By Gino Blefari
This week my travels found me first in Rolling Hills Estates, CA, meeting with Bruce Short, broker/owner at Berkshire Hathaway HomeServices California Properties; Mistydawn Jones, branch manager at California Properties; Denise Scarpetti, California Properties director of operations; Rick Elorriaga, vice president at California Properties; and members of the California Properties team. I was also working with our HSF Affiliates team in Irvine, CA. It’s been a busy few days but the time has been spent connecting with colleagues and friends—through a new employee orientation, at a California Properties awards event, during our HSF Affiliates Town Hall.In business, networking and connecting is absolutely vital—the right connections can not only help you achieve your goals but also provide a richness to your life you can’t get from operating in insolation. Genuine connections are hard to find but essential to maintain. How do you connect with others in a way that’s both authentic and powerful? Watch the video for more ...
This week my travels found me spending time with close family and friends in Calgary, Alberta, Canada then Lake Louise in Alberta, Banff National Park and, lastly Vancouver. (I write this now while traveling on the Rocky Mountaineer, a train that runs from Banff to Vancouver.) It’s been an incredible few days spent among the rugged, mountainous terrain of the Canadian Rockies, and strangely, being outside of the country has made me think about the beauty and uniqueness of our own. What makes America so very special? My blog posts for the rest of the entire year could focus on this one question and not adequately provide an answer. Still, there is something that undoubtedly and singularly characterizes the United States, and it’s a quality not often seen with such pervasiveness in any other land: Diversity.At Berkshire Hathaway HomeServices, this word has become more than just a hot-button topic for us; diversity is a value we’ve woven into our core, foundational mission and vision. In the past few weeks, I’m proud to say we’ve made two serious steps in the arena of diversity: First, by naming an affiliate to our brokerage network, which must be one of the most diverse companies in California and second, by hiring Teresa Palacios Smith, our newly appointed vice president of Diversity & Inclusion. The brokerage I allude to—Berkshire Hathaway HomeServices Elite Real Estate in Sacramento, CA—is a stand-out, previously independent operation we’re proud to add to our network and I was honored to attend the brokerage launch last week. Elite Real Estate, led by Robert Do, brokerage president and CEO, and CFO Teresa Do, is an agent-centric company and poised for growth. “I believe that understanding where someone comes from is an important stage in creating a long-term, enduring relationship,” Robert Do said. “You have to do more than just give me a key to their house; you have to turn your clients into your friends and even family members.” Do recounts one story of an agent who, upon request, visited a client in the hospital at midnight just because the client knew the agent spoke English and could help out in the process of communication with doctors. “That’s just how we’ve done business all these years,” he explained. Himself an immigrant of Vietnam, Do traveled to America with his aunt in 1975, mere days after Saigon fell. He founded his brokerage in the late-1990s and ever since, has been sharply focused on fostering diversity and creating client connections that last. “Life changed when I had my first kid, just like life changed when I recruited my very first agent,” he said.Speaking of change, our senior executive team just added a new VP in Teresa Palacios Smith, who came to her position from Berkshire Hathaway HomeServices Georgia Properties where she spent 22 dedicated years of service. Most recently, she was VP of Business Development & Cultural Initiatives for Georgia Properties and in 2015, was also the president of the National Association of Hispanic Real Estate Professionals. We’re proud and excited about this new role within our organization. “This position is so natural for me,” she said. “Growing up as a Latina in Mississippi, I experienced the many challenges that immigrant families face and the overwhelming feeling of accomplishment when my husband and I bought our first home. I can’t wait to be able to play a role in expanding our network of agents, brokers and consumers to reflect the multicultural fabric that is the USA.”So, what’s the message? As I sit here writing this post from the Canada wilderness, I think the message for today is purely American. Robert Do said it best when he explained, “Diversity is the fabric that made America, so believe it or not, the more diverse we become the more of an all-American company we’ll be.” July 14, 2017
This week my travels find me in Hawaii, meeting with the team at Berkshire Hathaway HomeServices Hawai‘i Realty and spending time with good friends and family. My trip to the Aloha State reminds me of a recent video I shot all about the power of stepping away from the computer, the cell phone, the office and recharging to regain the strength necessary to effectively lead. Many leaders overlook the worthiness in time off—it’s just work, work, work—but the act of regularly recharging is not only instrumental to better leadership … it’s absolutely necessary! Watch this video to learn more …
This week my travels found me in Santa Barbara, CA for the 2017 Berkshire Elite Circle Conference, honoring the Top 50 brokerages in the Berkshire Hathaway HomeServices network. It was an experience to be remembered, a celebration of some of our network’s finest leaders and a chance to gather actionable insights from the wisdom of not only these wise real estate innovators but also our keynote speakers, and my good friends, Tom McCarthy and Carmine Gallo. Both Tom and Carmine presented on the topic of … presenting, and delivered straightforward, sharp advice related to the subject.
