Thursday Thoughts on Leadership: Book of Business and the Business of Books

By Gino Blefari

This week my travels find me in the rainy Pacific Northwest for meetings with the Berkshire Hathaway HomeServices Northwest Real Estate team, including president/CEO Jason Waugh and Northwest Real Estate Chairman Mike Gain. I started off by speaking to our Seattle-based agents and managers then drove with Jason and the event’s keynote speaker, Ashton Gustafson, 174 miles on I-5 southbound to Portland.

I was thrilled to spend time with both Jason and Ashton—Jason for his consummate professionalism and leadership of the Northwest Real Estate brokerage and Ashton because I was intrigued by the speech he delivered in Seattle that spoke about the importance of connection. Essentially, Ashton’s message was that no matter how much you tweet or post or snap in today’s tech-centric world, real estate is still about genuine, personal connection. It doesn’t matter, he might argue, if you achieve real connection through handwritten notes, in-person meetings or even a casual drop by to visit a past client; real estate is not an online business. Real estate is a people business.

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