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December 6, 2018

Pearls of Wisdom About Leadership

Are You Training 'em or Just Teaching 'em?  

Knowing Know-How 

It is axiomatic that your people can't do better than they know how and that imparting the "know-how" is one of your principal duties as a manager.

Be aware, though, that merely teaching them -- i.e., telling and even showing them how to do their jobs- - is not the proper objective. Once teachers have imparted knowledge, their obligation has been fulfilled.

Trainers, however, have not reached that goal until the student not only has the know-how but has been able to effectively put it to use on the firing line. Behind every failure on that firing line might be a teacher who succeeded, but a trainer who did not.

Congratulations, Managers you get to wear both hats!

Looking to Fill the Leadership Pipeline?
Good management demands to provide for the constant availability of new blood on the leadership team, both to fill vacancies as they occur and to pounce on opportunities for expansion.

Toward that end, it's a good idea to conduct "Management Awareness Workshops" to inform and indoctrinate would-be managers, introducing them to the realities of the job to which they aspire. Such programs have the multiple benefits of "telling it like it is," and weeding out those either unsuited for the job or unwilling to pay the price it entails.

A side benefit is often convincing those who think of themselves as "only being salespeople" that management may not, in fact, be a better occupation for them. (Too often, people who are successful and happy in sales are "promoted" to a position for which they are ill-suited, converting a good salesperson into a misfit manager.)

When You've Made a Bad Decision

Remember that most of the people in the world who never make bad decisions take their orders and cues from those who occasionally DO make them.

Think of your leadership position as being a #2 Ticonderoga pencil and make sure the lead wears down faster than the eraser!

There Ain't No Such Things as a 'Bad Day' In Management
As you already know, if you've been in a leadership position for more than a week or so, the people on your team, especially salespeople, are subject to periodic "down" periods, during which they radiate negative vibes and make life miserable for those around them -- you being a convenient target, of course.

Although you can and should take immediate and remedial action when this occurs, you might as well accept the fact that such incidents come with the territory of management and must be anticipated.

Alas, you can't cut any such slack for yourself, no matter how rotten you may feel and how many slings and arrows of outrageous fortune may come your way.

When "things" become intolerable, powder your face with sunshine, pretend to be completely under control and get out of the heat before they get to see you sweat and/or lose control.

The luxury of "letting it all hang out" is reserved for those who follow, and who look to their leaders for the stability of demeanor.

You owe them no less!

A Complete Mini-Seminar for Your Sales Team
Objective #1 -- First, find the very best way of doing whatever you want to do.

Objective #2 -- Then, always do everything the best way you know how.

Until you have met that first objective, it doesn't matter how hard you try; you'll never achieve your full potential.

By the same token, there's little benefit in perfecting your techniques unless you're prepared to take your best shot at every endeavor you undertake after that.

Every failure in history has come up short in one or both of these areas.
A New Physhing Expedition
Our thanks to several subscribers for suggesting that we alert you to one of the more recent identity theft scams (added to those millions of bonanza dollars awaiting you in the Third World and/or unclaimed lottery winnings).

Having plucked your name and address from voter rolls, the scammer calls, claiming to represent the local court. He accuses you of failing to report for jury duty and says that a warrant is about to be issued for your arrest.

When you deny having been notified, he asks for identification data, "for verification purposes," including the exact spelling of your name and the SS number as it appears on your social security card, your date of birth and other confidential information.

He will then, probably, say that his information appears to be incorrect, apologize for the intrusion and assure you that you are off the hook for that arrest warrant. He has, of course, acquired all the information he needs to steal your identity.

Moral of the story: NEVER give out such information over the phone ... no matter how convincing the caller might be. (They don't call 'em con men without reason!)

Good Guidance
This nugget plucked from a baccalaureate address last May by math professor Barry Balof at Whitman College:

"I give you one more piece of advice, inspired by a quote from Aaron Sorkin’s television show, Sports Night. 'It's taken me a lot of years, but I've come around to this. If you’re dumb, surround yourself with smart people. If you're smart, surround yourself with smart people who disagree with you.' "

A lot of wisdom there: If the people on your team agree with you at all times, it either means that you're never wrong (HELLO?), or that they don't feel free to question your judgment when they think you're off target, or that you would do well to hire some smarter people who will challenge you.

The 'Real World of Selling Real Estate' Is Here At Last!
The books are in stock, and we're ready to put them to work for your sales team!


"The only place where success comes before work is in the dictionary."  -Legendary coach Vince Lombardi

Joe Klock is the author of a 432-page collection of sales tips. World-renowned trainer Tom Hopkins says, "The wit and wisdom of Joe Klock is a great tool to lift you up as you face the daily challenges of the wonderful world of real estate sales." 

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