When change comes to town, it seems to divide people into two camps: victims and villains. Those who precipitated the change are often the bad guys of the situation. And everyone else seems to be warily looking for their name on the chopping block. Change has the same effect on businesses, which is why mergers and other structural shake-ups can be so damaging to morale and productivity.
But they don’t have to be. While reading Sharon Melnick’s new book, Success Under Stress: Powerful Tools for Staying Calm, Confident, and Productive When the Pressure’s On, I came across her seemingly stellar exercise for people who are going through this kind of flux. It’s called “WIN at Change.” While it is intended for the individual, I think that brokers, managers and leaders of all kinds could benefit from it.
The exercise is predicated on Melnick’s theory that if you take responsibility for your 50 percent of any given situation, your stress level will decrease, as you’re holding up your end of the bargain with the understanding that you can’t do it all. I think that’s a key component to this exercise, and I think managers would do well to mention that ideal as an introduction to the exercise. As Melnick says, “It’s tempting to comment negatively on other peoples’ decision or to be fearful of the uncertainty, but the way to stay productive is by managing yourself” (emphasis hers). If nothing else, it should quiet detractors long enough to get through the exercise!
So, here’s what you do. Gather all the stakeholders and hand them two pieces of paper. The first one should be split into thirds, and the second one blank. Here’s your script: Continue reading »
It seems that whether you hate continuing education (CE) credits with a passion or you’re a card-carrying member of the Raise the Bar group, you’d agree that good real estate training is hard to find. I hear brokers and sales associates alike complain bitterly about the educational dearth on both the giving and the receiving ends.
“The average real estate training program is no program,” a trainer and former real estate professional told me recently. They went on to say that associates generally don’t try to fill the gap themselves, either, usually because they feel like they’re too busy. “They do CE because they have to… They don’t even know they’re clueless.”
Now Jeff Cobb’s new book, Leading the Learning Revolution, is targeted at people who want to become teachers, lecturers, educational gurus, and the like in this new age of adult learning. And if you fall in that category, I’d recommend it as a resource in your endeavors. But it’s not really aimed at brokers simply trying to train their sales associates. Regardless, in reading the book I came across a chapter that could help solve this real estate training conundrum.
Let’s say you’re a broker trying to offer some useful training to your associates. Why aren’t they showing up in droves, you ask? Well, Cobb has a checklist that might provide some insight as to what you missed. Continue reading »