Posts Tagged ‘Thursday’s Thoughts On Leadership’

Thursday’s Thoughts: Leaders are Readers

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Since I received so many great comments on last week’s blog on Physics of the Future: How Science will Change Daily Life by 2100, I thought I’d share another book I recently re-listened to; The Four Agreements by Don Miguel Ruiz.

Don Miguel was born into a family of healers and raised in rural Mexico by a curandera (healer) mother and a nagual (shaman) grandfather.  Although the family anticipated Miguel embracing their centuries-old legacy of healing and teaching, and carry forward the esoteric Toltec knowledge, he chose to attend medical school and become a doctor instead.

In the early 1970’s he had a near-death experience that changed his life.  Late one night, he awoke suddenly, having fallen asleep at the wheel of his car. At that instant the car careened into a wall of concrete.  Don Miguel remembers that he was not in his physical body as he pulled his two friends to safety.

Stunned by the experience he began an intensive practice of self-inquiry.  He devoted himself to the mastery of the ancient ancestral wisdom, studying earnestly with his mother, and completing an apprenticeship with a powerful shaman in the Mexican desert.  His grandfather, who had since passed on, continued to teach him in dreams.

In the tradition of the Toltec, a nagual guides an individual to personal freedom.  Don Miguel Ruiz is a nagual from the Eagle Knight lineage, and is dedicated to sharing his knowledge of the teachings of the ancient Toltec.

In the theme of Leaders are Readers, I think the inspiring message in this book on wisdom provides a great outline on how to transform your life into an experience of freedom.    The book itself goes into much more depth about each of the Four Agreements but here is a brief overview:

The Four Argeements:

  1. Be Impeccable with your word – Speak with integrity.  Say only what you mean. Avoid using the word to speak against yourself or to gossip about others.  Use the power of your word in the direction of truth and love.
  2. Don’t take anything personally – Nothing others do is because of you.  What others say and do is a projection of their own reality, their own dream.  When you are immune to the opinions and actions of others, you won’t be the victim of needless suffering.
  3. Don’t make assumptions – Find the courage to ask questions and to express what you really want.  Communicate with others as clearly as you can to avoid misunderstandings, sadness, and drama.  With just this one agreement, you can completely transform your life.
  4. Always do your best – Your best is going to change from moment to moment; it will be different when you are healthy as opposed to sick.  Under any circumstance, simply do your best, and you will avoid self-judgment, self-abuse, and regret.

If you’re interested in checking this book out, you can find it on Amazon.com, Barnes and Noble, or download it from iTunes.


Thoughts on Leadership: Making a Deeper Connection

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One aspect that sets leaders apart is their ability to make deep connections with other people.  This bond creates a sense of trust and loyalty between parties.  “This process of making deeper connections with people [has] a profound payoff.”

‘To get the most out of people, you need to see them on more than a surface level.  You really have to get to know what makes them tick.  When you do that you’re a little bit more human, and you create a system that‘s more trustworthy.  Learning about their interests and passions made a huge difference in getting them connected to what we were trying to accomplish.  It allowed me and it allowed others an opportunity to figure out how to motivate these people in order to do something that was absolutely extraordinary” (10-11, The Leadership Challenge, Kouzes and Posner).

To help you with this somewhat challenging task, here are 18 great innerview questions to get a deeper connection with those you lead wether it be an employee or a customer you are leading to make a sale.  I first learned these at a Dale Carnegie class and have found them quite helpful in getting to know people.

  1. What do you do?
  2. How did you get started?
  3. Where are you originally from?
  4. What else do you do besides work?
  5. What’s your current family situation?
  6. What was your family situation growing up?
  7. What kind of memories do you have about childhood?
  8. What’s one memory that stands out?
  9. Were you active in school?
  10. Who from your childhood had the biggest impact on you?
  11. What did that person teach you?
  12. As you look at your life like a radarscope, there will be ups and downs.  What’s one of the highest highs?
  13. What does that tell you about yourself?
  14. What’s one of the lows?
  15. What got you through?
  16. If a young person asked you for advice on how to live your life, what would you tell them?
  17. What does the future hold for you?
  18. When your life is over, how do you want to be remembered?

