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