned the most important lessons of my professional life in the Marine Corps as a United States military policeman. And what I learned there runs everything I do today. Lesson number one is mission command. In the Corps, we operated under a principle called Mission Command. Be direct. Give your people clear objectives, give them the resources to achieve it, and trust them to execute. Don't hover, don't create dependency. Develop. Help people learn how to think. See, when I left Corporate America and built Vantage Real Estate Group, I realized the entire real estate industry had this whole thing backwards. Brokerages are taking 30% and offering nothing to the agents. Agents who are talented, they feel isolated, they feel untrained, they feel under-resourced. And clients are receiving poor service because of this. They're unprotected. See, the Marine Corps didn't teach me discipline. It taught me that real leadership means making the people around you more capable than they would have been without you. That principle runs every conversation that I have with my team and my clients and really every thought I have within my own mind. Lesson number two is protect before you profit. The second lesson is that your job is to protect, not to be liked, not to make everybody comfortable, but protect others. See, as a military policeman, protection meant telling someone something they didn't want to hear, stopping a problem before it became damaged, even when the problem wasn't obvious to anyone watching. I carry that same thought into every transaction. I've told clients not to buy houses even that they loved. I've told agents they need to do something even though they don't want to do it, or maybe gave them advice that they didn't want to hear. That's okay. I have found that being a true leader means helping people see things that maybe they don't want to see. See, most agents won't tell you not to buy a house. The commission on the other side for them is too important. That's the problem with this industry. Sometimes people do things what's best for them versus what's best for others. And my reputation is too important to me to lie to you. I'm gonna tell you if that house is great, I'm also gonna tell you if it's not. That's the expectation you should have for a real estate agent. Standards don't move is lesson number three. See in the Marine Corps, the standards didn't move just because you were tired or you had a rough night the night before. It didn't move just because everybody else couldn't hit it. The standard was the standard. And when I started Advantage Real Estate Group, I had a choice. I could fight over splits and tell agents what they want to hear just so I could hire faster, or I can build a culture of expectations that's non-negotiable, accountability, where we develop people to be great. And I chose the second path. It's a little bit slower and it does turn away agents who may be talented but just not ready for the accountability. And yet we've built a great culture of people who genuinely want to be great and genuinely want to improve. We build producers, not just people who take up seats. Lesson number four is to lead from the front. See in the Marine Corps, you don't send somebody somewhere you wouldn't go yourself or that you haven't done. I think that's what's broken in real estate right now. Tomb leaders who have never ever sold a house telling us how to do it. That's the problem. You see, I still do work, I review offers, I sit in difficult negotiations, I present offers to my clients, I still show houses, and because of that leadership model, I have the respect of my agents and of my clients. The Marine Corps didn't just teach me good discipline and good leadership, it taught me to lead by doing, by showing others how to perform on a day-to-day basis. I didn't share this with you to impress you with my background or for you to feel a certain way. I believe these principles are what make a Marine a great leader and also what makes Vantage Real Estate great for our clients and for agents to partner with. This isn't a sales pitch. This is a reality that great leadership, mission command, leading from the front, setting strong standards is what provides a great experience for our real estate agents and a great experience for the clients who work with us. I'm a United States Marine. My name is Michael Flores. Simplify, do or die.