You didn’t get into real estate to manage people. You got into real estate to close deals, make money, and build a name for yourself.

But whether you’re leading a team or managing a full roster of clients, there’s one mistake that could be costing you time, money, and respect—and you might not even realize you’re making it.

You’re prioritizing being liked over being respected.

It shows up everywhere in your business:

• You take on clients who drain your time because you don’t want to say no.
• You let buyers and sellers walk all over you instead of setting firm expectations.
• You keep underperforming team members too long because firing them feels uncomfortable.

The most successful agents aren’t worried about being liked. They’re focused on getting results.

Here’s how the need to be liked might be holding you back—and what to do instead.

1. You Say Yes to the Wrong Clients (And Regret It)

Have you ever worked with a client you knew was going to be a nightmare—just because you didn’t want to turn them away?

Maybe it was the buyer who kept stringing you along, the seller who ignored your advice, or the investor who always wanted “one more favor.”

What’s really happening? You’re afraid saying no will cost you business. But saying yes to the wrong people steals time from your best clients and drains your energy.

What to do instead:
Before taking on a new client, ask yourself: “If I say yes to this, what am I saying no to?” Protecting your time and energy is key to long-term success.

2. You Avoid Tough Conversations With Clients and Team Members

If you’ve ever hesitated to correct a client, an employee, or even another agent, ask yourself why.

• You don’t push back when a client makes unrealistic demands because you don’t want to lose the deal.
• You avoid giving real feedback to your assistant or marketing team—even when their work isn’t up to standard.

What’s really happening? You’re prioritizing short-term comfort over long-term success. And in doing so, you’re creating a business where people don’t take you seriously.

What to do instead:
Strong agents communicate clearly and early. Instead of fearing hard conversations, reframe them as a sign of leadership, not conflict.

3. You Attract the Wrong People—Clients, Staff, and Even Business Partners

Your business is a reflection of the people you choose to work with. If you’re constantly dealing with difficult clients, unreliable team members, or draining business relationships, your need to be liked might be the reason.

• You hesitate to fire a bad hire because you feel bad letting them go.
• You work with clients who don’t respect your time because turning them away feels uncomfortable.
• You stay in business partnerships that aren’t aligned because you don’t want to rock the boat.

What’s really happening? When you prioritize being liked over choosing the right people, you end up surrounded by the wrong ones.

What to do instead:
Treat your business relationships like a luxury listing—you don’t accept just anyone. Be selective. The people you work with should add value, not drain it.

Final Thought: Do You Want to Be Liked, or Do You Want to Lead?

There’s nothing wrong with being well-liked. But if your need for approval is causing you to make bad business decisions, it’s time to shift your mindset.

The strongest agents set boundaries, demand respect, and make the right decisions—even when they’re uncomfortable. And ironically? The more you lead with confidence, the more people will respect (and like) you anyway.

Which one of these areas is holding you back the most? Hit reply and let me know.

Yours in transformation,
– Molly B.
Founder & CEO, Molly B. Townsend Coaching & Consulting
[email protected]