Real Estate Leaders

Real Estate Leaders Helping real estate leaders lead and grow winning real estate teams.

I used to believe independence was a good thing.But I’ve come to realise just how much us humans need each other.For sur...
27/06/2024

I used to believe independence was a good thing.

But I’ve come to realise just how much us humans need each other.

For survival.

For happiness.

For sharing of skills and help.

For ideas and inspiration and innovation.

For thriving.

Us humans are so interdependent.

We affect one another in incomprehensible ways.

Whether we are showing up, or holding ourselves back, whether we are happy, or going through things, our presence and our absence affects the greater whole.

Rather than aspiring to be somehow independent of it all, I’ve realised how important it is to be a good human amongst other good humans.

Engaging with others.

Connecting.

Sharing.

Being.

Bringing people together.

Dialoguing over things that matter.

Our aims and our happiness gets met through group.

Independence is a fallacy.

Toxic cultures are the #1 reason salespeople move on. Why? Because they’re PEOPLE. And people don’t stay where they’re ...
11/09/2022

Toxic cultures are the #1 reason salespeople move on.

Why?

Because they’re PEOPLE.

And people don’t stay where they’re being poisoned.

I get more calls from unhappy salespeople working in toxic environments, looking for clarity and guidance than probably anything else.

They’re typically exhausted, self-doubting and weighed down with questions they’re struggling to resolve.

Ever worked in a toxic environment, or been ‘led’ by a toxic leader?

If so, how long did it take you to leave?

Are blind spots messing with your business? Let’s face it… we all have blind spots.My recently identified blind spot was...
15/05/2022

Are blind spots messing with your business?

Let’s face it… we all have blind spots.

My recently identified blind spot was realising I’d neglected the marketing side of my business.

It was a real facepalm moment.

I work with clients on helping their salespeople build trust, relationship and visibility in the marketplace.

But I’d gotten so caught up in various projects, I’d neglected to put the time into doing it for myself.

Talk about not practicing what I preach!

What’s the biggest issue / blind spot for real estate companies who have bigger targets and hunger for market share than they’re hitting?

It’s one of two things….

Inadequate learning and development strategy, covering both leaders and salespeople.

OR inadequate capacity to execute it effectively.

In the absence of an effective, well-executed strategy, they, like plenty of other sales-driven organisations, blame salespeople (and their managers) for inadequate results.

… Which, let’s be fair… is a really poor and powerless second-cousin to actual results.

It’s easily done…. but the impacts are significant.

Such is the nature of blind spots!

Don’t let your blind spots affect YOUR business.

Get help to identify and address them.

It can be easy to let 'leadership' go to your head.But leadership based on ego is shallow and unrewarding.And it also of...
12/05/2022

It can be easy to let 'leadership' go to your head.

But leadership based on ego is shallow and unrewarding.

And it also often ends in failure.

As a leader who cares about (and sees their job as serving their people and helping them win), your influence, rewards and satisfaction are multiplied.

This is especially important when it comes to sales leadership.

More often than not, poorly led salespeople fail (and/or move on to places where they are better taken care of).

My five years in the real estate industry consulting for companies and coaching managers and salespeople have shown up s...
12/05/2022

My five years in the real estate industry consulting for companies and coaching managers and salespeople have shown up some common (and costly) mistakes that leaders make (without knowing it).

Want to know if you're making any of them?

I wrote a thing so you can avoid the mistakes.

Download my free guide on my website (the link is in the comments).

One of my clients just called me to say she'd read it, and how she can so relate to all of them. "I wish I'd read it sooner!"

Please don't fall into pitfalls that you don't see coming. You've been warned.

Real estate sales managers know they have to have their salespeople set goals. But when salespeople turn in arbitrary "s...
11/05/2022

Real estate sales managers know they have to have their salespeople set goals.

But when salespeople turn in arbitrary "sales targets" they don't question it. (And they SHOULD).

Yes, you need to know what they plan to do. It helps you set your numbers.

