Hunter or Hunted?

Hunter_hunted

“According to Major General Hoyt S. Vandenberg Jr., USAF, retired, all leaders fall into two groups: the hunters and the hunted. Hunted leaders are trying to avoid failure; in their hearts they lack self-confidence and don’t expect to succeed. Hunter leaders expect to win. They are enthusiastically hunting success—and they fully expect to find it.”

Heroic Leadership: Leading with Integrity and Honor
by William A. Cohen

We have all heard this comment about a sporting team that just lost the game: “They played to NOT LOSE instead of playing to win.” This strategy fails so often that it is astounding that anybody believes it to be good strategy.

This is fear-based thinking. This is ‘hunted’ thinking.

‘Hunted’ leaders are scared to make mistakes, scared to fail or to risk failure. This way of thinking, especially for a leader, is immobilising to the leader and infectious to the team. If this thinking infects the sales team – and it does – the business will not succeed. A salesperson afraid to risk failure will not last.

This thinking probably had its origins during our school years. At school, the emphasis is on being right. To be wrong is to fail.

Memory over learning

Schooling is less about learning and more about memorising. Tests are really memory tests, not learning tests. There is no emphasis given to making mistakes and learning from them.

This is what you have to do in order to succeed in business: make mistakes and learn from them.

It begins by being WILLING to make mistakes. Hunted leaders will not do this.

In business, playing to not lose leads to stagnation. Stagnation leads to mediocrity and to being overtaken by competitors.

Hunted leaders, those afraid to make mistakes, should ask themselves, “If I try this, what is the WORST THAT CAN HAPPEN?” The answer is usually “not much.”

Have a go!

Work on your business. Try different things. Try different marketing, different ways of doing things, and dare I say, different people if the ones you have are not producing results.

Sure you will make mistakes. If you muck up, fix up, and then have another go. Over time you will discover a formula that will take your business to new profit heights. You will be the hunter, not the hunted.

I find it helpful to look on my business as a hobby. Hobbies are not work: they are a pleasure. We happily work at hobbies. We tinker, we experiment, we research, we ask advice. Above all, we try to be proficient at our chosen hobby. Half the fun is learning to be proficient. Ask any golfer if they have ever achieved perfection. If it’s all about perfection, then, why do they still play? 

As long as you are making some profit, you can afford to play with your business, work at improving it, and risk making the odd mistake on the way to greater profits.

If you are losing money, the first thing to do is to stop the profit leaks so that you are at least breaking even. Once the loss has been stopped, work at implementing proven programs. Develop the business so that it makes healthy profits. Risk failure. Tinker. Have a go.

Be a hunter leader, not the hunted.

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