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Archive for 365 Leadership

We’ve talked about the ‘romantic’ recruiting presentation, and the ‘realistic’ recruiting presentation. The trend is toward the ‘realistic’. Why? Besides the loss of your credibility, and increased difficulty to recruit with the ‘romantic’ presentation, herea��s another huge reason to go from a�?romancea�� to reality:

Better educated agents are coming into the industry.

Herea��s an excerpt from an article by Charles Dahlheimer in The Real Estate Professional, Recapping 2010: The Top Ten Trends at the End of the First Decade :

Real estate schools nationwide had been reporting declining numbers for their pre-license courses since the real estate bubble burst. However, the trend seems to be reversing, with classes once again beginning to fill.A� Even more significant is the fact that a much larger percentage of applicants for real estate licenses are coming from the ranks of seasoned business professionals. A�This as a result of corporate downsizing, early retirements and business closings.A� Real estate companies that have not focused on recruiting brand new agents might consider taking a second look at the Class of 2011.

Business-Background Agents Are Looking for a Realistic Interview

This is the kind of interview a business-savvy candidate expects:

An interview that a�?testsa�� thema��not just a shine-it-on, make promises interview

An interview that informs thema��exactly what will your training and coaching do for that person

An interview that tells the truth attractivelya��no a�?cana��t believe ita��s truea�� promises

Why? They have endured dozens of interviews as businesspeople (they may also have been the interviewer). They have studied interviewing. Theya��re not naA?ve about the skills of the interviewer. They have expectations for a professional interview process.

How realistic is your interview process? Are you successful in ‘telling the truth attractively?

In the next session of our 365 Leadership series, , on March 22, we’ll tackle recruiting. (Miss it ‘live’? Get the recording).

I’ll help you systematize your recruiting so you can do more in less time. I’ll give you the tools to ‘tell the truth attractively’. I’ll take you through the 8-part interviewing process, so you don’t get any nasty surprises when you recruit. In addition, you’ll get a bonus of my latest eBook: From Romance to Reality: Best Recruiting Practices for Today and Tomorrow. You’ll find out who to recruit, where they are, and what they want.

Want to find out more? Check out 365 Leadership. Registration closes March 15 for this series. Don’t miss out on energizing, motivating, and retaining your valued agents with the dynamic strategies in this series. And, your first session is FREE.

Are most managers in ‘maintenance’ or are they taking leadership actions? Youa��ve probably read dozens of books about leadership. Youa��ve seen the videos. Too often, these consist of platitudes and a�?war storiesa�� about great leadership. Ita��s all about what a�?to bea��. But, unfortunately, that doesna��t get anything done. Just a�?beinga�� doesna��t move a group of people anywhere. In fact, ita��s confusing to hear some inspiring wordsa��and then not see any action. You know what I mean. For example: Today, Congressa��s approval rating with the American public is about 13%! Yet, we hear word after word from them. Ita��s certainly not the words that make the low approval rating. Ita��s the lack of meaningful action to solve Americaa��s problems.

How About some Leadership Actions to Solve your Challenges?

I just got a great little book on leadership, The Art of Leadership, by J. Donald Walters. In it, the author says,

The effective leader knows that an encyclopedia of good ideas is no substitute for even the least of those ideas put into actual practice.


Action creates creativity.

Managers need specific leadership strategies to implement to get those agents off their duffs, back into the field, and getting some wins. After all, we all know that a a�?wina�� is the only true motivator.

What Exactly are those Leadership Strategies?

How would you know youa��re executing a leadership strategy? They areA�A�A�A�A�A�A�A�A�A�A�

Planned, systematized processes

Involve small groups of agents

Created and implemented to solve specific problems

Consist of several actions over a specific period of time

Create a sense of community, empowerment, and focus

Not regular repetitive maintenance duties

We Know We Need to Lead. Why Dona��t We?

Wea��ve identified leadership activities. But, why dona��t we do more to implement? We go to meeting after meeting, conference after conference. We get gazillions of ideas. Then, we get back to our offices and do the same old things. Why?

No time to create the whole operation

Unclear or not confidence about how to implement

Afraid to take a risk

No support to fall back on

Dona��t want to embarrass ourselves in front of our agents!

