Here’s how to find out if management is in your future–and how to prepare to succeed.
** See my prioritized job description of a manager as a handout–along with the number of hours I recommend you spend in each activity.
For the past couple of months, I’ve been interviewing potential managers. I’ve found that almost none had done any ‘prep’ work to go into the position. Yet, successful managers have developed specific, somewhat unique skills to do their jobs. And, what I’ve found is that these skills must be at least partially developed before we launch ourselves into management–or else we get swamped by all these new challenges hitting us in the face!
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Here’s a straightforward job description for a successful leadership-manager:
Find and develop people
Skills you need to effectively develop individuals:
- Lead generation/recruiting/presentation skills
- Interviewing/selection skills (both for agents and staff)
- Coaching skills (along with a proven coaching approach)
- Training skills
- Management: Ability to create and implement a business plan
- Ability to create and implement a training plan as part of your business plan
- Ability to create and implement a leadership council, for participative management/ develop that leadership
- Ability to create meaningful office and staff meetings
In these blogs, I’ll make some recommendations to you about how to get those skills. Unfortunately, we go into management thinking either
- We have enough of the skills to succeed
- There aren’t skills needed to suceed in management
- I’ll learn ‘on the job’
The Best Management Training Courses Out There
Are you familiar with The CRB courses? These are offered by an arm of the National Association of Realtors, and are, by far, the best management courses out there.
Here’s the link: https://www.rebinstitute.com/. It’s called Real Estate Business Institute now. I highly recommend the courses.
When to take these courses? Before you go into management! They are offered throughout the United States (and some in Canada). I was an instructor with the Institute for 12 years, and so I know the value of these courses (I also took several of them prior to going into management).
Have you interviewed at least 5 managers to find out what they do and how they got the skills to do it? If not, start your interviews now. You’ll find a wide range of management descriptions, of course. Some managers will describe what I call ‘maintenance management’–keeping the place running by doing administrative duties and listening to agent complaints. That’s not what it takes today to succeed in ‘active’ management. In fact, I think a great manager can be compared best to a great or mega-agent.
Questions you’ll want to ask:
- What’s your biggest challenge in management?
- What’s your biggest win?
- What’s different from management than you thought before you went into management?
- How do you create a real team?
- How do you recruit?
- How did you prepare to go into management?
Suggestion: Ask for a copy of the manager’s job description. I’ll bet few of them have ever seen one!
Here’s the link to the prioritized manager’s job description.
Another way to prepare to go into management: See my management resources at www.carlacross.com.