A lot, particularly if you’re in the business of selling real estate, a cocky attitude won’t get you far!

Let’s look at the textbook definitions of these two terms:

  • Confidence is “a feeling or belief that you can do something well or succeed at something.” (Source)
  • On the flipside, someone who is cocky is defined as someone who is “boldly or brashly self-confident” (Source)

As you can see, confidence (or self-confidence) is part of both definitions, so what’s the difference? Arrogance. A person who is cocky is not only self-confident but they lack any shred of humility when it comes to their skills. So while confidence radiates and attracts others to you, cockiness can easily push people away.

In real estate, as in so many other businesses, it’s important to be yourself and be confident in what you offer. But confidence + arrogance = cocky. How can you avoid the trap of being arrogant? Have some humility.

Warren Buffett: “Exercise humility and restraint.” (Source)

The CEO of Berkshire Hathaway knows of what he speaks, to the tune of building up an unbelievable company and personal fortune worth something in the neighbourhood of $75 billion dollars. But did you know that he only takes a salary of $100,000 a year and that one of his favorite places to eat is McDonald’s? That’s right! He even bought Bill Gates lunch there once. With coupons. Warren has unbelievable wealth and business acumen, but he doesn’t flaunt it or act like a cocky jerk. He knows where he came from, which is virtually nothing, and he knows how to work hard.

Ultimately, his ability to lead comes from a couple of skills that every manager and leader should acquire. These skills are how he inspires confidence in others, so whether you’re a Warren wannabe or leading a small team of agents in an up and coming realty office, there’s a lot you can learn:

  1. He is optimistic. Even when there is bad news to share, he finds a way to look at it in a ‘move forward’ rather than blaming or looking backwards direction.
  2. He admits his mistakes, without sugarcoating or deflection. Taking ownership of errors—because we ALL make them—actually inspires confidence, rather than taking it away.
  3. He is humble. He knows where he comes from, he knows what it means to be a decent human being and he lives his life—both business and personal—accordingly.

No one likes cocky personalities. It doesn’t matter who you are and what you’ve accomplished: there is always someone out there who is better than you, so keep your ego in check.

What are some signs of a cocky personality?

  • Attitude towards others, including thinking they are better than others.
  • Snippy, condescending comments about others.
  • Inability to admit to mistakes.
  • Lack of eye contact, always looking over your shoulder for the next person to chat with.
  • Communication flaws, like being unable to have a discussion that doesn’t include one-upmanship. “Oh, you broke your arm? Well, I broke my tibia!”

Nothing turns off a great candidate or a great employer, or even a recruiter, more than a cocky personality. Someone who struts with entitlement, arrogance and a puffed up ego isn’t going to attract the right people. Channel a little Warren and lead with humility.