ASK THE COACH

YOUR TEAM WILL NEVER CARE AS MUCH OR WORK AS HARD AS YOU DO; YOU SET THE BOUND­ARIES FOR THEM.

Elite Agent - - CONTENTS - Clau­dio Encina

Q How can I more ef­fec­tively mo­ti­vate my team? Francois Vas­sil­i­ades, LJ Hooker Camp­sie A The fu­ture of lead­er­ship is be­com­ing not a good leader, but about be­com­ing a high­per­for­mance leader. I nor­mally raise this with clients if they are strug­gling to get their team to per­form at their high­est level. They need you to step up; they will never out­grow or out­per­form you with the level of ef­fort you bring. The fact is, they will never care as much or work as hard as you do; you set the bound­aries for your team.

There are seven traits that make a high-per­for­mance leader. 1 Con­stant state of growth.

For high-per­for­mance lead­ers it's al­ways about how to keep grow­ing week by week, month by month and year by year; not grow­ing is a for­eign con­cept to this type of leader. Look at al­ways ex­pand­ing your skills, tal­ents, mind­set. Get your­self into a growth process. Five ar­eas where I be­lieve you should al­ways be grow­ing are spir­i­tu­ally, men­tally, phys­i­ol­ogy/ex­er­cise, re­la­tion­ships and skills. As they say, lead by ex­am­ple. 2 High level of re­spon­si­bil­ity.

Al­ways take 100 per cent of re­spon­si­bil­ity with any­thing and ev­ery­thing in your life, in­clud­ing your team. If you take re­spon­si­bil­ity and own­er­ship then your team will start to take re­spon­si­bil­ity too. 3 Love the process. It's the process that will give you the nec­es­sary out­come. Most agents or prin­ci­pals don't like pro­cesses and pre­fer to fo­cus only on the out­come, but you can't achieve great things in life without hard work. Learn to love the process.

4 Spring-loaded to­wards

ac­tion. You've heard the say­ing ‘Just do it'. That's what the high-per­for­mance lead­ers do; they don't dwell, think or pon­der but just take mas­sive ac­tion. Don't get stuck with paral­y­sis anal­y­sis. Make sure your fo­cus is in ac­tion, not in­ac­tion. 5 Run to­ward your fears. The brave eat their fear be­fore the fear eats them. One of the daily prac­tices of ex­cel­lent lead­ers is to do some­thing that stretches them and causes them to con­front their lim­its. That's how you build self-con­fi­dence and be­come in­vin­ci­ble. Push risk. Hug change. Go for your big­gest op­por­tu­ni­ties.

6 Per­sis­tent level of de­ter­mi­na­tion. Fail­ure is quit­ting be­fore you've reached your out­comes. High-per­form­ing lead­ers are able to pur­sue their out­comes and not quit un­til the job is done. It's not about the set­backs, fall­ing short or miss­ing the goal; you only fail when you quit go­ing for the out­come.

7 No lone wolves. You can't do this on your own. You know your strengths and weak­nesses. A team will al­ways out­per­form an in­di­vid­ual, so learn to em­power oth­ers, del­e­gate and trust peo­ple.

Go through the rest of your life be­ing one of the rare in­di­vid­u­als who's not a good leader or a great leader but a high-per­form­ing leader. Q Any tips to get your­self out of a sales slump or rut? Paul Ephron, Richard­son & Wrench Bondi Junc­tion A The first thing is to let go of the past and don't think about the fu­ture; just fo­cus on what's im­por­tant right now – the present. Think­ing about the past and the fu­ture can bring anx­i­ety and stress. High achiev­ers are able to man­age their moods and emo­tions through the highs and lows of the real es­tate roller­coaster.

Get­ting your­self out of a sales slump starts with your self-talk, as that be­comes your thoughts. Your thoughts be­come your fo­cus, your fo­cus be­comes your ac­tions and your ac­tions lead to your re­sults.

Self-talk is crit­i­cal. Fo­cus is noth­ing more than the ques­tions you re­peat­edly ask your­self. It's how you de­ter­mine your fo­cus that counts; it's the power of the right ques­tion that ul­ti­mately pro­duces that at­ti­tude, which in turn de­ter­mines the kind of ac­tions you take. So if you want to be in the right ac­tion you've got to have the right at­ti­tude, start­ing with your body, your self-talk, and your fo­cus. When you take ac­tion – when you make those phone calls, knock on those doors, do the things you know you're sup­posed to do to go out and win – you pro­duce re­sults. And the re­sults sim­ply re­in­force your body, your self-talk and your fo­cus.

Think about it like this. Does your in­come get im­pacted by your per­sonal psy­chol­ogy? Does your in­come get im­pacted by the way you move your body? You and I both know con­fi­dence with your clients is ev­ery­thing, and if you're walk­ing around in a sulky state they don't want to buy from you. If your self-talk is slightly off around the cus­tomers it's al­most like they can smell it – like sales B.O. Wher­ever you put your fo­cus the cus­tomer is go­ing to fol­low.

All these things are crit­i­cal to your suc­cess as a sales­per­son: at­ti­tude, ac­tions and re­sults. Get into the right state of mind, cast a larger net and pro­duce the kind of re­sults you de­sire.

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