ONE of our most influential and enduring leaders stops at the same roundabout every day on the way to work to prepare for the day. It’s a daily mantra. This leader knows if they are not mentally prepared to take on the day, to turn around. That may happen just once or twice a year. But to be a leader of agents is hard because it’s not just a business journey it is a personal journey and life is like riding a rollercoaster. So sometimes you just need to strap yourself in and take on the day and all its challenges and opportunities.
So my question is - does the performance of a real estate business reflect the strength of the leader within? What are the key indicators that measure the impact of leadership and more importantly, how do we improve them?
Many leaders only look at the top-line results at the end of the month or the end of the year. But in fact, at any point in time we can accurately gauge the performance of a business by looking at a number of specific measures - commission, sales, listings, NPS, the number of effective salespeople in the team and so on.
It’s well documented that sales results are simply an outcome of certain activities that have been conducted within a business. Prospecting, appraisals and presentations are just some of the examples of activities that will propel the performance of a business upwards.
But the true driver behind all of this is the ability of our leaders to influence their people’s behaviour, to ensure that these activities are carried out with quality and consistency. Leadership impacts the motivation of the individuals who make up teams, which directly affects their ability to perform.
So what can a leader do to ensure they remain conscious of this?
Our most effective leaders understand the impact they can have simply by the way in which they 'show up'. Leaders who devote their time to the coaching, training, planning and development of their people are the ones who generate the best outcomes. Emotional intelligence is a highly prized and under-rated asset.
It's easy to underestimate the impact that our leadership has on the performance of our business, and most importantly the impact on our people!