I believe presenting is such a large part of any business—not just in real estate with listing presentations but for anyone involved in any business. You must always present your story, your product and your brand to others and do so in a way that captures their attention. Given the significance of presentations, I want to share some of my favorite takeaways from everything Carmine and Tom said.
With best-selling author, communications expert and keynote speaker, Carmine Gallo, at Berkshire Elite Circle 2017.
First, key points from Carmine:
Storytelling is innate. Think about the literal meaning of a “fireside chat.” For centuries, humans have gathered around a fire to share stories. Famously, Richard Branson ends all his meetings on Necker Island around the fire and credits these casual discussions as the source of some of his employee’s most creative and persuasive concepts. As he wrote on his official Virgin blog: “Telling a story is one of the best ways we have of coming up with new ideas, and also of learning about each other and the world.”
On the stage at Berkshire Elite Circle 2017 with Tom McCarthy, leadership, communication and peak performance expert.
Next, key points from Tom:
So, what’s the message? The next time you’re asked to present, remember these tips and also remember that good presentation takes practice. Don’t be too hard on yourself if you don’t nail it the first time because there will be a second, third, fourth time to get it right and win. As Branson once said, “Business opportunities are like buses, there’s always another one coming.” And as I’ll add, just make sure when the next bus is there, you’re ready to ride.
This week my travels find me in the city of St. Louis to meet with the team at Berkshire Hathaway HomeServices Select Properties, an amazing group of real estate professionals who prove with crystal-clear assurance what you can achieve when you have a strong, vibrant culture at your brokerage business. I have to tell you, being in St. Louis was really an eye-opening trip for me. I’ve long been a fan of the idea that new eyes see old things in new ways and sometimes, these “eyes” aren’t literal eyes but instead places, things and experiences that widen your perspective in ways you never thought possible. Travel, in this sense, is more than just going from one place to another but instead a complete mindset shift and a chance to learn what you otherwise would never have known. For instance, who knew that there’s an area of St. Louis called “The Hill,” home to baseball greats Yogi Berra and Joe Gargiola Sr., who spent their childhood living across the street from one another on Elizabeth Avenue? “Not only was I not the best catcher in the Major Leagues,” Gargiola once famously said, “I wasn’t even the best catcher on my street!” I would never have known about the location of The Hill had I not been in St. Louis, in that area where Yogi and Joe grew up. But The Hill isn’t the only St. Louis landmark steeped in history; Forest Park, where the Berkshire Hathaway HomeServices Select Properties Sunshine Kids charity golf tournament took place, is also a region with a rich past. And it certainly made for an incredibly picturesque setting befitting of our charity event; I was honored to participate and raise money for the Sunshine Kids! At the event’s reception, I was able to catch up with my good friend Jim Schutzenhofer who was there for a portion of the event and rattled off some interesting facts about Forest Park. For example: Located in the western portion of St. Louis, Forest Park spans 1,371 acres of the city. It first opened in 1876 and has since hosted many significant events including the Louisiana Purchase Exposition of 1904 and the 1904 Olympics. Contained within its expansive bounds is also the St. Louis Zoo, Saint Louis Art Museum, the Missouri History Museum, the St. Louis Science Center, the Steinberg Skating Rink, the Boathouse Restaurant, the Highlands Golf and Tennis Center and more. (Yes, all that fits into this amazing park, which is approximately 500 acres larger than NYC’s Central Park.) In the early 2000s, the park underwent a $100-million restoration, which has since improved its facilities and restored its prairie and wetland areas, allowing birds and wildlife to flourish among these newly refurbished natural habitats. So, what’s the message? Sometimes, it’s all about the grind, about sitting at your desk, with laptop in front of you and working until you see real results. Sometimes, however, it’s about getting up from your desk, your office, your town even, and traveling somewhere completely new. Because you’d be surprised what you can discover and just how much you can learn and be inspired by the history of a place you’ve never seen before. June 9, 2017
