Take Calculated Risks

Take Calculated Risks

Ahhh…. I must admit, I love this leadership lesson.  I must admit, I love those who are willing to crawl out on a limb and risk all for the chance to improve the cause!   Yet unfortunately, in many industries, taking a risk can put your career in danger.  However, an organization with the objective to remain alive, vital and strong should praise and promote risk-takers and those willing to speak up.  Even and especially if they fail once in a while.  Show me someone who has never make a mistake, and I’ll show you someone who is not willing to do a darn thing to improve the industry or the organization.

Captain Michael Abrashoff provides great insight and wisdom from his view as Leader of the US Navy’s USS Benfold.  Let’s see how we might apply his principles of leadership to our industry:

Bet on the People Who Think for Themselves

If you only give orders, then all you will attract and retain are order-takers.

There is such power in that simple statement.  How do you want to run your organization? Do you want to be known as the Leader who gave others a chance to shine, build a legacy and created better ways with greater results?  If so, get out of the way.

Here is what I have learned in my career and life.  It might be a challenge to find someone who will out-work me, yet it has never been a challenge to find talent smarter than me. The challenge has always been for me to get out of the way and allow their brilliance to shine and create a new path.

True growth was achieved when I realized that my way is not the only way, and absolutely not always the best, most efficient or effective way to get the job done.  That wisdom was only gained by finding talent with the ability to think and the courage to take the actions needed to get the work done!

Take A Chance on A Promising Sailor

With the churn rate in our industry being 80% (for clarity—only 2 out of 10 REALTORS who come into the industry make it), you can see why leaders of organizations are hesitant to invest time, energy and finances in those new to the industry.  We believe the key word in this equation is “promising.”

Set your filter high in discerning what talent looks like.  Use great interview questions to discover hints to success based on previous activities and experiences.  Once you’ve make that decision, give them your best.  Invest, mentor, and for goodness sake, hold them accountable to their actions.  Much of our industry is activities based.   Look for those with a passion and appetite to hunt, not a tendency to gather.

If a Rule Doesn’t Make Sense, Break It

Please exercise caution here.  We are not referring to any activity that will jeopardize your license, risk your career or reputation.  What we mean is simple.  Just because “that’s the way we’ve always done it,” does not make it best.  Challenge process and procedures.  Look for new ways to serve and represent your industry while delivering extraordinary service and an unforgettable experience to the consumer.  Whether that be your agents, your buyers or your sellers, work to create an opportunity to build your business through referrals and amazing relationships.

If A Rule Doesn’t Make Sense, Break It Carefully

Carefully, methodically and measurably.  Document what works and what does not work.  Strive to always better yourself, your business and the experience you deliver.  With over 85% of consumers reporting that they would use us again and less than 20% doing so…what are we missing?  We are not following the rules of engagement and follow up.  How do we do that?  One relationship at time with great systems and consistency.

Break apart the rules of engagement and put them back together with consistency and intention to be their Broker/Agent until you are their Broker/Agent…

Above all, be a resource, not a sales pitch.