Posts Tagged ‘leaders’

Thoughts on Leadership: Character Is Where It All Begins

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A common thread that runs through all great leaders is undeniably strong character. Leaders come from all types of backgrounds, but each has big dreams and the determination to overcome obstacles and fear that often get in the way.

Character and moral fiber are where it all begins.

One success story that rings true to honorable character is that of Brown University President Ruth Simmons, the first African American female to head an Ivy League University.

Ruth was one of 12 children born to her sharecropper father and her mother who did domestic work for a living. Neither of her parents were formally educated, but the life lessons and personal values Ruth picked up from them would provide the strong basis of character that would lead her through life.

By observing her parents at work and the rich spiritual traditions of her family, Ruth learned the importance of civility and respect for others, attention to detail and the value of hard work.

Ruth worked hard not for praise or enrichment, but because hard work was a value that was ingrained in her character. The Brown University selection committee no doubt admired that ideal.

Ruth’s story is emblematic of the American Dream – hard work, unwavering values and strength of character lead to great rewards. She also provides a lesson in how our parent’s values and leadership style have a profound effect on whom we become. A lot of leadership success stories begin with a parent or role model who teaches the value of consistently living in alignment with our values, goals and actions.

As Ruth’s mother used to say, “As the twig is bent, so grows the tree,” which means that an influence on a person’s character as a child will continue to show up in the person as an adult and therefore have a greater impact on their path to success.

Over my entire leadership career going back to managing Cherry Chase Golf Course to my time at Contempo Realty, NRT and Intero Real Estate Services, and with my current partners John Thompson, Tom Tognoli and Bob Moles, the biggest leadership challenges we’ve had to overcome lie in trying to teach people values and traits that their parents should have imparted to them.

For me, personally, the influence of such early lessons runs deep. Sometimes, when making business decisions as CEO of Intero, I will provoke quizzical, “why did you do that?” looks from my partners.

My answer: “Because I am Paul Blefari’s son.”

Lessons learned early still stay with me – and guide me, in their own way, towards decisions that may not seem obvious to those around me but nonetheless contribute to my own growth as a leader.

To live in alignment with your values requires a strong sense of who you are and where you came from. That’s the stuff that builds strong character – and strong character is what helps to build great leaders.


Thoughts on Leadership: The 93% Rule: Nonverbal Communication

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Only 7 percent of any interaction with another person transpires through the actual words that you say, according to a classic study by Dr. Albert Mehrabian at UCLA. The other 93 percent is communicated through body language, voice, tone, grammar and facial expressions.

Nonverbal communication is as important as what you say with words. Your nonverbal expressions can reveal your true feelings about something. “Of all the things you wear, your expression is the most important,” as Pat Croce says in “Lead or Get off the Pot! The Seven Secrets of a Self-Made Leader.”

Nonverbal communication makes up the majority of our daily communication.

As a leader, part of your responsibility is to communicate change to others. Words may articulate confidence, but a nonverbal gesture could counteract the overall message. Sticking your hands in your pockets or fidgeting come across as signs that you are uncertain. Likewise, if you’re trying to convey openness, but choose to distance yourself behind a podium, the verbal and nonverbal messages conflict.

Appearance and dress are part of this nonverbal communication conveying a message. Being a strong believer of “casual creates casualties” at the workplace, I always like to wear a suit and look my best. There are instances where this rule can be broken. I recall a business trip Bob Moles and I once took in Hawaii. The franchise owner had insisted casual attire was appropriate so I presented the Intero story to a group in Hawaii wearing a Tommy Bahama shirt and shorts. After the presentation, to my surprise most of the attendees had commented that they were so glad I did not wear a suit and tie as they were dressed in casual attire as well. In turn, their feedback on my appearance that day allowed my presentation to be believable and made each attendee feel as if I was one of their colleagues.

Here’s another story about nonverbal communication:

An oil company executive showed up at a refinery in a designer suit and tie to discuss the firm’s affairs with rank-and-file operators, electricians and members of the warehouse staff who were each dressed in their blue, fire-retardant overalls.