This week my travels found me first in Northern California for a lunch with best-selling author and communications guru, Carmine Gallo, then in Southern California—specifically in the City of Industry, CA—for Relentless. The annual event, through interactive educational sessions and keynotes, details ways attendees can navigate daily obstacles while improving their lives both personally and professionally. As always, it was hosted by my friend Danny Morel, also broker/owner at Intero Real Estate Services of Southern California and a real estate coach. I’ve known Danny for almost 20 years, even well before his Intero days and then when he came to own an Intero real estate franchise. Now, he’s crushing it in his brokerage’s market of Rancho Cucamonga, CA, on social media, and through the inspiration he imparts to tens of thousands of aspiring real estate agents nationwide. Relentless is all about that passion Danny so clearly possesses, and it’s a passion not only to make his own wins a reality but also to help others accomplish their goals, too. I couldn’t have been more honored to join Danny onstage to talk about such an important topic. Also on the agenda for the day was keynote speaker Gary Vaynerchuk, co-founder/CEO of VaynerMedia, four-time New York Times best-selling author and the leading expert on social media marketing. I’ve been following Gary’s no-nonsense philosophies on leadership, entrepreneurship and social media for a long time, ever since we had the chance to meet at a Tom Ferry event years ago, and it was motivating to hear him recount his ideas about relentlessness and the importance of resolute determination in the pursuance of personal and professional success. Additional speakers included: Kelli Ellis, founding partner of Design Campus, The Design MasterMind and author of a best-selling design psychology coaching book; Iz Avila, one of the original developers of the Beats headphones and four-time Grammy award-winning producer; Greg Harrelson, an expert on developing talent and leadership to garner huge business growth; Alejandra Font, co-founder of Southern California’s fastest-growing fitness movement, The Camp; and John Tsai, who sold more than 100+ homes last year using the power of accountability. For our Q A session, I spoke with Danny about my own principles of success and how there are certain undeniable characteristics we must all possess to achieve. Together, we discussed what it means to live a life characterized by fierce relentlessness and how to have a lasting career in real estate, which often means pushing past insecurities and setbacks, and when faced with what may seem like overwhelming defeat, remaining relentless in the execution of your goals. So, what’s the message? Recognize that losing and defeat are close relatives of triumph and that they will always be necessary components in the much larger picture of enduring success. As Gary Vaynerchuk once wrote in a blog post on his site, “The quicker you realize this, the sooner you won’t be paralyzed by the thought of making a mistake in business.” Because being inexorable in the pursuit of your goals means not being afraid to fail. It also means fully understanding that a letdown isn’t a loss, it’s merely another opportunity to dust yourself off, pull it together and, in the spirit of true relentlessness, try again until you win. June 2, 2017
This week my travels found me first in Las Vegas for the ICSC REcon event and next in Minneapolis for the HomeServices of America, Inc. CEO meeting. Before I describe Minneapolis, I want to first explain ICSC, the world’s largest retail real estate convention with more than 37,000 attendees representing 58 countries. These commercial real estate powerhouse leaders gather each year for deal making, networking and innovative education, and it was incredible to be among so many passionate commercial sales professionals, especially as Berkshire Hathaway HomeServices continues to grow its commercial sector nationwide. In Minneapolis, I was honored to spend time among the leadership teams that make up HomeServices of America, Inc., who HomeServices of America Chairman and CEO Ron Peltier closed out our meeting by describing as, “the best operators in real estate.” After Minneapolis I’m returning home to Northern California to spend the Memorial Day holiday weekend with friends and family. As a passionate student of history, this holiday is particularly meaningful, and I’d like to share with you a brief narrative about how it came to be: Each year, Memorial Day is celebrated on the last Monday of May to honor the fallen men and women who served in the U.S. military. Memorial Day was officially declared a federal holiday in 1971 but early observances date back to the Civil War. Claiming more casualties than any other war in U.S. history, the Civil War was a bloody battle with an estimated 630,000 lives lost. At the time, Americans began holding informal ceremonies to commemorate these soldiers, decorating graves with flowers and gathering to remember their bravery and willingness to fight until the end. May 30, 1868 marks the first formal observance of fallen soldiers, and it was the same day that General James Garfield delivered a moving