These questions can also make for a great team building exercise.  Divide your team into pairs.  Give each pair a list of the questions and allow them 30 minutes.  The first person will ask all the questions and the second person will answer and then they will switch with the second person asking and the first person answering.  When the 30 minutes are up, bring the group back together.  Have each pair stand up, introduce themselves to the group and answer the following 2 questions.

  1. What’s one thing I learned about my partner that I didn’t know before?
  2. What did I learn about my partner that makes me appreciate or respect them even more than before innerviewing them?

Not only will your group learn a little more about each other, but creating this deeper connection amongst the group makes for a stronger team.


Thoughts on Leadership: Fathers as Leaders

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This Father’s Day, my daughter Alex made me a card (pictured below) titled “What My Dad Taught Me…” She mentioned the things she learned from me – everything from learning to ride a bike to the virtues she lives by every day. I decided to share the life lessons she learned from me, what I learned from my own dad, and the thoughts of several close friends of mine on what their fathers taught them. Enjoy the fatherly wisdom!


“My dad taught me patience, the power of positive thinking, and a love for pleasing people. Never in my life have I met someone who works so hard for the people he loves.”

-Alex Blefari

“Being a WWII veteran, my dad taught me to have a respect for all life. He also taught me how having a positive attitude impacts everyone, to do the right thing, and to always try my hardest. “

-Gino Blefari
Founder, President and CEO Intero Real Estate Services

“My dad taught me compassion – to treat everybody well, put yourself in their shoes and put their needs above your own.”

-Bob Moles
Founder and Chairman Intero Real Estate Services

“My dad taught me to never shake a family member’s hand; always hug them and kiss them and tell them how much you love them every time you see them.”

-Tom Tognoli
Founder and Chief Operating Officer Intero Real Estate Services

“Some of the things I learned from Dad were: how to love your wife; respect, generosity, and consideration of others; how a hard days work never hurt anybody; the importance of keeping your emotions between the lines- the highs and lows both don’t last long (or forever), along these lines things are usually never as bad…or good…as they may seem; and the final thing he showed me how to do perfectly…how to hit a lazy fade.”

-John Thompson
Founder and Executive Vice President Intero Real Estate Services

“My dad was a great salesman. He always said, ‘There are more nuts than there are squirrels to eat them. It’s a numbers game…play the game!’”

-Mike Ferry
Real Estate Coach, Founder Mike Ferry Organization

“My father never made me feel like I had any limitations. This was huge for my confidence. What he did was give me an inner confidence that most people trip on when they are stretching for their goals. He also taught me that there is always room for laughter.”

-Kathie Kingston
VP and Managing Officer Intero Gilroy

“My father is from the old school and I firmly believe his basic principle applies in today’s business plan: ‘Your word is your bond.’ If you don’t hold true to your word, you have no worth in business.”

-Robert Doucet
VP and Managing Officer Intero Willow Glen

“Protection, discipline, love and of course, ‘Please don’t tell mom,’ are words and phrases that describe my thoughts about my dad!”

-Renee Kunz
VP and Managing Officer Intero Hollister

“Some great lessons from my father include: it’s not about how much money you make but how happy you are doing it; care more about others, listen with your heart and talk with honesty; you’re measured by your sacrifices and loyalty in life; always be on time; be committed and follow through!”

-Albert Garibaldi
Intero Chairman’s Circle, Top 1%

“I think the most important lesson I have learned from my dad is to keep your nose clean and always do the right thing – this way, you won’t have to remember what you did. He says to this day that you only have your word and your name so don’t sacrifice either for anything.”

-Karen Nelsen
Intero Chairman’s Circle, Top 1%

“One thing I clearly learned from my Dad was a strong work ethic!  ‘Success does not come easy.’ And thankfully, I also inherited his excellent sense of direction!”

-Greg Simpson
Intero Chairman’s Circle, Top 1%

“My dad taught me to read the book (in other words…always know the instructions on what you’re doing); he told me to learn the computer (before email existed), and he told me to remember there will always be another ‘deal’.”

-Ivan Margaretich
Intero Executive’s Circle, Top 10%

I hope you’ll find in this exercise that you don’t always need to look to famous business and political leaders for guidance on leadership. Sometimes, you get the best insight right from your own dad.



