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

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...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

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