Leadership’s Most Ignored Tool

One on one
The most effective tool leaders have at their disposal is also the most ignored.

What happened to talking with our team members, one-on-one, over coffee? I think we’ve become so busy that we no longer allow time to do this most important leadership function, but do we really save time by neglecting our one-on-ones?

There is an old leadership saying:

Loyalty is most often won in private.

If you believe this, you understand why taking the time to sit down with a team member and ask “How are you?” is so important. It is so important that if you fail to do it regularly (at least once a week), and with all team members – right through to the receptionist – I guarantee that you will spend much more time hiring new people than you will ‘waste’ doing one-on-ones.

Ask “How are you?” and you may avert a performance slump, resignation, or even better, you may help your team member overcome a personal problem. This is the highest calling of leadership and the one that wins loyalty above all others.

And do listen to what your team member answers to the “How are you?” question. Never accept “Good” or “Okay” without further questioning. Listen to the tone of voice and observe the body language. If you detect a cover-up ask this question: “How are you, REALLY?”

You might be surprised what you learn. Perhaps the team member is not getting the support from her spouse and is thinking of leaving. It might explain why her performance has waned. Now you know what the problem is, you might decide to take your team member and her spouse for dinner and see if you can address the problem.

Sure, it might not work, but thanks to the one-on-one you know what’s coming and are in a position to prevent it rather than do what many leaders do, which is to express total surprise at the resignation, followed by despair, followed by a vain attempt to fix the problem. It’s often too late.

Are one-on-ones time consuming? Try hiring and training a newcomer and judge for yourself which is the best time investment.

In our Real Estate Agency Management Program we plead with leaders to spend time with their team members, ranging from meeting twice a day with recruits who are in their first month with the company, through to once a week with experienced people, for as long as they remain with the company.

I believe that a one-on-one with each team member once a week is the bare minimum. Some people might think this is over the top, but let me warn you: ignore your people and you will spend more time hiring.

Recent Articles

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

When Salespeople Won't Do the Actions

In my work as a real estate agency profit consultant, I have heard all the excuses. It's twenty years since I heard a new one. The com...

Break Even Early

"If you want to boost your real estate agency's profit, put more focus on your agency's Break Even Point", says real estate agency profit consulta...

Studying in the 21st Century

Any person who wants to succeed in their career must study their craft. Self-improvement isn't a luxury. Winners realise that every dollar they inv...

How To Enjoy Your Work

Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as ou...

Less Selling, More Leading

Multi-tasking is a myth. While performing two straightforward chores at the same time is easy - you can stir the custard while talking on the...

What is a Result

The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what i...

There's More To a Good Sale Than Just Closing

Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it's closing. But there is more to a GOOD sale than...

No Bad Days

In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of ba...

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