TRUTHFULL CONFRONTATION WILL YIELD GREAT RESULTS

By
Education & Training with Performance Development Strategies

As real estate agents, home stagers, home inspectors it is incumbent upon you to tell your clients the truth.  It may be difficult to hear but it is necessary if you want them to receive the best results.  What about information about your own business? Can you handle the truth? Sometimes when an organization asks for help and receives feedback it could be surprised to learn some inconvenient truths.

If you really want to improve your organization you will want to learn the good, the bad, and the ugly. If you can’t handle the truth you won’t have an opportunity to make things better. If you want to learn how to improve your organization, you will want to have an organizational assessment of your business. There are very effective assessment instruments available to generate a fact-based picture of organizational performance. However, it is important to have a mutual understanding of the process first. So, before I begin the process I want to make sure that it will have a meaningful impact. I will ask the following questions:

Will you be open to sharing the results with your organization? And if so, as part of the process I will offer to facilitate the debriefing with the staff.

Will you and your leadership team be willing and able to deal with the facts no matter how inconvenient and unpleasant they may end up being? This is key if you want improvement. When roadblocks are identified sometimes the finger points back to leadership. This is where the facts become inconvenient. But it is not surprising that leadership would be part of the problem and that some of the roadblocks point back to leadership. Leadership, after all, is responsible for organizational performance. Do you really know how the people in your organization perceive their leadership?

If we assume that leadership wants to move forward and make changes then leadership must agree on two things—where they want to go and where they are now. You can’t travel from one destination to the next without having a starting point. If we want to improve anything, the first step is to understand where we are and what the current status quo is. If you don’t know these two, or if it is not totally clear, then your attempts to make improvement will result in wasted time and disappointment.

Since the role of leadership is to create results through people then it stands to reason that developing relationship built on trust and shared values is necessary to have positive results. Be honest and get the facts.

Are you and the people in your organization on the same page? How do you know? Do you think your team is motivated if they don’t know where you are going? People are not motivated to get on the bus when the driver does not know where he is going. But when they do understand the strategic direction, tactical measures will be executed more effectively and efficiently.

 

The evaluation survey used should compare company performance in critical areas to benchmarks. One such survey, D.I.AL.O.G. is based on a highly influential set of criteria developed by Malcolm Baldrige Organization which benchmarks organizational excellence. Being measured against this standard presents an opportunity. If you are willing, you can close the gaps resulting in quantum leaps of success in your organization.  For a similar post on our web site see CAN YOU HANDLE THE WHOLE TRUTH?

 

Are you ready to kick up the results in your business?

Contact us to learn more

or call 914-953-4458.

 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 10/01/2018 01:00 AM
  2. Debbie Reynolds 07/10/2018 05:00 AM
  3. Gabe Sanders 07/17/2018 11:00 PM
Topic:
Real Estate Best Practices
Location:
New York Westchester County
Groups:
Coaching and Mentoring
Tags:
business coaching in armonk ny
business coaching in westchester county ny
assessing your business
learning the truth about your real estate business

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Rainmaker
3,836,160
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, you always get insightful comments with your spot on posts!   Love Debb's comments!  

Jul 13, 2018 01:38 PM #27
Ambassador
3,787,942
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Grant

Wise words here, and a well deserved feature. We all understand the need to be honest and truthful with our clients and certainly expect they will listen. We, in turn, should be open to the same so we can improve where needed.

Jeff

Jul 13, 2018 04:25 PM #28
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Jane Chaulklin-Schott  - thank you for your kind words.  If you are in central Florida hope to meet you.  I have a second home in Port St. Lucie.

Joan - as always, thank you so much.

Jeff -  yes indeed, we must communicate well and we must also be open to hearing where we need to improve.

Jul 14, 2018 08:49 AM #29
Ambassador
3,977,507
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Part of my job as managingg broker is to have those heart to heart conversations with staff, agents and owners. The practice makes it easier when I need to be very candid with sellers.

Jul 14, 2018 03:15 PM #30
Ambassador
3,584,942
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

                    

                                   Thank you, Grant!!!!

