Barbara Corcoran's Near Miss with Introverted Talent Teaches Valuable Leadership Lesson

In a remarkable tale of hiring insight, Barbara Corcoran, the celebrated entrepreneur and real estate mogul, shared an experience that almost resulted in a missed opportunity. During the early stages of her business in 1973, Corcoran was on the lookout for pivotal team members to join her real estate company, which offered limited incentives due to its nascent stage. Attracting top talent was a challenge, hence Corcoran had to be discerning in her hiring process.

The Unexpected Candidate

Esther Kaplan entered Corcoran's office as an applicant for a sales position. With a quiet demeanor and a modest appearance, Kaplan didn't immediately strike Corcoran as the typical salesperson who often exudes loudness and vigor. After the interview, despite appreciating Esther's organized nature revealed through an immaculate purse, Corcoran had little intention of following up — her lack of enthusiasm at first glance eclipsing her potential.

A Change of Heart

However, Kaplan's meticulousness and an impressively structured purse caught Corcoran's attention. This led to an on-the-spot offer to create a position for Kaplan, thus beginning what would be a crucial business relationship. Kaplan's traits were complementary to those of Corcoran, and they soon found themselves running the business side by side, highlighting the power of recognizing and embracing diverse skill sets in business.

Leadership Qualities in Introverts

Bestselling author Susan Cain asserts that introverts possess unique traits that can contribute to their effectiveness as leaders. These include a conservative and calculated approach to risk, a penchant for creativity, and strong problem-solving skills. Despite these advantages, introverted individuals often feel pressured to adopt more extroverted behaviors to succeed. Cain advocates for workplaces that value both introverted and extroverted qualities, suggesting that a balanced approach could harness a wider range of talents and personalities.

Kaplan's journey with The Corcoran Group culminated in over two decades of collaboration, during which she managed the company's file systems, finance, and legal aspects, while Corcoran focused on public relations, advertising, marketing, and recruiting. Their synergistic partnership led to the eventual sale of The Corcoran Group for a notable $66 million.

The story of Esther Kaplan's hiring offers a compelling example of why leaders should look beyond initial impressions and consider a candidate's full array of qualities—introversion included. As such, recognizing the strengths of introverted team members could become an invaluable asset in any company's pursuit of growth and innovation.

leadership, hiring, growth