The Principles Behind the Business: Joy, Competition, Mindfulness, and Compassion
By Heather Francine
Senior Vice President, Sperry Commercial | The Resha Group
National Chair, Sperry National Retail Group
After a colleague passed away, I was entrusted with a group of their listings. When a Starbucks in one of those buildings went dark, I expected to handle it.
Then I waited. More than a month went by before I got an honest answer: the opportunity was going to another broker in the office.
I asked why. I listened. I didn't agree. And then I had a choice to make, one nobody would ever see.
I chose to let it go, be the bigger person, and get back to work.
Four months later, the client asked for a new broker, and the property manager called me. I asked questions, listened, and shared something I believe deeply: I take these opportunities personally. I wanted to honor the colleague who had trusted me with that work.
In commercial real estate, deals come and go. Reputation stays. It's built on the tough days and the small choices nobody sees.
Recently, I attended a luncheon where Casey Moon, head coach of USC Women's Water Polo, shared the four principles that guide his team: joy, compete, mindfulness, and compassion. As he spoke, I realized he had put words to how I've always tried to live and work.
Joy. My greatest joy comes from people: those I meet, work with, and work for. I find joy in the process, not just the closing. The tours, negotiations, and deals that take a year to come together are all part of the work. If you only celebrate the result, you'll miss most of it.
Compete. I'm a former CrossFit coach, and I compete mostly against yesterday's version of myself. My alarm goes off at 4 AM, I'm working out by 5, and I'm in the office before 8. I return calls and emails promptly because my clients shouldn't have to wonder where their deal stands.
Mindfulness. My mornings start with quiet time with God and reflecting on what matters. On hard days, I turn up the worship music. You can't control every deal, but you can control how you show up. The people you represent deserve a clear-headed advocate.
Compassion. I see people as people. That includes clients, tenants, landlords, and the broker across the table. This industry is smaller than it looks, and how we treat each other follows us.
Here at the Resha Group, these principles shape how we approach our work and relationships. We believe lasting success comes from more than closing deals. It comes from showing up consistently, earning trust, and treating people well along the way
We don't control the outcome. We control our attitude and our effort.
Thank you, Coach Moon, for the reminder that the same principles that build champions in the pool can build careers, teams, and lives.