The Introverted Hire That Almost Got Away: Barbara Corcoran's Business Revelation

Barbara Corcoran, the renowned millionaire investor and real estate entrepreneur, nearly passed up on what would become the most significant hire in her career. The year was 1973, and as Corcoran ventured into the real estate industry, she was on the lookout for dynamic salespeople to join her fledgling company. Yet, she encountered Esther Kaplan, a candidate whose soft-spoken demeanor almost cost her the job. Corcoran's initial reaction was skepticism, as the industry standard favored the loud and extroverted.

Kaplan walked into the interview, petite and composed, dressed in a knit suit adorned with delicate pearl buttons, speaking in a whisper-like tone. Corcoran recounts handing Kaplan her business card dismissively, suggesting she would call if an opportunity arose, though she had no real intention to follow through. However, witnessing Kaplan's methodical organization of the card into her neatly partitioned purse sparked a realization for Corcoran; Kaplan's meticulous nature could be a valuable asset. Instantly, Corcoran created a position for her, recognizing the potential harmony between Kaplan's traits and the needs of the business.

The transformation from introvert to indispensable partner

Kaplan's initial role was not intended to transform her into the prototypical sales superstar. Instead, Corcoran was keen on integrating Kaplan into the real estate firm, planning to find the best way she could contribute to the company's growth. Within two years, Kaplan's complementary skills made her indispensable, leading her to become Corcoran’s business partner and eventually the president of The Corcoran Group. Kaplan, with her knack for organization, finance, and legal matters, was the perfect counterbalance to Corcoran's strengths in public relations, advertising, marketing, and recruiting.

The underestimated strengths of introverted leaders

Contrary to common misconceptions, introversion does not preclude one from excelling in leadership roles. Bestselling author Susan Cain argues that introverts often exhibit three key strengths that lend themselves to exceptional leadership: a conservative approach to risk-taking, innate creativity, and effective problem-solving abilities. Despite this, the cultural bias against introversion can lead to undervaluing such individuals in leadership positions. Cain challenges organizations to foster environments that recognize and utilize both extroverted and introverted qualities, advocating for a balanced ‘yin and yang’ approach.

Kaplan's tenure with The Corcoran Group, which lasted over two decades, culminated in her role being taken over by Pamela Liebman, with Corcoran selling the company the following year for a reported $66 million.

introversion, leadership, hiring