After his introduction, he walked carefully to the front of the room, removed his watch and very deliberately placed it on the podium. His unspoken message was, “I’m a very important man, I don’t like coming into dirty places like this, and I have exactly 20 minutes to spend with you.”

What were his first words to the group? “I’m happy to be with you today.” A very different message from his actions. Which do you think those refinery workers believed? The CEO’s spoken words or what his body language said?

When verbal and non-verbal channels of communication are out of sync, most people (those refinery workers, for example) tend to rely on the non-verbal message, and disregard the verbal content.

Peter Drucker, the renowned author, professor and management consultant, understood this. “The most important thing in communication is hearing what isn’t said,” he once said.

Leaders convey strong messages through nonverbal communication. People know when you speak from the heart by watching your eyes and your hands. It’s important to maintain eye contact and focus on the person or people you’re speaking to.

Any time you communicate your vision, it’s important to consider the 93 Percent Rule. Your credibility and reputation will depend a lot on your nonverbal communication style.


Thoughts on Leadership: Learning from other leaders

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Last week, I attended a three-day meeting in Chicago with a CEO think tank group called Trendsetters, a network of real estate company owners who share their best ideas and advice with each other, as well as financials and discussion of changes in the business.

The Trendsetters strategy group meets twice a year and provides a wonderful opportunity to share ideas, brainstorm, and discuss trends with the heads of other brokerage firms. Topics for discussion included new tactics for improving revenues, effective recruiting in this market, improving productivity and the changing role of management.

Michael Golden and Thaddeus Wong from @Properties hosted this past meeting. I left with further insight about what I need to do as a leader.

Members of the group include 10 leaders from brokerage firms all around the U.S. The group’s executive director is Steve Murray of REAL Trends in Denver. Each leader noted that the Trendsetters meeting is something that they can’t do with direct competitors in their respective markets.

What exactly are these meetings like? Imagine getting confidential input and advice from other business leaders when you face a difficult decision. Imagine an open forum to discuss professional and personal goals. Imagine a group of peers who will not only support you but also hold you accountable to the commitments you make.

This illuminating think tank does just that. Every head of each brokerage firm is given uninterrupted time to focus and shed light on strategic issues that are vital to their company’s future. This small group of business peers offers diverse perspectives to support you in achieving goals. Taking part in the peer review critique twice a year has made me realize that we all share similar issues, similar leadership items to work on.

After three days, I walk away with creative business solutions, a stimulating community of peers, comradery and friendships, business and life strategies.

Throughout my real estate career, I’ve realized that what I learn from other leaders – such as my friend, mentor and business partner, Bob Moles, Chairman of Intero Real Estate Services – is what has had the biggest impact. I’ve learned a great deal of leadership skills from Bob and value his advice. This realization is why I became a member of the Trendsetters group. Networking and sharing with other leaders provides the kind of learning I just can’t get anywhere else.

You can use this same concept in your own leadership pursuits. Stop and think about what you can improve in your business. Who are the peers that you can meet with to discuss your success and struggles? Remember, the advice and information you receive from others can help the development of your own personal business and career and help you to become a more successful leader.


Thoughts on Leadership: The Golden Rule for Leaders

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The Golden Rule, “Do unto others as you would have them do unto you,” is one of the first things we learn as children. It turns out that this recommended approach of consideration, dignity of purpose and concern for fellow people, when practiced consistently, pays off.

For leaders, the Golden Rule is more than a recommended practice. It’s a requirement.

In “Lead or Get Off the Pot! The Seven Secrets of a Self-made Leader,” Pat Croce explains: “The magnitude of the Golden Rule’s importance is complemented by its simplicity of execution. All you have to do, really, is think of how you would like to be treated in any given situation, and then act accordingly.”

It sounds simple, but experience will show that practicing the Golden Rule is quite difficult. To overcome this it’s important to try consistently. Make it a part of your everyday behavior.

Embrace the Golden Rule as your philosophy and practice the “Ten Commandments of Service.” Croce says “It will take hard work and discipline to make these commandments important in your own life but they will bring satisfying results once you do. Not only will you firmly establish your leadership position in the minds of your staff, family and friends, but you will be setting an example for those who share your vision.”