Jul 14, 2018 04:38 PM #31
Rainmaker
3,642,696
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Grant Schneider,

I'm glad to see Kathy Streib featured your post in her "Ah-ha" moments for the week! I read it this week and was sure a gold star would appear..the AR Gods must have been sleeping!

Jul 15, 2018 05:45 AM #32
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Debbie - it does work in all directions.

Kathy - thank you!  I am honored.

Dorie - thank you, I appreciate your support.

Jul 15, 2018 06:11 AM #33
Rainmaker
2,852,782
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Grant,  I is unreal are truth and how some people try to stretch it so often.

Jul 15, 2018 07:56 AM #34
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Will - when they are stretching they are really denying.

Jul 15, 2018 10:24 AM #35
Rainmaker
627,824
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I love this write. I wrote something somewhat similar about trust versus risk last week.
People, even at high levels in business (indeed maybe even moreso) don't want to be disapproved of, disliked, disappointing -- so they tapdance around truth.
And underlings fear speaking truth to power. But those with the cojones to put it out there will get results -- and they'll be trusted, even if they're not warm and fuzzy.
Leaders know they can't solve anything if they don't know what the problem is.

Jul 15, 2018 02:04 PM #36
Rainmaker
455,907
Bruce Kunz
C21 Solid Gold Realty, Brick, NJ, 732-920-2100 - Howell, NJ
REALTOR®, Brick & Howell NJ Homes for Sale

Thanks for sharing this Grant Schneider. Knowing the truth is necessary, but getting it isn't always so simple. Being able to create an environment where people will share their thoughts, and understand responses is not as common as we'd like.
Bruce

Jul 15, 2018 09:14 PM #37
Rainmaker
2,965,079
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant, what a powerful post and it is hard for me to fathom that it does not have a Gold Star with it! Sadly, there are so many wishy-washy people in all professions not just the Real Estate and it amazes me how they can meander through life without a backbone.... Loved, Loved your post! Endre

Jul 15, 2018 10:34 PM #38
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Candice - good point you made about speaking truth to power.

Bruce - yes, getting it can be the big hurdle.

Endre - unfortunately, there is no loss of wishy washy or those who want the truth.

Jul 16, 2018 04:55 AM #39
Ambassador
1,322,397
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Something my husband says, who is an incredible leader, "you can't be curious and angry at the same time". Gotta be open and willing! Good for you for tackling this delicate subject. 

Jul 16, 2018 06:36 PM #40
Rainmaker
554,853
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

It can be difficult to have those challenging discussions but that is the only way progress can be made. Excellent post, Grant.

And I have to say, some of your lines reminded me of famous movies... i.e., Inconvenient Truth and A Few Good Men, "you can't handle the truth", one of my all time favorite movies!

Jul 17, 2018 04:23 PM #41
Ambassador
2,899,786
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

What a powerful message - and spot-on, as always, Grant! I absolutely loved the video and what you did for the restaurant owner was exactly what was needed - from truthful evaluation to building ideas together, thinking outside the box. I love that you met with them all too. Great job, Grant!

Jul 17, 2018 09:14 PM #42
Rainmaker
2,976,218
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

We believe that honesty is the best policy even when that is not what a Seller wants to hear.

Jul 18, 2018 02:16 AM #43
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Gayle Rich-Boxman Fishhawk Lake Real Estate - that is an awesome quote from your husband.  I will remember it.

Pat Starnes-Front Gate Realty  - that's is it.  Just picture Jack Nicolson, You want the trust? You can't handle the truth.

Debe Maxwell, CRS - that video portrays exactly my passionate niche!

Sally K. & David L. Hanson - amen to that.

 

 

Jul 18, 2018 08:29 AM #44
Rainmaker
2,043,608
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Great choice on Kathy's part to share!

You hit the nail on the head....

If you can’t handle the truth you won’t have an opportunity to make things better. 

Jul 18, 2018 07:04 PM #45
Rainmaker
1,699,188
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sharon - sometimes they don't want to see any fingers pointing to them.

Jul 19, 2018 01:00 PM #46
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