May 29, 2008

Do You Believe In Yourself?

Some people thrive in the spotlight while others are at their best in the background. Certain personalities excel when the pressure is on and others can crumble when they feel people are watching their actions.

Examples are obvious in the world of sports because that's where we see pressure being faced on a daily basis. Who wants the ball in their hands when the game is on the line? Michael Jordan and Larry Bird were two of the most clutch players in basketball history. Joe Montana or John Elway come to mind in the NFL. If you're a baseball fan and your team needs a big hit, give me Derek Jeter.

In the world of real estate, "clutch players" as they are referred to in sports might not be that obvious. Maybe that's because we don't really think of real estate as a team sport...but we should.

  • You create a team with your clients, their lender, inspector, attorney and anyone else involved in the transaction.
  • You are part of a team with your local office, your local company, your local Board of Realtors and so on, all the way up to the brand you are affiliated with.
  • If we use the name "Realtor", we are all part of the National Association of Realtors and that is a team that has been intact for over 100 years.

So how do we "step up to the plate" as independent contractors and still carry the weight of our team on our shoulders? We understand Business Principle #4:

"We embrace our Vision and Mission believing that our individual performance affects the success of everyone"

If everyone agent, manager and staff person within our company focused everyday on providing "truly remarkable service" - our Mission - then there is no doubt in my mind that we would "be the preferred gateway for exceptional real estate experiences" - our Vision. Do you believe that?

Every one of us has a chance to shine in the spotlight and when we do it affects every one of us. When we answer the phones professionally and with enthusiasm, it shows the caller how Coldwell Banker treats customers. The way a potential buyer is treated at an Coldwell Banker Open House in Atlanta can affect their impression of the Coldwell Banker company in Cincinnati. The services delivered by a listing agent in Columbus will impact the Seller decision to work with a Coldwell Banker buyers agent in Santa Fe.

In one of my favorite books of all time, QBQ! The Question Behind the Question by John Miller, the idea of believing how you impact the company and how the company impacts you is crystal clear in Chapter 24 titled "An Integrity Test."

"Here's an integrity test for anyone who's part of an organization: Does what we say about our organization while we're at work match what we say at home? If it's positive at work and negative a few hours later at home, we have a choice to make. Here's an idea we should all consider:
Believe or leave.
Sound harsh? Maybe. But if the organization is no longer a vehicle to help us reach our life goals, why would we stay?
Answering that question honestly is part of practicing personal accountability."

The book by Miller, along with the follow up Flipping the Switch are both high on my list of suggested reads so perhaps you could check out the rest of the messages in these books and see how they apply to your business...and mine. (For more information on The QBQ!, visit their web site here)

If you haven't been reading all of these posts, it might be a great time to go back and review the early posts about the Vision and Mission statements. Business Principle #4 doesn't even begin to make sense until we know what it is we are trying to embrace.

What do you think? How does your actions affect other people in your office? The company? Our industry? Reply to this post with your thoughts.

Until next time...Build relationships...Solve Problems...Have fun.

QBQ! The Question Behind the Question and Flipping the Switch are both written by John G. Miller and published by Denver Press