Ninja Selling Podcast Quality Leadership and Management in Real Estate
Matt and Garrett share their insights from the Ninja Selling Leadership Institute about how to become a better leader and good quality manager. They talk about how this can influence an office and lead to greater success for agents as well. Broker managers can make or break the entire company experience, but not everyone is meant to fit this role. Our hosts break down Larry Kendall's approach for bringing in the right people, hiring the best of the best, and making sure agents are coachable, not just great producers. They discuss the importance of having a strong vision for your company, how this can help you attract ambitious agents, and using your core values to guide every decision toward growth moving forward. You'll hear Matt and Garrett's most important takeaways from their time at the Leadership Institute, and they reflect on how these principles can work for leadership roles in any industry.
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Episode Highlights:
- Matt and Garrett attended the Ninja Selling Leadership Institute
- Today's episode is about what they've learned from the course about good quality leadership and managers
- Informal leaders
- Larry Kendall's quote that effectiveness equals the quality of the decision multiplied by the buy-in, not plus
- A 10/10 decision with one buy-in is a "10" idea, but a 7/10 quality decision with 8 buy-ins is now a "56" idea
- What are you experiencing with your agents - Anxiety? Lack of buy-in? Stress? Confusion?
- Look back at the pieces you're missing that are causing this outcome
- If you make better managers, and make them better leaders, you'll see better agents as a result
- Managers can make or break the entire company experience
- Some people fit well into that role, others do not
- Hire managers who create a positive work environment and "rally the troops"
- Larry Kendall's process for hiring agents
- Bringing in people who are coachable is the most powerful thing you can do for your company
- It's not all about their numbers - you want to make sure they're ambitious and ready to learn as well
- Some offices have certain hiring quotas that make it difficult to focus on quality
- As managers, you need to ask yourself whether company core values align with the metrics you're required to hit
- This ties into the vision of the company
- You can have a productive company, but without a strong vision, it's never going to feel like freedom
- Make your vision big enough so that everyone else's vision can fit underneath it
- Productive time for managers and agents
- Manager's job is to drive GCI, and agents bring in the GCI
- These principles apply to leadership roles in any industry
Quotes:
"Being a great manager doesn't necessarily equate to being a great leader."
"If you're a good leader in the office, you know who your informal leaders are."
"Effectiveness equals the quality of the decision, multiplied by the buy-in."
"You watch these offices that just struggle to get things accomplished. They've got all this great stuff, but they don't know how to make it come together."
"What are you experiencing with your agents? Is it anxiety? Is it lack of buy-in? Is it stress? Is it confusion?"
"A lot of people come to us because they don't have great managers."
"It's not the commission splits. It's not the technology support that gets agents to stay or leave. Those things are important, don't get me wrong. But it ultimately comes down to who is the manager."
"Who are you putting into that role? There are people that are meant to be good managers, and they're meant to rally the troops. And they're meant to give complex information in ways that everybody can understand… That's a skill. And a lot of that skill is not trainable."
"Bringing in the top of the top, the best of the best, the ones that can follow rules, the ones that are coachable."
"If you focus on coachability, you can take somebody who is brand new to the business, but they're ambitious, they're ready to listen. And that's got to be part of your recruiting process."
"As managers, as leaders of a company, look at what you've established as your core values, and ask yourself, Do our practices that we have in place, in the metrics that we're telling people to hit, match with what our core values are? And if they don't, then we have a mismatch that you need to go back and say, Hey, let's just readjust some things."
"When you have a vision, you can attract agents because they know exactly where you're going. And you'll attract the people who want to be a part of that and want to go with you."
"Make your vision big enough so that everyone else's vision can fit underneath it."
"[Vision] is what's lacking the most in most companies. And then they wonder why they are herding cats all the time."
"The manager's job is to drive GCI - that's their job. And the people who bring in the GCI are the agents."
"The biggest thing that I think people can take away from this is, this is a very, very important thing in this industry. Focus on quality leadership, quality management. Whether you're an agent trying to encourage that from your owners and your managers, or you're a manager encouraging it from your owners, or you're an owner. Let's go top down."
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