Time to Change How You Lead

Realtors are leaders. How we lead our clients, our colleagues and ourselves can be directly connected to how we are able to increase sales within our real estate practice. With 2020 being turbulent for many within the real estate industry, leading ourselves to achieve our professional and personal goals has been difficult for many.

In late October of 2020, I had the privilege of attending a Zoom conference where this insight and more importantly an ethical attitude was shared:

"Let’s lead with our hearts and not our pocketbooks."

This is a somewhat simplistic tactical rendition of the “Golden Rule” which is clearly articulated in the updated 2020 NAR Code of Ethics.

“Whatsoever ye would that others should do to you,

do ye even so to them.”

When our finances our challenged and our commitments are still present, I believe it is the natural human tendency to think and lead (act) with our pocketbooks, our bank accounts. Yet by remembering to lead with our hearts, we are employing our Code of Ethics, our emotional intelligence and engaging in a more balanced life both professional and personally.

What does it mean to lead with our hearts? A practical example is not to turn down those who are buying homes or vacant land with limited budgets. Another behavior is to answer all questions about any real estate ;purchase to the best of my ability and make the same effort for a low budget client as I do for a much higher budget client.

One of my most favorite words of wisdom is by Bette Davis who wrote in her autobiography:

“To fulfill a dream, to be allowed to sweat over lonely labor, to be given a chance to create, is the meat and potatoes of life. The money is the gravy."

When we lead with our hearts, our dreams, we recognize those efforts are the gravy, the money (think pocketbook). So possibly to begin to lead with our hearts, it may make sense to start with a dream inventory. Write down your dreams and by trying those dreams into WAY SMART goals, one just may discover to begin to lead with your heart.

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