Lessons Learned as a Leader

By
Real Estate Agent with Solutions Real Estate CA DRE #01490977

I just spent the last 2 days at a pretty intense leadership training workshop for the Council of Residential Specialists in Phoenix. Attendees were folks who are going to be 2010 Presidents and President-Elects for local CRS Chapters around the country. Almost every CRS Chapter was represented, with about 100 people in attendance. 

Council of Residential Specialists logoThe focus was on:

  • getting to know each other
  • exploring best practices in chapter leadership around the country
  • discussing both existing and new but effective recruiting strategies to grow our respective memberships
  • looking for opportunities in this economic downtown
  • gaining a broader perspective of Chapter leadership within the larger CRS organization, and understanding roles and responsibilities from a procedural perspective. 

Day 1 was highly interactive, to share ideas and best practices, and strategize about new processes and procedures we can implement to benefit our members and better enable them to be successful in their real estate businesses in the challenging markets we face. 

While much of the learning was focused more on the leadership, there were some valuable lessons that could benefit clients. 

To say this was a mild mannered, passive, quiet group of agents would be a mistake. I observed some behaviors that I felt (and others, too) were inappropriate or distractive to the task at hand.

In any case these behaviors did not contribute in a positive way to a good dialog and sharing with the groups. That being said, the multiple small group interactions were instructive on a variety of fronts, with some observations, and lessons, for working with clients.

 

DON'T DOMINATE THE CONVERSATION

Everyone likes to be heard, and to share their perspectives, but unless you are talking with yourself there are others involved - hence the name dialog. No one like a domineering person, except that person. The know-it-all is always right even when they are wrong, but of course no one can tell them that.

 

LISTEN TO WHAT OTHERS ARE SAYING

This is enable you to respond appropriately to their question or statement instead of saying something that implies you didn't pay attention, or don't care, about their perspective. REALLY listen. 

 

ASK QUESTIONS FOR CLARIFICATION

This will ensure you understood correctly, or if you did not. 

 

PROVIDE FEEDBACK

This will help let the client know you heard and what you thought, for example if they asked a great question or provided a perspective you had not thought of. It also works to double check in what you hear them saying.

 

TRY TO NOT BE NEGATIVE

Do try to put a positive spin on a negative situation or provide a more diplomatic way of saying something that may be a critique or unpleasant topic that must be shared. Negativity doesn't help anyone and just makes the situation more unbpleasant.

 

KEEP IN MIND THE AGENDA AND PURPOSE OF THE DISCUSSION

In the case of clients is probably finding out what their needs and concerns are so you can help, answering their questions, and providing information they need to make informed decisions, among many other things. Put your personal agenda away. It won't help the relationship and can be a turn-off.

********************************

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All content copyright © 2009 Jeff Dowler Carlsbad Homes and Real Estate Tidbits

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Ambassador
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George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
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Jeff, sounds like you might of had to many type "A's" in one location.  It is a shame when a few begin to ruin it for the rest.

Aug 30, 2009 01:31 PM #1
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Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

JEFF..I love CRS course..They are wonderful ..

Helpfulhannah

Aug 30, 2009 01:37 PM #2
Rainmaker
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Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Hey JD,

I just heard (from you know who) it was a great session, thanks for the info!

Aug 30, 2009 01:43 PM #3
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William Johnson
Retired - La Jolla, CA
Retired Real Estate Professional

Hi Jeff, Well I for one, sure am glad you got this training.


DON'T DOMINATE THE CONVERSATION

Too funny, LMAO!

Aug 30, 2009 01:44 PM #4
Rainmaker
1,921,168
Tom Braatz Waukesha County Real Estate 262-377-1459
Coldwell Banker - Oconomowoc, WI
Waukesha County Realtor Real Estate agent. SOLD!

So the question is Jeff; Are you going to go and run GM and get it going again right? Your the Man.

Aug 30, 2009 02:38 PM #5
Rainmaker
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Nevin Williams
Fairway Independent Mortgage Corporation - Cary, NC
Senior Mortgage Advisor

Jeff - Maybe watching these obnoxious people re affirms what a great job you are doing listening.  Making the best of any situation in my opinion not only helps get the issue resolved faster but often makes your customer feel comfortable that you have it handled.  Whether people want to believe it or not our customers look to us for leadership and if we make a big deal out of something that is challenging it sends a message that we can't handle it and they should be worried.  Lastly, from what you say CRS is pretty intense..too bad the initials are CRS.  I guess we can think of the saying "I suffer from CRS" in a whole new perspective! LOL

Aug 30, 2009 02:45 PM #6
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

George - well despite some folks whose behaviors got in the way a bit it was a fabulous meeting with some great learning for the folks who are going to be the leaders. I had a terrific time!

Jeff

Aug 30, 2009 02:57 PM #7
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hannah - agreed. And being involved in the CRS Board of Directors is a way to keep learning, but more importantly a way to help develop our members. It continues to be an amazing experience, and I look forward to long-term involvement.

Jeff

Aug 30, 2009 02:59 PM #8
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Lynda - well, it WAS a great session, despite the issues that are pretty predictable for this sort of event. I am excited about the coming year with the Board and all the members.

Jeff

Aug 30, 2009 03:43 PM #9
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

William - and it applies to blogging and social media, in some ways, too, I think. It's all part of human nature.

Jeff

Aug 30, 2009 03:44 PM #10
Rainmaker
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Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

JEFF- all very important components.  It sounds as though you got a lot out of theoverall experience, and your intended active involvement wil be of great benefit to others.

Aug 30, 2009 09:18 PM #11
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Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Hey, Jeff, in addition to a terrific post, I just noticed that you hit THE BIG "6"!  Good for you!

Sep 01, 2009 09:49 AM #12
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Allison - absolultely. I could go on and on. It will be lots of fun, and work, as there are plenty of challenges.

Pat - thanks for the compliment. I had no clue, other than I was getting close. It must have been the change in my photo now that September is here and I traditional bring out the non0summer one. :)

Jeff

Sep 01, 2009 10:11 AM #13
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Tom -- ha ha. In your dreams. And mine.

Nevin - actually there was some joking about the other meanings of CRS. Sometimes it's true. LOL

Jeff

Sep 01, 2009 10:13 AM #14
Rainer
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Terry Chenier
Homelife Glenayre Realty - Mission, BC

Jeff,

I agree with George; when you get too many alpha people in one area it can be chaotic.

Sep 01, 2009 10:54 AM #15
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Sheldon Neal
Bergen County, NJ - RE/MAX Real Estate Limited - Maywood, NJ
That British Agent Bergen County NJ

These are great principles Jeff ! ...I wish more understood the "Dont Dominate the Conversation" trait !!!!

...oh and congrats on the new century mark !!! ...6 of 'em !!!! Well done sir ! 600,000 show outstanding dedication and consistency my friend - good for you :o)

Cheers !

Sheldon

Sep 04, 2009 07:01 AM #16
Rainer
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Coleen DeGroff
eXp Realty - Gainesville, FL
Haile Plantation Real Estate - Gainesville FL

Hi Jeff,

It sounds like you learned much more than what was on the actual agenda.  :)

 

Congrats on your 600K mark!

Sep 05, 2009 04:11 AM #17
Rainer
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Deeba Khader
Harry Norman, Realtors - Marietta, GA

Thank you for sharing the great pointers, and congratulations on the 600,000!!

Sep 13, 2009 10:18 AM #18
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