Education & Training with Performance Development Strategies

Many great individual performers are rightfully promoted to manager or team leader. But you need to understand that there is a difference between being a great performer and leading a team of great performers.

In fact, a great leader does not have to be the best performer or know the individual jobs at all. That might be hard for that newly promoted team leader to understand. After all if you are a newly appointed team leader who had mastered all aspects of real estate sales you feel that the knowlege makes you a better leader.  It does hurt.  But you can fail if that is all you have. The qualities that made you a star performer are not the same qualities that will make you an effective leader.

Consider these leadership philosophies from two well-known management consultants.

“Leadership is lifting a person’s vision to high sights, the raising of a person’s performance to a higher standard, the building of a personality beyond its normal limitations.” —Peter Drucker

“The key to successful leadership today is influence, not authority.” —Kenneth Blanchard

You can learn the skills of a leader just like you learned how to excel in your last job. And you will need to learn what motivates your team members. Motivation comes from inside each team member. An effective leader will convince a staff member to do something because HE wants to do it. Today’s workforce does not respond to fear of punishment. Fear and money incentive motivation does work but it does not have lasting results. Today’s leadership is positive. So, in order to be a great leader, you must understand the motivation of your people as well as what motivates you.

Here are 7 key points to remember:

Convey a clear vision. Clearly explain your vision, your goals and objectives as well as those of your organization. A clear vision lets people know what to do.

Always convey a positive attitude. Leadership begins with you, the leader. If you wish to empower your people to achieve results you must begin by developing positive attitudes toward yourself and your abilities.

Exude and convey confidence. Was there a time when you were told you could not do something but you did it anyway? Sometimes people are overwhelmed by their own self-doubt. Confident team leaders overcome and overwhelm those self-doubts with their own positive beliefs.

A good leader is a good listener. Good communication is essential for building trust and understanding. If one wishes to understand others, the leader must listen much more than he or she talks.

Lead by example. If you tell your people that they must set goals, manage their time, and measure success you need to be doing that and it must be visible to your team.

Give meaningful feedback. People are most productive and have the best attitudes when they receive a balance for both positive and negative feedback. Remember to catch people doing things right as well as when things are wrong.

Your leadership power is given by your team. You can call yourself the boss, the owner, or you can be promoted to manager. But the team will work best with you when they see you as the leader.


Great Leadership

 See a similar post on our web site titled DON'T SET UP YOUR NEW MANAGER TO FAIL.

Would you like to learn more about making you leadership more effective?

Contact Us for a Free Consultation

or call 914-953-4458.


Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 01/18/2018 01:00 AM
  2. Will Hamm 11/29/2017 07:22 AM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
real estate leadership development
developing a management team in westchester
leadership development in armonk ny
leadership development in westchester ny
developing a team of sales

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Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

This is excellent advice to share with business owners and managers.

Nov 06, 2017 09:41 AM #3
June Piper-Brandon
Remax New Beginnings - Baltimore, MD
Piecing Dreams One Home at a Time

Excellent advice.  Just because a person is a great performer doesn't mean they will be a great leader and not all great leaders are stellar performers.  

Nov 06, 2017 09:54 AM #4
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Joan - totally different set of skills needed.

James - but even if they could be, the development should come first.

Roy - thank you very much for that.

June - you are right on both statements.

Nov 06, 2017 10:35 AM #5
Dagny Eason
Dagny's Real Estate - Wilton, CT
Fairfield County CT, CDPE Homes For Sale and Condo

I always love your posting. Great advice to share with my agents and co-workers. 

Nov 06, 2017 11:36 AM #6
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Hi Grant.  Not all great performers can be leaders.  Thanks for the great post.

Nov 06, 2017 01:39 PM #7
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grant one of the best examples of this for me is Sports Managers and Coaches.  The best ones were good players but not Superstars.  In fact Superstars rarely make good managers or coaches.

Nov 06, 2017 02:54 PM #8
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Grant Schneider not all are born to be great leaders.  But many can learn to be great managers.

Nov 06, 2017 07:06 PM #9
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC


Your insight is right on point . . . . develop your team leader to be successful.

Good luck and success.

Lou Ludwig

Nov 06, 2017 07:48 PM #10
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Dagny - that is so important.  We don't want a star performer to fail.

Gabe - although some have potential if it is developed.

George - absolutely!  That is a great example.  Sports provides so many leadership examples.

Lisa - they surely can learn if they have the potential.

Lou - thank you very much.


Nov 07, 2017 06:50 AM #11
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Grant Schneider,  This is a great blog that is so true.  In my past job, I could tell that it takes more then being a top performer to be a good leader.  I hope you will let me reblog this somethime.


Nov 07, 2017 08:26 AM #12
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Will Hamm - yes, I know your pevious industry and it makes a difference.  I would  be honored by a re blog.

Nov 07, 2017 08:38 AM #13
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living

Grant, those are very good points. I've found over the years that people love working for those who will not only give feedback but also recognition. 

Nov 07, 2017 05:18 PM #14
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

In my experience not all great star agents turn out to be good team leaders, I have seen average agents become awesome Team Leader.... Endre

Nov 07, 2017 11:39 PM #15
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Silvia - yes, and new leaders do need to understand that.

Endre - yes, that is exactly correct.

Nov 08, 2017 09:11 AM #16
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

M't line up.any businesses go wrong by taking their star salesperson and promoting to manager. Qualities to excel in both of those jobs don't line up.

Nov 09, 2017 08:13 PM #17
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Debbie - of course if the people has potential and is prepared for the new job it could work.

Nov 10, 2017 05:28 AM #18
Joyce Marsh, Daytona Beach Florida
Premier Sotheby's International Realty - Daytona Beach, FL
Waterfront and Coastal Lifestyle Properties


This is excellent advice for both team leaders and managers. 

Jan 18, 2018 02:27 AM #19
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Good morning, Grant Schneider another featureworthy post that someone missed!!!!  forming a winning team is a lengthy process if done properly...your post is a winning post on this topic...

Jan 18, 2018 03:48 AM #20
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Wise cannot always assume the roles and paths leaders travel.

Jan 18, 2018 04:02 AM #21
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Joyce - yes, to build a successful team build the members.

Barbara - thank you so much.  I appreciate that.

Sally and David - and in many cases new leaders are set up for failure.

Jan 20, 2018 07:32 AM #22
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