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Why women don’t self-promote at work as often as men

(CAREER) Being visible and owning well done work continues to be a conundrum for women in the workplace. So stand up and be heard!

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women empowerment

Ladies, if you recently met with your broker (or corporate) for an end-of-the-year review and you failed to share all of your successes and the ways you shined over the last year, you aren’t alone.

A recent study revealed that regardless of the situation, women do not promote themselves in the workplace as much as their male colleagues.

What is clear from the information gathered – women need to realize they are badasses in the workplace and be unwavering in their belief in themselves. And, be ready to share this information with their supervisors or clients if they wish to earn more.

The study, conducted by Christine Exley, an assistant professor of business administration at Harvard Business School and Judd Kessler, an associate professor at Wharton, found there is a broad (no pun intended) gender gap when it comes to self-promotion in the workplace.

As many raises and promotions to higher level roles are dependent upon an employee’s self-evaluation, women are more at risk of missing out on getting hired or higher earning opportunities. In real estate, this quality limits earning potential and can have rippling long-term effects.

The pair considered multiple hypotheses from whether women were less confident and men more, to whether it was a matter of taking advantage of systems where self-promotion leads to incentives, to whether a boss would eventually find out the truth about a worker’s ability.

“In every setting we explored, we observed a substantial gender gap in self-promotion: Women systematically provided less favorable assessments of their own past performance and potential future ability than equally performing men. And our various study versions revealed that this gender gap was not driven by confidence or by strategic incentives, and that it was robust both in the face of ambiguity and under increased transparency,” the pair stated.

What could be at play? If women are punished for excessive self-promotion in the workplace more than men, they are more likely to keep their successes to themselves, the researchers speculate. Prior research into self-promotion in the workplace found that excessive self-promotion suggested gender differences in backlash.

As if we were still living in the 1950s, women often face backlash for being too vocal about their abilities, and risk losing out on promotions because being visible and self-promotional goes against the idea of how a woman should behave. So, while being visible and taking ownership is the way to get ahead in the workplace, for many women the risk of backlash means they sit and remain quiet, being passed over because they fear being labeled “a bitch,” as the study found.

What Exley and Judd determined is there is the need for more research into they “why” of this conundrum.

Meanwhile, the pair’s message is this: Employers (and brokers), don’t overlook women on your team. They may not be as vocal about how good they are, but that doesn’t mean their performance is inferior. And to women out their busting ass and closing deals – take note of your accomplishments and promote your worth when in the field and in the office!

Mary Ann Lopez earned her MA in print journalism from the University of Colorado and has worked in print and digital media. After taking a break to give back as a Teach for America corps member and teaching science for a few years, she is back with her first love: writing. When she's not writing stories, reading five books at once, or watching The Great British Bakeoff, she is walking her dog Sadie and hanging with her cats, Bella, Bubba, and Kiki. She is one cat short of full cat lady status and plans to keep it that way.

Real Estate Brokerage

Pocket listings: The key to success in hot housing market?

(REAL ESTATE BROKERAGE) Despite NAR’s attempts to shut the door on pocket listings, the reality is that premarket sales are almost a necessity for buyers in hot markets.

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Dark house at dusk, a possible pocket listing to be snatched up.

Hot housing markets are like the “Hunger Games” right now – and the odds are definitely not favoring home buyers.

In fiery markets like Austin, high demand and low inventory are juicing prices and sometimes bringing an unprecedented number of offers. A home in the desirable, centrally located neighborhood of Crestview recently drew 27 offers, says Lisa Boone, Realtor, GRI, with Waterloo Realty. “Everyone is fighting over the same properties.”

For some buyers, that competition makes tapping into the robust, but controversial, “pre-MLS” private-listing ecosystem feel almost like a necessity. “My job has gone from trying to get people a deal on a house to getting someone a house, period,” says Anna Uliassi, associate broker with Compass in Austin. “I’d say it’s gotten crazier in the last six months.”

That private, or pocket, listing ecosystem is shifting, too.

Well-connected agents who find or sell off-market properties through friendly phone calls to their networks and tapping into private online forums have been told to cut it out. In a bid to level the playing field, the National Association of Realtors has essentially banned pocket listings with its “MLS Clear Cooperation policy,” As of May 1, 2020, agents must list properties on MLS within one business day of “public marketing,” which includes phone calls, forum posts, and even the buzz-building “coming soon” signs.

“There are no more private listings, unless the listing is kept private within your own brokerage,” Romeo Manzanilla of Realty Austin told the Austin Business Journal in August. “It keeps the integrity of the MLS from the data perspective. It also allows all MLS participants to have access to the same listings and not necessarily have to go fish through, ‘What Facebook group am I supposed to join to get these under-the-radar listings?’ “

But there are rules… And there is reality.

With tight inventory and rising concerns about privacy, demand for off-market transactions simply is not going away. Especially when it comes to luxury properties listed on places like Austin Luxury Network.

Now savvy buyers want to check the pocket listings. They’ve read articles on how to head off competition with off-market homes. Or they’ve had their hearts broken too many times by losing out on too many properties.

Also, buyer wish lists are becoming more and more specific based on lifestyle changes, says Gray Adkins, Realtor, GRI, with Waterloo Realty. “As a buyer, if you’re looking for something really specific, you’re just waiting. You’re sitting on your hands checking MLS every morning wondering if it’s going to get listed. We’re only seeing a handful of things getting listed in each market area per week, so it can be a long, drawn out process.”

For sellers, the pandemic has added a new twist. Many want to avoid the showing frenzy’s disruption to their schedules. They’re working from home and helping their kids with virtual school, and the idea of COVID-status-unknown strangers walking through their house is not appealing.

