By The other day I attended the annual sales kick-off meeting hosted by one of Intero’s founders, John Thompson. John does a wonderful job of infusing inspiration, humor, and technical sales skill elements into his meetings and I always leave feeling better about life than when I got there! Just one of the nuggets I absorbed during this meeting was a reminder that successful managers focus almost all of their efforts towards creating an environment that attracts excellence. It’s obvious to read, but very hard to implement (like most winning strategies in life).
What I love about JT’s approach is that he recognizes the role of planning and process to achieve an outcome. Unless our mental plans are transferred to written executables, very little of our goals get accomplished. What seems to be difficult is the translation of intangible goals to written plans. Put another way, how do you take a goal statement of, “I want a great culture” and put it into action?
JT, like a lot of great real estate broker/owners and franchisees, take a disciplined approached by first defining what culture means to them, making an inventory of behaviors/programs/tactics that can be used to achieve the ideal culture and then organizing ownership within the office to take charge of ensuring the pieces are executed without the detailed oversight and involvement of the leader (delegation is key).
As an example, JT leverages a ‘team’ or ‘committee’ approach to ensure that his office has fun. He also focuses on charity, community engagement, professional representation within the local boards, and a continued focus on training. In his office, JT has defined these pillars as the key ingredients in his winning culture recipe and by delegating ownership of each group to people other than the official leader you get a wider base of influence within the office and a greater sense of pride for the outcome.
Whether growing your marketshare, increasing the number of agents, improving your per-person-productivity, or creating a world-class culture, there’s a process to follow in order to create your desired outcome. Have clarity in your goals, be methodical in your planning, delegate the implementation, and share the credit for the results!!
It’s great working with you JT!
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