In our business, we pride ourselves on being skilled negotiators, savvy marketers, and trusted advisors. But above all, we should strive to be honorable professionals.
That might sound like an old-fashioned concept—but it never goes out of style.
Let me tell you a story that, to me, defines what it means to be honorable.
About a year ago, a young ten-year-old, neighbor friend of mine had a buddy over to play. They wanted to toss the baseball around, but they only had one glove. He came to me and asked if he could borrow mine. He followed me to my garage and smiled as I grabbed my trusty Wilson A2000 infielder’s glove that I had for over 50 years. As I handed it over, I said, “You kids have fun, but please take extra care of this old piece of leather. My parents gave it to me when I was your age. It means a lot to me.” He nodded, smiled, and off they went.
I didn’t think much about it afterward. Honestly, I forgot all about the glove.
Fast forward six months. It’s December—turkey in the oven, Christmas tree glowing, fire in the pellet stove—and I’m outside hanging Christmas lights (my annual mandate). As I moved the ladder around the house, I glanced into a bush and something deep inside caught my eye. I reached in and pulled out… my glove. Wet. Moldy. Destroyed.
I tried to save it by sending it off to a glove specialist in Northern California. A few days later, she called and said, “There’s nothing I can do.” My glove was gone.
I told my young friend what I’d found, and you could see the disappointment in his face. He felt awful. He knew he hadn’t taken care of something that meant a lot to me. Every now and then after that, he’d ask me to play catch. And in our usual playful back-and-forth, I’d joke, “I can’t… I don’t have a glove.” He’d smile, lower his head a little, and change the subject.
Now jump ahead another five months. Late April. My family and a few close friends gathered for my early birthday celebration. After pizza and a cake with far too many candles, my ten-year-old pal came running over with a big gift bag. “Open this one first,” he said, grinning.
Inside? You guessed it… A brand-new Wilson A2000.
Those gloves aren’t cheap, mind you. But what struck me most was the look on his face. He was proud. He was happy. He wasn’t going to let it go until he made it right.
Later that night, I spoke to his mom. She said when he first brought up the idea of replacing the glove, she told him, “That’s way too much money to spend.” He started to cry. He didn’t care what it cost… he just wanted to make it right.
That, to me, is honorable.
And that same principle applies in our business.
Sometimes, we misread a client. We mishandled a conversation with a cooperating broker. We made the wrong call. It happens. We’re human. But what really matters is what we do next.
An authentic apology, a sincere conversation, a gesture of goodwill—these aren’t signs of weakness. They’re the marks of someone who values relationships, reputation, and doing the right thing. It’s not always easy. Being honorable can be humbling, but it’s always the right move.
In real estate, your reputation is your currency. Your word is your brand. And your actions—especially when things go sideways—are what people remember most.
Lead with honor. Make it right when you fall short. Be the kind of person that people want to work with, again and again.
Because at the end of the day, being honorable isn’t just good for business, it’s the foundation of a life and career you can be proud of.
TERRY Talks 