Thursday Thoughts: Crises and the Practice of Leadership

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“People with passion find a way to get things done and to make things happen, in spite of the obstacles and challenges that get in the way.”  
                                                                                                                 -Steve Jobs

After you spend some time leading a company or team, you inevitably encounter a crisis. How you deal with that crisis as a leader ends up mattering more than the crisis itself.

On June 24, the consumer technology industry’s darling, Apple Inc., found itself wrapped up in a publicity nightmare. Many of the consumers who’d bought the latest iPhone 4 were reporting reception issues, and evidence showed that a defective antennae was causing dropped calls and poor connections when held a certain way.

The issues were more than a big deal partly because of all the fanfare leading up to the iPhone 4 release. When the long-anticipated iPhone 4 was announced in early June, Apple said it was the biggest leap they had taken with the product since the original iPhone shipped three years ago. The company sold more than 3 million iPhone 4s in the first 22 days on the market.

The negative press regarding the defective antennae continued to pile on, causing Apple CEO Steve Jobs to abruptly end his Hawaii vacation to address the issue in a rush press conference.

Apple handled some things inadequately during this calamity, but eventually ended up doing the right thing. Here are five leadership qualities Steve Jobs used to get through this crisis that we can all learn from:

  • Strive to educate. In his press conference, Jobs focused more on the larger issues of the smartphones rather than the signal deprivation. He wanted to combine his learning with action and impel the public to seek greater understanding of the product.
  • Maintain constant communication. As this whole debacle transpired, Jobs’ main goal was to show that communication is the real work of leadership.
  • Become a problem solver. Apple did not choose to simply forget about this issue and not deal with it. Instead, company officials dealt with the situation head on and extended support to their customers.
  • Don’t be afraid to show your vulnerability. Jobs began his press conference by admitting the company is not perfect. In doing this and explaining that Apple does have faults, he showed he was strong enough to care.
  • An apology is a powerful way to make things better. At one point, Jobs offered a pure apology. His forgiveness does not change the past, but it will enlarge the future.

The clear lesson here is that it is only in the practice of leadership that we influence our world. Rather than view the iPhone 4 problems as a setback, Jobs saw it as a healthy, inevitable part of becoming a successful company.

As American football coach Lou Holtz once said, “Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.”

Steve Jobs exemplified just that. Without his passion and leadership to get through the crisis, the public would not have believed in his ability to resolve the iPhone 4 antennae situation.

As you think about your career and obstacles you face, remember that Steve Jobs believes, “Passion rules! Passion is about our emotional energy and a love for what we do. Without passion it becomes difficult to fight back in the face of obstacles and difficulties.”

The next time you face a crisis, let your passion kick in and guide your leadership decisions.


Thursday Thoughts On Leadership: March Madness

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March Madness begins today. No, I’m not talking about your latest short sale. I’m talking about the NCAA Men’s basketball tournament. The top 64 teams in the country begin a single-elimination tournament today to crown a National Champion. If you win, you keep playing. If you lose … you go home. Anyone can win. In theory the worst team has the same chance as the top team to win it all. Of course in reality only the top teams win. The best coaches, with the best players and the best preparation win. In fact the “lowest” seed to ever win was the eight seeded Villanova Wildcats in 1985. In fact, in the 71 year history of the tournament, four universities have won the tournament a total of 28 times, almost half. Even more telling, 33 coaches have one championship while the remaining 48 championships have been one by just 13 coaches. Is this starting to sound like top producers in the top real estate companies? It should. Like the tournament, in theory anyone with a real estate license can finish as a top producer. In reality, the best prepared, hardest working agent finishes at the top.

How can an agent, a manager, or the CEO ensure that they finish at the top in an open competition, in a tournament of sorts? Is every listing up for grabs? Do all new agents or recruits spread out evenly to all of the companies? Success is not distributed evenly. Although it can seem chaotic, when you peel back the layers you find that the leaders in our industry are the hardest working, best trained, most dedicated individuals. Consider again the basket ball tournament for an example.

The University of California, Los Angeles holds the record with the most championships with a total of 11. Of those eleven one coach, John Wooden, led them to the top ten times. Far from the Madness we talk about today, for a time the tournament was very predictable. From 1964 to 1975, UCLA won the championship 10 times. As with so many examples of extreme success, it is easy to try and justify why he won so much. He had the best players. The truth is that only two of his players made it to the NBA Hall of Fame.

