Possibly by now, there may be some questioning why this series begins with these four words:
What I have discovered from my past executive leadership consulting and sales coaching clients, there was often a confusion by independent contractors with the word and role of an executive. With real estate agents, I have learned there is added confusion about the role of salesperson.
There are numerous definitions for the word executive. However, all definitions agree this person is responsible for creating and reviewing the goals of the company or in this instance small business. This individual is responsible for monitoring the results. Finally, the executive must have strong leadership abilities and skills to execute the strategic plan.
Strategic is from the word strategy and has Greek roots. The Greek word “stratiyeia” is from two Greek words “stratos” meaning army and “ago” meaning guiding, moving and leading. In simple terms:
Strategy is how a leader guides others
including herself or himself.
For real estate agents, aka independent contractors, strategy is how to guide and lead the real estate practice forward by achieving goals within the limits of the available resources.
Merriam-Webster Online Dictionary defines thinking as “the action of using one’s mind to produce thoughts.” Collins Dictionary expands the definition of thinking to “the activity of using your brain by considering a problem or possibility or creating an idea.” Both definitions are essential to guide and lead the real estate practice.
Again Merriam-Webster provides a definition for planning that being:
“the establishment of goals, policies, and procedures.”
Planning is the step after thinking.
President Dwight Eisenhower who was a logistical master said:
“In preparing for battle, I have always found that plans are useless, but planning is indispensable.”
Once real estate agents accept that they are executives, leaders then embracing the words of strategic, thinking and planning are much easier.