Do you perform better when you are being observed? While it’s easy to think that we are all disciplined enough to be self motivated, intentional, and focused every day in our business the truth is as independent contractors we have a tendency to be easier on ourselves than a typical employer might be – this is true of all of us including me.
Let me give you an example: I can tell you as the owner of a large independent network of offices a big part of my job was to recruit brokers. Over 20 years in the business I have recruited hundreds of great brokers all over Oregon many of whom remain close friends today. That being said without a doubt I have never worked harder with more intensity, focus, and motivation than when I agreed to take a position managing a brokerage owned by a friend of mine, Jimmie Deloretto.
Why? He was an observer, someone who was watching and measuring my performance. At first I resisted this, it was actually irritating to have someone pushing me and prodding me to increase my success rate. After all I had never worked for anyone in my life. But then something strange happened over time I began to embrace having someone push me harder than I had ever pushed myself, results started to happen, momentum began to build, and soon we recruited 46 agents in less than 24 months --- taking the company from number six in market share to number one.
What made me think of this was an article I read recently in Real Trends about something called the Hawthorne effect which is the process where human subjects of an experiment change their behavior, simply because they are being studied.
In 1955, the researcher, Henry A. Landsberger, performed a study and analysis of data from experiments performed by Elton Mayo, at the Hawthorne Works near Chicago. The company had commissioned studies to determine if the level of light within their building affected the productivity of the workers. Mayo found that the level of light made no difference in the productivity, as the workers increased output whenever the amount of light was switched from a low level to a high level, or vice versa. He noticed that this effect occurred when any variable was manipulated, and postulated that it happened because the workers automatically changed their behavior. They increased output, simply because they were aware that they were under observation.
So why do I bring this your attention?
The best way to improve performance, the Hawthorne effect conclusively proves is to surround yourself with people who help you become more accountable to your goals. Ideally having a mentor, a coach, or a co-worker monitoring your performance will propel your success to new heights. The hardest part is to truly and honestly accept accountability, to let go of the “independent” attitude that so many of us in the real estate business cling to, and accept that accountability in business equals performance enhancement.
If your looking for some tools to enhance your own performance take a look at these tools:
Real Estate Pocket Coach - New App for Android Phones
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