Leadership: Not Just Bossing People About

Leadership
“In the past a leader was a boss. Today’s leaders must be partners with their people. They no longer can lead solely based on positional power”.

Ken Blanchard

Today’s generation of employees are different from previous generations. Gone are the days when respect automatically came with the title of supervisor, or boss. Today you have to earn respect.  And, if team members do not have respect for their leaders, they are prepared to shop around for a company, and leader, that suits them.

I see this as a positive sign. I would much rather have a team comprised of people that wanted to work with me, instead of a group of people who only stayed with me because I paid them.

Terry R. Bacon, in his book The Elements of Power: Lessons on Leadership and Influence, said:

You can be knowledgeable, eloquent, and attractive (in every respect), and have existing relationships with the people you are trying to influence, but if people perceive that your character is flawed, your power to lead or influence them will be greatly diminished. That’s why character is so important.

So how do you earn the respect of each team member?

Show respect

If you want your people to respect you, show them respect. Listen to their suggestions, show interest in their lives, in the things that concern them. Help them however you can.

Train them

Conduct training sessions with your people – at all levels, from reception, administration, through to sales and Property Management.

Never send anybody to an external training session – go with them. This is important. If you do not attend training with your team, you send a message that training is beneath you, or that you are too busy to train. Set this example and you cannot blame your people for having the same disdain for training.

An untrained team is an incompetent team. Incompetence costs far more than training.

Be consistent

Whatever policies or culture you wish your team to adopt, you must lead the way by being consistent with those policies and cultures.

You must never say one thing and do another. This is hypocrisy and will lose respect almost as quickly as dishonesty.

At the Pittard Training Group we have a culture of never saying or doing anything that is not consistent with the contents of our manuals. We never advise our clients to do something in their businesses that we do not do in our business. Likewise, as individuals, our behaviour is consistent with our manuals. We treat this as an important part of our culture. Our team knows it, and as a group we demonstrate it internally, and externally, by the way we conduct our business.

Control your emotions

Let’s face it: sometimes my people do something stupid. But then again, so do I on occasions. I am not perfect and I don’t expect my people to be either. 

As leaders, we must control our emotions. When someone on your team makes a mistake, being abusive does not solve the problem and, if you make a habit of it, creates even worse problems. If a team member confesses to a mistake and you react with abuse, your team eventually learns not to come to you with bad news. If the team covers its mistakes because it fears you, this is a recipe for disaster.

It is acceptable to say that you are angry, and that you never want to see this type of behaviour again, but then begin to work with the team member on a solution, and counsel the team member to ensure that the error does not recur.

Be scrupulously fair and honest

Some people are honest, right up until the point where money is involved, and then all bets are off. You cannot be this type of person. 

For example: a seller expresses dissatisfaction with the way your salesperson handled the sale of her property. She believes that she should not have to pay the fee.

Before you get angry, or jump to the defence of your salesperson and deny the request, ask, “Does she have a point?” Ask yourself another question: “What is the right thing to do in this circumstance?

Run it past an independent person if necessary, but do what is right and fair. Your team will respect you and will be happier knowing that they are working in a company that puts fairness above the almighty dollar.

Actions speak louder than words

Yes, it is a cliché, but it contains wisdom .

What a pity that many parents don’t realise this. They warn their children not to touch drugs, then go to the fridge and pour a huge glass of beer. Children watch what you do. So do your employees.

Your team watch you, and define your character in their minds, based on your actions. To quote Terry R. Bacon:

Whether or not you manage others, your character is a substantial part of your credibility as a human being and underlies all other sources of personal power. If you are a leader, your character is the core of the magnet that draws followers to you.

There is far more to leadership than ordering people about.

In the 21st century, your people work with you, not for you.

Recent Articles

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...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people are saying that a new player in the Australian market,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

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