His secret was that his leadership attracted top players because he was always able to draw the best out of each and every one of them. He inspired his players to always achieve their greatest according to their abilities. This is evident in his sayings, “Success comes from knowing that you did your best to become the best you are capable of becoming,” and “Don’t measure yourself by what you have accomplished, but by what you should have accomplished with your ability.” He was a great recruiter, he was a great teacher, and he was a great coach. He didn’t wait for the championship game to put it all together. He put it all together on the journey. He always emphasized that practice and preparation was the most important thing, so that when the championship game arrived, his team was always better prepared and inspired to win. And they did.

Finally, he built his teams on a Pyramid of Success based on principles such as enthusiasm, condition, skill, confidence, poise, team spirit with the top of the pyramid being competitive greatness that was applicable to not only basketball but to any endeavor. He explained competitive greatness by simply saying, “Perform at your best when your best is required. Your best is required each day.”


Thursday Thoughts on Leadership: Measure leadership by those who follow you

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Every true leader understands the value in measuring the caliber of people in their organization. It doesn’t matter what kind of group or organization you are leading, or the size; the caliber of people you lead speaks volumes about you, your organization, and your direction.  As Dennis Peer put it, “One measure of leadership is the caliber of people who choose to follow you.”

There is a great relationship that is developed within a great organization, the leader motivates, and guides, but eventually the group matches the challenge and catches up, and now they push the leader forward so that the whole company can grow. Against that push, the leader must strive to find new objectives, new models and new goals in order to once again bring the organization forward in its development. The French diplomat Tallyerand, once said “I am more afraid of an army of 100 sheep led by a lion, than an army of 100 lions led by a sheep.”

At the 2007 NAR Conference & Expo Bob Moles and I were recognized and awarded the prestigious RISMedia National Home Ownership Award for “outstanding achievements among residential real estate’s most influential and charismatic leaders.”  Often, as President of Intero, I accept such awards, but these awards are truly achieved because of the team that I lead. The Intero team of agents, staff and management are the highest caliber in the business, and I have the privilege of leading them.

Soon, it will be time to turn the spotlight back on those who push me every day to be a better leader by once again recognizing the best within our group through the Intero Achievement Awards. Every year it is a nice benchmark for where we stand as a company and as individual members of the whole.

It has been demonstrated that people’s motivation to increase their productivity only increases when they have a challenging goal and receive feedback on their progress. The awards are a very public way to give that feedback. It lets us know if we are still climbing, and it lets me know how much more I need to do to meet the challenge.  As described above, the leader pulls the group forward, and the group rises to the challenge and pushes the leader to still greater achievements, the group’s momentum never stops.


Thursday’s Thoughts on Leadership: High Expectations Lead to High Performance

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Leaders know high expectations lead to high performance. Leaders know that the more people believe in themselves, and their leaders believe in them, the more they will accomplish – at all levels. To ensure that people achieve their best, leaders have to take steps to bring forth the best from others. The first step is setting an expectation of high standards, which then becomes a self-fulfilling prophecy. Successful leaders have high expectations, both of themselves and of their charges. It is amazing to see how people react when high expectations are placed on them. If we expect them to succeed, they probably will.

Bob Moles, who has always played a large role in my professional development and success, has always driven me by expecting my absolute best. He expected me to succeed. Where his expectations aligned with my determination and my performance, success followed. Those expectations became my own standard of success and thus they became my own expectations.

I used that as a foundation to set high expectations for everyone at Intero based on the expectations I have of myself. Leaders have to show the way. They cannot point in a direction and ask you to go, they have to take the first steps and ask you to follow. A leaders’ expectations are credible only if they are a reflection of their own record of achievement and dedication, and daily demonstrations of what and how things need to be done.

Leaders recognize the impact of self-fulfilling prophecies. Leaders treat people in a way that bolsters their self confidence, making it possible to achieve more than they may have initially believed possible of themselves.  The German writer Goethe, once penned the line, “Treat a man as he is, he will remain so. Treat a man the way he can be and ought to be, and he will become as he can be and should be.” Success starts with leaders with the vision to set high expectations, it is reached by individuals with the drive to prepare and work hard enough to reach them.