But the VAST majority of your team are likely throwing out poorly thought through numbers to APPEASE you.
..NOT because the numbers are meaningful to them. (And for them to be maximally motivated, you need their goals to be meaningful).

Them having meaningless numbers will make YOUR numbers MEANINGLESS and unreliable.

Hint: Any income with the words 'hundred thousand' after it is likely arbitrary. Any round numbered sales targets are likely the same.

Your test?

Ask them: "Okay, great... why that number?" and see if they can turn on a dime and tell you the REAL, HUMAN reasons for that number.

If they can't, the likely driver for their answer is a response to an obligation to give you a number they think you'd like (or will accept).

OR it's some ridiculous extrinsically motivated target.

Like they'll finally be a winner if they hit 'x' income - or they want to beat that arrogant Joe's award-winning result from this year.

Intrinsically motivated goals make ALL the difference when you're leading a team because they give you powerful levers of influence as a leader.

Want to grow your real estate team sales?Know you have potential in your team, but not sure how to draw it out?Too many ...
10/05/2022

Want to grow your real estate team sales?

Know you have potential in your team, but not sure how to draw it out?

Too many managers rely on 'training', and then wonder why it doesn't translate to the desired behaviour and results.

L&D Planning is one of the critical tools you need in your tool belt.

The answer lies here....

https://realestateleaders.co.nz/6-reasons-you-need-a-learning-and-development-plan/

Too often managers pretend to care, but in practice, not enough to do the work to learn to become effective leaders.This...
09/05/2022

Too often managers pretend to care, but in practice, not enough to do the work to learn to become effective leaders.

This is especially true in sales leadership.

It's much easier to blame salespeople for their lack of activity or results.

Real, intentional leadership takes potential and grows it.

"Abandon and Hope" leadership crosses its fingers and then rolls out the same tired blamey narrative when potential fails.

If you've ever worked for a sales manager who expected results from you, but more or less left you to it, and didn't provide a clear structure that supported your ongoing growth and development, until you got the results you wanted, you'll know what I'm talking about.

Are you failing your salespeople?These stats are from a report by Inman on what salespeople are getting from their coach...
08/05/2022

Are you failing your salespeople?

These stats are from a report by Inman on what salespeople are getting from their coaches that they're not getting from their managers.

If you take a look, it's a damning indictment of sales leadership.

While it could be argued that your salespeople should invest in themselves, it's also a significant relinquishment and abdication of sales leadership responsibility.

Coaching, training and support is your JOB.

You might THINK it's compliance (and opening the door to the office). But if you want an effective team, it's so much more than that.

If you wait for your people to all get coaches, you might as well sign half of them up to fail (especially in a market like this).

For the record, I do take exception to the implication in this graphic that it's your job to provide them with motivation. We can never 'motivate' anyone. What we can do is ensure they set meaningful goals, not arbitrary meaningless sales targets. After all, meaningful goals are where intrinsic, sustainable motivation comes from.

Want to learn to be an effective leader to your team, so they win?

Book an obligation-free consultation to find out how we can do just that. You can do that here:

www.realestateleaders.co.nz

One of my FAVOURITE sights! It doesn’t matter if they’re clients of mine or not, SOLD signs mean so much to all parties:...
06/05/2022

One of my FAVOURITE sights! It doesn’t matter if they’re clients of mine or not, SOLD signs mean so much to all parties: Happy vendors (or at least vendors being able to move on), happy buyers, happy salespeople, managers and agencies. Plus, being results-focused, this makes me really happy. Congrats, , and !

This is not only the TRUTH, but arguably the BIGGEST challenge for sales leadership. How do you, as a sales leader, cond...
06/05/2022

This is not only the TRUTH, but arguably the BIGGEST challenge for sales leadership.

How do you, as a sales leader, conduct the work of sales THROUGH others...ESPECIALLY when those others are self-employed salespeople?

The good news is... there IS an art and a science to it.
... which means you can learn it.

Do you want to?

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