Growth Isn’t Always Good

Growth appears to enjoy good press, but is it always a good thing? I don’t think so. Here are two examples.

A person contacted me saying that he was thinking of opening a real estate agency. He and his wife had another business that still required a good deal of input from them both and would for the foreseeable future. I advised him not to open just yet – wait until the other business was profitable, established, and didn’t need input from the one who was going to run the real estate agency. They opened anyway. Now they are nearly broke.

Another couple has a real estate business and wants to move into another town. Their first business still needs work to make it consistently profitable and it needs a lot of input to get the team right. Some people need to be terminated, some need to lift their game, and others need to be hired and put on a path to peak performance. Continue reading Growth Isn’t Always Good

Discipline

discipline

Discipline. It’s the difference between success and failure.

Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.

You would be forgiven for thinking this is not correct. For example, you may have a salesperson who produces great results, but whose office is a disaster. I can think of many like this – desks a mess, time management all over the place, but they get results. How can anybody think that people like this are disciplined? Continue reading Discipline