Hard as a rock is a reasonable expectation for a highend leather saddle. They are
thick, deliberately stiffened and were meant to form your crotch to their shape by
extended riding. Oils and emollients will help soften the leather but this is a relative
thing to call a Brooks saddle soft. If it is not cracked and the rivets are in good
shape then what you see is not much different from the showroom seat. The seat
will slowly conform to a new shape with riding, as will the tolerance of your crotch
to the seat. It will take between 1000 and 10000miles to get a reasonable fit.
Steve