Habits Reign Supreme

The Power of Habit
You may have heard of The Mirror Principle, which contends that the quality and performance of the team is a direct reflection of the leader. Lazy leader = lazy team. Focused leader: focused team.

Your team is less inclined to listen to what you say. The team is more inclined to do what you do. Actions do speak louder than words.

The Mirror Principle is no more obvious than in the habits exhibited by the leader. Habits reign supreme. If you have good habits, your team will develop those good habits and apply them in their work and daily lives. When this happens, your office is on its way to great heights.

Charles Duhigg said in his book, The Power of Habit:


“Some thinkers”, Aristotle wrote in Nicomachean Ethics, “hold that it is by nature that people become good, others that it is by habit, and others that it is by instruction”. For Aristotle, habits reigned supreme. The behaviors that occur unthinkingly are the evidence of our truest selves, he said.

Leaders must instil in their teams the habit of performing winning actions, which in turn lead to results – EVERY DAY. These habits must be so ingrained in the team that they perform the necessary actions, to use Charles Duhigg’s word, unthinkingly.

You can choose to be the type of leader who says, “Do as I say!“, but that won’t get you far. If you want your team to do the right actions, daily and in large quantities, you first must lead the way. Be a “Do as I DO” leader.

For example, for many years we have advised leaders to go out door knocking on the first Monday of every month for a half-day and prospect for people who might be interested in a real estate career. The purpose of developing this habit, we tell our leaders, is to instil in the leader the habit of always being on the lookout for winners.

The chances of finding a winner this way are fairly low, but this is not the point. The point of this winner door knocking is to sharpen the leader’s focus onto finding winners, and on making this a HABIT.

But this method has a second and far more powerful advantage. When the leader who has a salesperson who is reluctant to prospect, the leader can say, “I door knock every month to find winners to join our team. If it’s good enough for me, it’s good enough for you”. Such is the power of example. And such is the power of habit. If door knocking is a habit for you, you have every right to expect that it becomes a habit with every member of your team.

Some leaders expect their title to command respect. That doesn’t work these days. These days you must EARN respect.

You do this by your actions, winning actions that become habit. Once your team sees you performing winning actions on a daily basis, there can be no excuse for team members not doing the same.

I don’t expect you to door knock looking for sellers, taking out buyers; etc. – such actions are what your salespeople are paid to do – but there are similar leadership actions which, if performed regularly until they become habit, send a clear message that you are focused on the right actions and that your team should be too.

There is no escaping the power of habit. Habits do reign supreme.

Recent Articles

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us