In business, your name is more than just a calling card—it’s your currency.
For attorneys, real estate professionals, and service providers alike, reputation is everything. It determines not only how others perceive your capabilities, but whether they trust you with their referrals, deals, and client relationships. And as one seasoned attorney recently said, “My reputation is my bank.”
That statement captures a truth many professionals come to learn the hard way. Success isn’t measured solely by closing the next deal or completing the next case. It also depends on how you show up, follow through, and respond when things don’t go according to plan.
When Client Relationships Get Complicated
Recently, I worked with a client interested in purchasing two properties worth millions of dollars. Despite repeated attempts to communicate, my client remained unresponsive, and they hadn’t even submitted earnest money.
I had to make the difficult but necessary decision to withdraw from representation. Rather than feel discouraged, I was relieved.
Why? Because my reputation was at stake.
I understood that associating with clients who don’t follow through can reflect poorly on me and my referring broker. That kind of damage isn’t always visible right away, but it chips away at the trust others place in you. The brokers who bring you into deals are putting their own reputations on the line, too.
Protecting your professional name means recognizing when to walk away—even from lucrative opportunities—when they carry too much risk. In this particular case, had the clients failed to make their earnest money payments, the contracts would have been terminated. I wasn’t even sure I had signed retainer agreements with them that obligated them to pay for the work I’d already done. Still, I was ready to walk away from the time and effort I had invested—because risking my reputation simply wasn’t worth it.
If I had stayed and they still hadn’t followed through, I believe that would have reflected poorly on me. In fact, one of the transactions involved an attorney who said, “Oh, well, you were on the 8.0 committee. Can you draft the contract on this?” That was appropriate—I worked with the broker on it, and since we represented the buyer, it made sense for us to submit the contract. What stood out to me was that the seller’s attorney was impressed by my role on the Illinois Real Estate Contract Drafting Committee. I walked into that deal with a solid reputation, and I wasn’t willing to compromise it.
Integrity Over Income
It’s easy to say yes to every opportunity, especially when the numbers are tempting. But if you’ve built a reputation on professionalism, follow-through, and results, protecting that identity has to be a priority.
Sometimes, that means declining business. Sometimes, it means drawing boundaries with clients. And sometimes, it means explaining to others why you chose to step away.
Because in the long game of business, your integrity builds your legacy. And your reputation? It’s the most valuable asset you have.
The Minchella & Associates Difference
With over 40 years of experience in Illinois real estate law, Erica Minchella has represented thousands of home sellers and buyers, landlords, and commercial and investment property
