When my kids were little, they used to tell their friends, “My dad is a fireman… and he BBQs for a living.”
Naturally, I had to ask: “Why do you think that?”
Their answer? “Because every time we come to your office, you’re BBQing… and we always hear you talking about all the fires you’re putting out every day.”
How’s that for spot-on childhood observation?
To be fair, they weren’t entirely wrong. For the past 25 years, I’ve been grilling hot dogs in the office every Friday in the summer—our beloved “Frank Fridays”—and yes, in real estate, we do spend a lot of time putting out fires.
That’s because, at our core, we’re problem solvers.
The best agents—the ones who consistently succeed—aren’t just great negotiators or savvy marketers. They’re the ones who can calmly and creatively navigate chaos. My kids don’t call me a fireman anymore. These days, they call me “The Wolf.”
If you’ve seen Pulp Fiction, you’ll remember Winston Wolf. Cool under pressure. Precise in his thinking. Methodical in his execution. The guy who shows up and gets things handled—without drama, without blaming, and always with a plan.
Real estate is rarely clean and straightforward. No two transactions are alike, and variables can shift without warning. That’s why sharpening your problem-solving skills is one of the smartest investments you can make in your career.
Here are a couple of reminders to help you channel your inner Wolf:
1. Focus on Solutions—Not Fault
When something goes wrong, the unproductive instinct is to figure out who’s to blame. But finger-pointing doesn’t close escrows.
Instead, adopt the mindset: See it. Own it. Fix it.
Acknowledge the issue, take responsibility for your role, and move swiftly toward resolution. This mentality fosters trust, strengthens collaboration, and keeps momentum alive—especially when tensions are high.
2. Keep It Simple—and Be Precise
Complication kills clarity. I recently had an agent approach me with a rambling, stress-packed question:
“So I have this deal going sideways because the guy won’t do what he’s supposed to… and the report says this, but they’re saying that… plus the contingencies… and there’s the tenant’s proposal which might affect the buyer’s exchange of the personal property…”
At that point, I just wanted to bang my head on the desk. 😊
When you’re asking for help—or trying to solve something on your own—take a step back. Zoom out. What’s the actual issue?
For example: “I represent the buyer. We’re 10 days in. We have two conflicting pest reports and only three days left to remove contingencies. What’s the best path forward?”
That’s clear. That’s actionable. That’s how solutions happen.
Every challenge is an opportunity to build trust, show value, and demonstrate leadership. The more skilled you are at calmly and effectively solving problems—without blaming, without spinning—the more confident your clients will be in your ability to guide them through even the messiest transactions.
So, the next time a deal starts to smolder…
Don’t waste time pointing fingers.
See it. Own it. Fix it.
Be cool. Be sharp.
Be like The Wolf
TERRY Talks 