Dona��t have perceived urgency to implement

Models Make Implementation Faster and Easier

To avoid the issues above, managers need models, encouragement, and some deadlines. From being in management longer than Ia��d like to admit, I know all the reasons behind failure to implement. So, Ia��ve just created a 12-part subscription coaching series that takes away the resistance above. Because of the specific concerns today, Ia��ve picked 12 of the most effective, easy to implement, immediately useful strategies Ia��ve done to share with those in 365 Leadership.

These strategies include:

Systematizing recruiting to get more done when you have no time (!)

Teamifying to get right-priced listings

Meetings that take advantage of the talents you and your team have–untapped

Opening up leadership to empower agents and get more on your teama��to retain your winners

Lead generation strategies to increase the number of leads your agents geta��an effective recruiting tool

Business planning integration to get all your agents effective business plansa��and bought into your company culture

These are just some of the strategies included in this all new subscription program.A� See more at

Leaders will be those who empower others. Empowering leadership means

bringing out the energy and capabilities people have and getting them to work

together in a way they wouldna��t do otherwise.

a��Bill Gates, fellow Washingtonian

Having specific, proven leadership strategies to implement with confidence will move you past fear and maintenance to creative leadership. Recruiting and retention become automatic when youa��re creating a dynamic, exciting, creative environment.

What do you think? Are managers stuck in ‘maintenance’ or are they creating and implementing exciting leadership actions?


What’s your Job Description?

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Whata��s your job description? Did you get one prior to taking your present position with your company? Very few managers did. If you didn’t,A� how do you know what to do every day? How do you know the priorities expected by your a�?bossa��? (Or, if youa��re the boss, how do you know your priorities?

Your Present Job Description

Did you have the opportunity to do the time analysis provided in my previous blog? If not, I suggest you go back to that blog and analyze the number of hours youa��re spending in

Business producing activities

Business supporting activities

That gives you a great idea about your actual, practical job description. Is it the one you want? Is it the job description you thought you were following?

A Prototype Job Description for You

Ia��ve created a prototype job description with hours allocated to various types of activities.

Click here to get it and compare it with your job description analysis. What do you think of my descriptions? What do you think of my hourly allocations?

After your analysis: What do you want to change to move your office forward? Do you need to move more into leadership, and away from a�?maintenance managementa��?

Awesome Leadership Strategies…….

Don’t have time to create and implement the ‘get-ahead’ strategies you need to recruit and retain? I’ve created this 12-month subscription series just for you. The first session is ‘live’ Feb. 22 (if you miss it, you can get the recorded webinar, though). And, the first session is FREE. Registration ends Mar. 15 for this series. Only $39.95 per session for 11 sessions. One new leadership strategy every month, ready to implement. Learn more/register at 365 Leadership.

How well are you managing your time? Are you doing the things each day that actually make you a leader? Take the analysis below and see how your time allotment reflects your perceived job description.

We’re trying to tackle the biggest challenges of today:

Lack of agent motivation (well, I just couldna��t resist the picturea��.)A�

Agents have lost hope and become depressed

Agents are increasingly seeking other employment to supplement their income, making it more difficult for managers to coach, train, and just communicate with them!

Challenges Difficult to Address through Traditional a�?Managementa��

Traditional management hasna��t been working well to address the concerns of today. Maybe we could get away with that in an a�?on firea�� market. But, this market wona��t settle for just traditional management.

Maintenance Management

Ia��ve gone a step further from traditional managementa�� to term what I see every day as a�?maintenance managementa��. Herea��s what maintenance managers do much more of every day:

Handle crises

Go to or hold meetings

Get educated

Handle paperwork

I could go on and on. If youa��re used my start-up plan for new agents, Up and Running in 30 Days, you know I call those kind of activities business support activities. Theya��re certainly important, but, they wona��t move your office into more profitability.

From Maintenance to Leadership

Which activities will move your office toward more production and profits?




Specific leadership actions and strategies

I call that type of activities business producing. Those are the activities that put a manager into leadership.

Are you in a�?Maintenancea�� or a�?Leadershipa��?

Before you answer whether youa��re a maintenance manager or a leader, do a little analysis in where you spend your time. That will give you a handle on the job description youa��ve created for yourself. It will tell you whether you have created a a�?maintenance managementa�� job description, or whether youa��ve moved into leadership.

Click here to get my time analysis tool.

Do you want to move into leadership with confidence? Want new ideas to implement? Don’t have time to create all the supporting documents, training, and tracking?

365 Leadership is for you.A� Check it out here. First session ‘live’ Feb. 22. It’s FREE. Subscription registration closes Mar. 15.