Here they are:

  1. Hello…and good-bye: These two touch points are central to customer service. Your greeting and your send-off will have a definite impact on your customer’s decision to return.
  2. First-name basis: Calling people by name is a guaranteed way to make them feel important.
  3. Listen, listen, listen: Listening is the most accurate, quickest and most effective way to understand people.
  4. Communicate clearly: Be clear and concise whether you’re giving orders or taking them. Allow no room for misunderstandings or miscommunication.
  5. Be neat, clean and fit: Your appearance is the first impression you’re going to make in every new situation.
  6. Be prompt and professional: How you treat time reveals more about you to others than any of the words you say when explaining why you were late.
  7. Be positive: When you control your thoughts, you have a better chance of controlling your world.
  8. Give compliments: Everyone wants to feel valued, appreciated and important.
  9. Have fun: A sense of humor will make any difficult situation better.
  10. Do it now: Always have a sense of urgency to serve others and the rewards will come back to you with equal speed.

What are you waiting for?

Right now is the best time to lead the charge and check off one more action steps toward the realization of your vision. No matter how you serve your staff members, family members, friends and customers, your reputation will develop based on your actions and your character. Apply this 10-point strategy to all your business activities and even to your everyday life. It will not fail you.


Thoughts on Leadership: Leaders, born or made?

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“If we treat people as they are, we make them worse, but if we treat them as they ought to be, we help them become what they are capable of becoming.”  -Johann Wolfgang von Goethe

People often ask the same three questions about leadership:

  1. Can anyone really become a leader?
  2. Is leadership a quality you either have or don’t have?
  3. Aren’t leaders born that way?

On the surface, it may seem that leadership is innate. But it’s not. Leadership is developed over time. In fact, the best leaders are those that have grown through experience, not those who were born into powerful positions.

Look around and you’ll notice that more leaders are created through time than just born that way. The U.S. military, for example, is full of recruits who often – though not always – come from troubled childhoods. Many in the Army, Navy or Marines have not attended college. Most often, they would seem to be missing the essential ingredients to succeed, yet many times these recruits go on to display great leadership as their careers evolve.

As Warren G. Bennis says in a famous quote about leadership, “the most dangerous myth is that leaders are born, that there is a genetic factor to leadership.”

Leadership takes a lifetime to learn. There are always ways to improve, skills to pick up, and lessons to learn. A leader constantly reflects on life experiences, learns from them and builds them into skills. That collection of skills comes together to produce results.

“Leaders are made rather than born.”

The only born ingredient in the leadership recipe is desire. The desire to lead creates the motivation that drives leaders to lead. Everything else they learned along the way.

So the next time you’re admiring someone who would seem to be born with leadership qualities, think about what life experiences may have contributed to their strengths. Reflect on your own challenges, how you reacted, and how you can learn from those experiences.

This process is essential to your leadership success.


Thursday Thoughts: Leaders Inspire

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“Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them, you must yourself believe.”
                                                                                                             -Winston Churchill
 
The ability to inspire people to reach new heights is a strong attribute that top-notch leaders possess. Passion and purpose, along with solid listening skills, are characteristics that lead to inspiration. Communicating that passion, purpose and meaning is what helps to establish an organization’s culture.
 
Success in inspiring people requires trust, vision and care. Employees must trust their leader, see a clear vision for the company to move forward and a plan for getting everyone there.
 
That trust is critical. People are not willing to recognize someone as their leader unless they trust them, not just intellectually, but ethically and morally as well. Likewise, people won’t follow someone unless they’re convinced that person knows where they’re going.
 
Inspiration requires a leader to show by example rather than telling others to be inspired. Here are five ways to instill trust and inspiration in others:
 

  • Include others. People need to feel closely connected to the actions and process that lead to decisions and the accomplishment of goals.
  • Feel passion and share it. The inspirational leader is passionate about the vision and mission of the organization. This leader is able to share that passion in a way that spreads it to others.
  • Possess genuine integrity: Integrity inspires others to follow.
  • Listen. When others feel you are listening to their opinions and needs, they will be inspired to work with you.
  • Provide solutions. An inspirational leader gives people what they want within his or her capabilities.

