Have you ever thought of your office as your orchestra, with you as conductor? As a flutist and music major, I played in orchestras all through high school and college.A� I experienced how great conductors pulled the orchestra together as a team to create an awesome, inspiring, focused sounda��the sound of one instrument.A� To do this the overall sound had to have been planned, practiced, nurtured, and led by the conductora��the leader with the end vision in mind.A�
You: A Leader with the End in Mind?
The development of the orchestra by its leader is a good analogy to use to take a fresh look at how we lead, the things we encourage, and the actions and attitudes we tolerate.A� After all, the broker/leadera��s challenge is the same as an orchestra conductora��s:
To create an atmosphere of common focus, shared values, and teamwork for mutual success.A�
So, for this blog and the next, Ia��ll use the orchestral analogy to explore a common problem in real estate officesa��negativity–a problem that I believe few managers consciously address well.
When an Agent Hears a Different Tune, Who is Really Leading?
A few days ago, a newer agent in another state who had bought my book, Up and Running in 30 Days, called me to ask this question: a�?How do I keep my spirit and motivation high when the agents in my office are so negative?a�?A� This is not the first time Ia��ve been asked this question.A� I hear it hundreds of times each year, as I talk to your newer agents and those experienced agents who are struggling.A� Yet, I dona��t think brokers realize the extent of this negative atmospherea��or the irreparable damage it causes. Worse yet, some brokers actually take actionsa��or allow situations–that actually a�?nurture negativitya��.
Why? Simply because they havena��tA� thought through the ramifications of their actions as leaders.A� How do I know this?A� Brokers tell me various a�?solutionsa�� to their lack of common focus–solutions which really encourage negativity!A�
Don’tA�Talk to Bill or Sally…
Leta��s take the problem of negative people in a real estate office. This is how many brokers a�?handlea�� that problem.A� They simply advise the new agent not to talk about business to Sally, Bill, or George, because theya��re negative.A� Oh, sure.A� Thata��s like the orchestral conductor saying to the oboists, a�?Dona��t listen to the flute section because theya��re not playing it right.A� Just listen to the clarinets.a�?A� If the conductor did that, hea��d have several different versions of the symphony going on. A�Leta��s get real.A� The agent listens to whoever talks to him, because he believes there is only one orchestra in the office (what a thought)!A� The manager, though, by her actions, is creating four or five!A�
A�Agents Seek Out What They WantA�to HearA�
We brokers delude ourselves that, by attempting to a�?segregatea�� the agenta��s conversations, the agent will hear only what we want them to hear, believe only what we want them to believe, and perform only how we want them to perform. Only in our dreams!
Why Look at the Problem?
Because a strong a�?negative motivation factora�� costs brokers money and wasted effort.A� In teaching CRB (Certified Real Estate Broker) courses, Ia��ve found that brokers estimate it costs ten to thirty thousand dollars to hire a new agent who fails in six months! I know you work hard at recruiting.A� Doesna��t it make sense, then, to assure that the agent you recruit experiences the very best, most focused, team-oriented atmosphere available?
What ‘moves’ are you making or allowing with your orchestra that creates disharmony, tension, and dissonance?
In my next blog, I’ll discuss the three commonalities great conductors share with great real estate leaders.