Still, what might slow the use of pocket listings in Austin could come from the seller side rather than policy.

“It’s not really the best route for the seller unless that’s really what they want to do for personal reasons, because the market is so excited about every new listing that comes up, and that’s what tends to drive things into multiple offers,” Uliassi says. “So I’d say that finding off-market properties now is harder and harder.”

That tight inventory means Austin agents are working harder and harder just to find properties. Prospecting agents are calling, texting, emailing, mailing and even old-fashioned door knocking. Some are using companies offering “predictive analytics” to identify owners who are more likely to sell fairly soon.

They’re also looking at sources outside of MLS. “There are companies that are trying to compete with Zillow and MLS and have their own private listings,” Adkins says, as well as iBuyer programs uncovering homes. But there’s still no substitute for developing hyper-local expertise, keeping your ear to the ground and networking.

“If you’ve been in the business in Austin long enough – everybody knows everybody, and you can get a lot of information just by making a few phone calls,” Adkins says. “Word gets around, especially if you want it to.”

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Real Estate Brokerage

Customer satisfaction feedback comes best from your own service

(BROKERAGE) How you collect feedback can determine whether your service actually improves or not. #science

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Woman looking at laptop reading customer satisfaction surveys.

Every significant endeavor utilizes measurements and scorekeeping to record activities and progress. The most trivial of human pursuits often involves record keeping and statistical analysis. While the sales and production side of real estate services are measured in-depth, the service and customer satisfaction side of the business enjoys less measurement, scorekeeping, and analysis than one might find associated with the performance of a neighborhood Little League team.

What does this truly say then about the importance many brokers, owners or managers place on service delivery, customer satisfaction, consistency, and service performance?

It’s true that a few organizations do attempt to measure service performance by means of a customer satisfaction survey. Most of these programs are produced and administered internally. The surveys are sent under the company banner and the company tabulates the results.

First, when a customer is asked directly by the professional or the company for performance/satisfaction feedback, that feedback is always more positive than what is obtained by an independent, third-party asking the same questions.

This is known as the halo effect. Consumers are more diplomatic in their response to the person or company that provided the service.

Second, internal service/satisfaction assessment programs typically develop standards and objectives to validate the belief that good service is already being delivered. Thus this positively biased feedback data suits the objectives of the internal program just fine.

It’s just that measurement of those areas of service performance that sellers and buyers feel are important is not taking place.

For those more serious about customer service satisfaction and service performance assessment, there is recognition that the halo effect lessens the value of the data for internal use, and that keeping score of one’s own results has less credibility externally.

Instead, they seek the objectivity and credibility that third party validation of service assessment can provide.

Ironically, even without expert resources and objectivity the attention that measurement brings to the organization will effect positive results and performance improvement. This phenomenon is known as the Hawthorne effect.

The effect was first noticed in the Hawthorne plant of Western Electric. Production increased not as a consequence of actual changes in working conditions introduced by the plant’s management, but because management demonstrated interest in such improvements.

Unfortunately, this phase of initial improvement is not sustainable. Sustaining improvement requires more than measurement and leadership interest. Action steps that result in the actual improvement of the situation must follow collection of data.

Measuring service results and satisfaction in the real estate organization is an important first step. It will certainly gain the attention of the organization and send a serious signal.

Sustaining organizational interest and performance improvement requires more.

It requires systematic and timely feedback, objectivity, systems and service delivery processes, coaching and recognition/awards. But it really all does start by keeping score.

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Real Estate Brokerage

7 red flags that could scare off potential home buyers

(BROKERAGE) While houses are selling quickly right now, there are some things that will almost definitely turn a home buyer off.

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Open home and kitchen that home buyers will be considering.

The process of buying a home is incredibly overwhelming – as is the process of selling a house. There are so many aspects that potential home buyers are investigating when they enter a spot that’s for sale.

Without realizing it, many sellers can be hurting their chances of selling by overlooking simple things. The Ascent recently determined seven things that scare away potential buyers. Let’s dive in.

We all know the market is hot right now and houses are selling like crazy, but there are certain things that just cannot be ignored.

  1. Listing an unrealistic price: Be realistic about what your house is worth and don’t be misleading. People can easily search the worth of the houses around yours and do some digging to find out if what you’re listing is representative of what the house is worth.
  2. Skipping the deep clean: This is never a good idea – especially this year. The cleanliness of your house is akin in the buyer’s mind to the overall upkeep and maintenance of the house. They assume that if you don’t clean, you don’t care.
  3. Personalization: Since you’re moving, try and pack up some of your family photos and leave up less “personal” items (or color choices) to better help the potential buyer envision themselves living there.
  4. Expecting payment for features that are high maintenance: Things like pools and hot tubs don’t always return their value. Many home buyers aren’t interested in keeping up with that maintenance and it’s unreasonable to charge them for the assumption that they’ll keep up with it.
  5. Believing “It’s okay if this doesn’t work”: If your shower head is broken, the A/C is messed up, or a ceiling is cracked, you should do all you can to replace or repair it before listing your house. If you can’t, don’t expect anyone to pay the full listing price.
  6. Being nose-blind: Like those Febreeze commercials tell us, it’s common that we go nose-blind to our surroundings simply because we’re so used to them (i.e. a smoker doesn’t notice their house or clothes smell like smoke). Go back and check off deep cleaning, and then ask someone you really trust to come in and tell you how the house smells to an outsider. Trust me, this will be one of the first things a buyer notices.
  7. Leaving pets home during showings: Due to the unpredictability with strangers – or the potential allergies the strangers may have – it’s best to make arrangements for your pets to be elsewhere during showings.

At the end of the day, you have to look at your house from an outsider’s perspective. Getting feedback and opinions from friends and family can help this process.

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