Primary marketHow To Build Better Business Relationships
When Emily Post wrote her famous manifesto on social etiquette in the 1920s, she believed that good manners were not about knowing which spoon or fork to use, but how to treat others in all situations, including business.
Emily grew her legendary charm into a cottage industry which included books, seminars, and public appearances. To help manage her hectic schedule, she and her family founded the Emily Post Institute in the 1940s. When Emily passed away in 1960 at the age of 90, updating her books and carrying forward the message of social responsibility through polite interactions fell to family members. For many years, Elizabeth L. Post was the spokesperson and editor of the etiquette books. Today, Peggy Post oversees the editorial and speaking duties.
The family decided that with a rapidly changing and global society, business etiquette was sorely needed by the public, so much so that a second spokesperson for the Institute was selected. Peter, Elizabeth Post"s son and Peggy Post"s brother-in-law is the owner of an advertising agency. With his gift for language and a personable personality, he was drafted by the others to handle the business side of relationships, through special book editions, seminars, and appearances.
"Etiquette is about relationships," says Peter Post, Emily"s great grandson. "and it isn"t just for weddings and other social occasions. We could see that the business environment is growing from civil to uncivil, and we felt that we could help. So, what was once a chapter in Emily Post"s book, became a 550-page book."
Co-written with Peggy Post, Peter"s book The Etiquette Advantage In Business, Harper Collins, was published in 1999, launching him as a sought-after pundit on business issues from professional ethics to how to use good judgment. Now he is turning his skills for an in-depth look at the real estate industry.
Why real estate? "The real estate industry has fascinating things that are unique," says Post. "You stick signs in front of houses advertising to competitors who your clients are! That is a stress level increaser. You are working hard to keep that client. Second, you have competitors, but they are also deliverers of products to sell. When you list a house, your competitors are able to sell your house, you compete and work with them and you need good relationship skills to do that. I don"t know of any other industries that require such super people skills."
Post is not only relying on his own experiences with agents, but his many friends in the business, too. He also has a sister in the business. "Agents are so good at working with people. You have to bite your tongue and put up with a lot. Clients can be difficult, and knowing and learning how to deal with those difficult moments that yield you a better relationship can be helpful. The other part is that there are relationships inside the agency as well as outside. Agents have to work well with their support people. If you can build better relationships within the company, you are going to have a better operation."
Peter will bring his relationship skills to share with Agent News readers as the site"s featured columnist on real estate and business etiquette. Look for his columns starting next week on Agent News. Contact Peter at realtytimes@emilypost.com.