So, you might ask, how can you become an inspirational leader?
 
Realize that inspirational leadership is a fundamental shift in your state of mind. Understand how important personal appreciation and recognition is to maintaining a motivated workforce. Once your team has an inspirational vision, involve everyone in how you will achieve this picture of success.
 
You can build a personal brand identity as an inspirational leader by embracing the mindset that you will be the one who brings out the best in your people.
 
Choose to be an inspirational leader today and convert work into purpose.


Thursday Thoughts: Leaders understand the importance of execution

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In the book Jack Welch and the 4E’s of Leadership, Jeffrey A. Krames explains that exceptional leaders share four characteristics:

They have energy.

They energize. 

They have edge.

They execute.

Which do you believe Welch sees as most important? Yep, you guessed it:

“The first three E’s are definitely essential; however people who execute effectively understand that activity and productivity are not the same thing. The best leaders are action-oriented, focused on getting outcomes, and know how to convert energy into action and results.”

Extraordinary leaders who know how to execute and get the job done are the ones who ultimately fulfill their goal of building a competitive and successful organization.

The creation of the Ford Mustang is a great example of excellent execution. Lee Iacocca, then the general manager of Ford, was the powerhouse behind this new car. But before Iacocca could make the Mustang a success, he had to discourage Henry Ford II from developing a car called the Cardinal, which he was convinced would be a flop with a new generation of car buyers.

Eventually with his straight talking, Iacocca convinced top management to drop the Cardinal and clear the path for the Ford Mustang.

The company was still hesitant and did not want to be a part of a new-product disaster. Worse yet, managers feared that this new Mustang would lower sales of other Ford cars. Iacocca was undiscouraged and remained convinced that the car market would flourish with the release of the Mustang.

He put together a team to capitalize on his dream and vision. He pushed the team to design this car in just 14 days. The Mustang was released in April 1964 and Ford showrooms were flooded with people. In the first two years, Mustang generated net profits of $1.1 billion – clearly a stunning success.

“He pushed incredibly hard, making his vision a reality. And he succeeded beyond anyone’s imagination by delivering eye-popping profits (execution).”

We can see that this portrait in execution shows how a leader with a capacity for execution can make the right things happen.

So stop and take a look at yourself and your career. Ask yourself, do I want to deliver results? Am I a consistent performer? How hard will I work to get things done and develop an execution culture? Commit yourself to this and you’ll make execution a critical ingredient in your success.


Thursday Thoughts: Leaders Make Energy and Passion Contagious

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Energy and passion are the key drivers to business success. But what does it really mean to be energetic and passionate as a leader and more importantly, as a corporation? One of my favorite passages in a book called “What the Best CEOs Know” by Jeffrey Krames, shows energy and passion at work through a look at leadership at Southwest Airlines and GE:

One business leader who consistently showed his energy and passion was Southwest Airlines’ feisty founder, Herb Kelleher. In a period when most of his larger rivals were racking up multibillion-dollar losses, Kelleher was delivering steady growth and profits, year after year, and winning industry wide customer service awards. What was his secret?

Like Jack Welch, GE’s Chairman for over a decade, Kelleher reinvented the management rulebook. Among other things, he hired for passion, thereby creating a unique service organization that was known for its positive attitude and good humor. “If you are not on fire about what you’re doing, why you’re doing it, and the people who do it with you,” he explained, “then you can’t kindle their minds, hearts and devotion to a cause.”

In addition to hiring for passion, he argued that the organization should let people be themselves at work- and then go even farther. The company, he wrote, should “celebrate the achievements of (its) people, often and spontaneously.”

Southwest became legendary for celebrating the milestones experienced by its employees, including their weddings, births, marriages, and other happy moments- and also for acknowledging and sharing in employees’ losses and catastrophes, which is almost unheard of in large corporations.

