PARTING THOUGHTS: (full story)
A
Time For Leadership ...
People are scared. In my
recent travels and conversations with folks all
over the U.S., I hear tales of fear, uncertainty,
and their primary offspring, retrenchment.
Stories abound on how clients and prospects are
showing hesitation or are outright canceling
their plans for that move or purchasing their
dream home —as they worry about their jobs and
personal safety...
Many sales associates appear
to be in a state of shock, not only as a result of
the September 11th tragedy, but to its economic
fallout as well. With the incredibly great market
we've all enjoyed for the last few years
apparently coming to an end, many agents seem
frozen —as they worry about whether they will be
able to stay in the business.
Brokers, many of whom were
already struggling with issues of reduced profits,
are looking to cut costs and forestall otherwise
important strategic initiatives —as they worry
about the consequences of an extended economic
slump.
I've heard association
executives almost in a state of panic as they face
the prospect of potentially dramatic reductions in
membership through economic induced attrition.
Reduced programs and services seems to be the
order of the day —as they worry about the
organization's (and hence their own) relevancy in
the new economic / social reality we are all
facing.
It's Not About You
Are you seeing a pattern
here? It seems that throughout all levels of the
industry we are witnessing retrenchment, a pulling
back, and cessation of the forward march. Which
shouldn't be too surprising since the natural,
survival-based response to fear, uncertainty, and
doubt is to, figuratively speaking, curl up into a
ball. Unfortunately, this doesn't work very well;
either for ourselves or those we serve.
What does work however is
leadership. Leadership is the ability to inspire
confidence, vision, and positive action in others,
especially during times of uncertainty. In
exhibiting leadership we are outwardly focused
towards helping others and in so doing, we serve
ourselves in the best way possible also. Giving
into fear through retrenchment and paralysis
however, is an instinctual inward focus driven by
a primal urge to survive —often producing the
opposite intended effect.
There are many ways to show
leadership, no matter what level you work at.
Agents for example, can put on community meetings
or workshops on how homeowners can maintain and
maximize their property's value in a down market.
Or, you could collaborate with your favorite
lender and CPA to teach groups of consumers on how
to minimize their housing payments. These are just
some of potentially hundreds of ideas to help your
current and future customers during these times.
Brokers and their managers
can form collaborative "teams" within their
company to work on creative solutions for the
current market reality. Associations executives
can focus on low cost, yet high impact educational
programs that will help their members make it
through periods of reduced business.
Leadership is about helping
those that depend upon you. True leaders are also
visible —especially in times of uncertainty.
People look for a beacon that will show them the
way. I know of one such leader who happens to be a
director for a major franchise region that is
close to ground zero. After the September 11th
disaster, he took the time to go from office to
office throughout his region just to listen to the
concerns of sales associates and brokers. In so
doing, he provided a sense of reassurance no
missive could ever hope to achieve. Now that's
real leadership.
Shift The Way You "C"
As human beings, we all have
a choice on how to respond to crisis. You can
react by shutting down or you can lead the way by
taking creative action. In fact, if you take the
word "REACT", move the "C" in front and then add
an "E" at the end (for energy --of course!) you
get "CREATE" (thanks to my personal coach John
Fellito, who lives just minutes from the WTC
ground zero, for that insight).
Ironically, it is exactly
times like these that offer the best opportunity
to set yourself apart from the rest of the
(huddled) masses. While so many others are
reacting to and paralyzed by fear, your proactive
leadership will differentiate you in a most
profound and memorable way. Look back throughout
history and you will see the truth in this.
Now is your opportunity, now
is the time for your leadership. |