The point? Kelleher’s action added energy to the organization. He valued informal dialogue. He urged his managers to speak from the heart, as well as from the head. He underscored the idea that job titles aren’t important but that leadership qualities are. Kelleher believed strongly that an organization’s two most important constituencies are its employees and its customers- in that order. “Employees are your premier customers,” argued Kelleher. If the company succeeds in involving and inspiring its employees, they become more tolerant and more empathetic- toward each other and also toward their external constituencies.

Source: Jeffrey Krames, “What the Best CEOs Know,” (McGraw-Hill) (pp. 189-191)

Bottom line: love what you do and you’ll inspire not just yourself, but the employees around you who are integral to your company’s success. Soon you’ll find yourself amidst an organization that carries a reputation for passion and energy – the kind that everyone wants to work for and do business with. Passion and energy come from within, but can be very contagious.


Thursday Thoughts: A Life of Leadership

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John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball coach. He was one of basketball’s most celebrated leaders who built one of the greatest dynasties in all of sports and became one of the most revered coaches ever.

Wooden was a member of the Naismith Memorial Basketball Hall of Fame as both a player (inducted in 1961) and as a coach (inducted in 1973) — the first person ever enshrined in both categories. Most recently he was also inducted into the NCAA Basketball Hall of Fame in 2006. His ten NCAA national championships in a 12-year period while at UCLA are unmatched by any other college basketball coach.

Wooden died this past Sunday.

His passing marks the loss of a great sports hero – and, perhaps more deeply felt, the loss of an extraordinary leader.

Wooden touched many lives on the court – hundreds of them – but his impact was felt well beyond the sports world. Indeed, his model of leadership has inspired many, including me, right here at Intero.

Let me explain.

Wooden lived by a seven-point creed his father gave him when he graduated from grammar school. It included such simple instructions as “be true to yourself,” “make each day your masterpiece,” “help others,” and “make friendship a fine art.” 

Wooden also authored a lecture and a book about the “Pyramid of Success.” The Pyramid consists of philosophical building blocks for winning at basketball and at life. The building blocks are not magical or clever; they’re time-honored traits that include industriousness, enthusiasm, skill and poise.

They also serve as a model for Intero’s core principles. The visions and values expressed in our pyramid – which we use to empower our agents to achieve their dreams – share six core principles with Wooden’s pyramid. These include Loyalty, Team, Enthusiasm, Friendship, Self-Control and Confidence.

His spirit of leadership lives here at Intero.

Coach Wooden’s words of wisdom are old-fashioned and homespun, but they are also eternal. “Be more concerned with your character than your reputation.” “Don’t measure yourself by what you have accomplished but by what you should have accomplished with your ability.” “Do not let what you cannot do interfere with what you can do.”

When I pass into my office each day, I can see them hanging on the wall at our corporate offices and brought to life in the actions of our agents.

Bill Walton, one of Wooden’s most famous players, recalled what the coach would tell his team before every game: “I’ve done my best. The rest is up to you.”

Coach Wooden has left us. He did his best … the rest is up to us.


Thursday Thoughts On Leadership: If You Want To Lead, Grow

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“No man ever steps in the same river twice, for it’s not the same river and he’s not the same man.”
– Heraclitus

Leaders and aspiring leaders would do well to heed this quote from Heraclitus, because, well, the ancient Greek philosopher had a point.

Things change. Constantly. And people who want to be effective in what they do change with them. If you’re not able to grow, to change, to shift and move with the times you will never be a great leader.

If you want to be a leader, you must always be learning and adapting. The hallmark of the humble leader is that they continuously strive to get better, to be open to the possibility that what they know and who they are today is not enough.

Pat Reilly, the great basketball coach, summed this up nicely:

“If you’re not getting better, you’re getting worse.”

Leadership is the single most important factor in the success or failure of a real estate office or company.  And getting good at leadership requires hard work – and a commitment to continuous improvement.

The good news is good leaders can be made. As legendary management scholar Peter Drucker wrote, “There may be such a thing as a natural born leader, but there are so few of them that they make no difference in the great scheme of things.”

So when an agent asks me on how they can one day become a leader and a manager in our company, I respond with these three things: 1.) Be coachable 2.) Be willing to grow, and 3.) Be in alignment with the Intero visions and values.

If you want to lead, you’ve got to grow.