speech to 5,000 attendees at the Arlington National Cemetery, where more than 15,000 Confederate and Union soldiers were put to rest. Here’s an excerpt of what he said: “I am oppressed with a sense of the impropriety of uttering words on this occasion. If silence is golden, it must be here, beside the graves of fifteen thousand men, whose lives were more significant than speech, and whose death was a poem, the music of which can never be sung.” So, what’s the message? This holiday weekend, think about the concept General Garfield so eloquently articulated years and year ago, which is that sometimes words may be insufficient to express gratitude or deliver profound reverence for the brave American soldiers we’ve lost. A moment of silence might be the best way to honor those who can no longer speak for themselves but whose legacy, through our Memorial Day observance, nonetheless lives on. May 26, 2017
This week my travels found me first in Atlanta for the Relocation Directors Council Spring Meeting then off to our nation’s capital for the REALTORS® Legislative Meetings & Trade Expo (follow the conversation on Twitter at #NARLegislative) held annually in Washington, D.C. to provide an opportunity for NAR members to take an active role in advancing the real estate industry, public policy and the association at large. Of highlight for me during this thought-provoking conference was the NAR Top 75 Large Residential Firm Directors Forum, which took place earlier today and opened with a welcome speech from my friend Rei Mesa, 2017 RES Chair and dynamic president and CEO of Berkshire Hathaway HomeServices Florida Realty. The forum also featured brief updates from Jeff Barnett, 2017 RES Vice-Chair; Paul Bishop, NAR VP of Research; NAR SVP and General Counsel Katie Johnson; Alex Lange, CEO of Upstream; and Tracy Mahnken, SVP of products for realtor.com. After the meeting concluded, I was able to catch up with some industry leaders, whose work is ensuring the necessary legislation is in place to best support a healthy housing market. These leaders included: Jerry Giovaniello, SVP of Government Affairs for NAR. Mr. Giovaniello is the chief lobbyist of the NAR, representing more than 1 million members involved in all aspects of both commercial and residential real estate. Sarah Young, director of real estate services for NAR who is currently focused on tax reform to benefit prospective homeowners. In a recent RISMedia story, she wrote: “While NAR has long touted the benefits of owning a home, it’s more important than ever to send a strong message to lawmakers about NAR’s proprieties as Congress considers tax reform proposals in 2017.” Rei Mesa, RES Chair and member of our Berkshire Hathaway HomeServices network family, whose work with NAR is backed by more than 30 years of experience in real estate and a strong passion to create positive, effective and widespread industry change. Joe Ventrone, VP and deputy chair for regulatory affairs at NAR. At the association, Mr. Ventrone is responsible for developing and analyzing policy on housing, real estate finance, business and technology, environment and commercial real estate. Jim Imhoff, CEO of First Weber Realtors. He also serves as chair of the REALTOR® Party Corporate Ally Program, which provides an unprecedented advocacy partnership between NAR and its extended real estate corporate family; the Corporate Ally Program raises voluntary corporate funds to invest in both campaigns and issues at both the state and federal levels that are conducive to buying, selling and owning real estate. So, what’s the message? Unlike other conferences, the REALTORS® Legislative Meetings & Trade Expo is really about bringing together the movers and shakers in our industry with those who set the legislative policies that affect real estate markets and homeownership in the United States. It’s an important collaboration and one that generates discernible progress year after year. It also facilitates unique networking opportunities and you know how much I advocate for networking and creating meaningful connections! (Read more about that here.) The biggest lesson to be gleaned from this conference is really about the importance of working together, seeking help outside our industry and finding those who can move things forward in a way no one else can (in this case, by combining real estate leaders with the legislators responsible for setting policy). It’s fine—and necessary—to discuss problems and issues but reaction without action will get you nowhere. However, pair passionate reaction with strategic action and that’s exactly how you’ll find the change you seek. May 19, 2017
This week my travels find me in Irvine, CA for meetings with our HSF Affiliates teams and employees. Unfortunately, an injury kept me sidelined from Omaha, NE and the 2017 Berkshire Hathaway Annual Shareholders Meeting over the weekend but I followed along with the progress and commentary that came out of the event, which provided enlightening insights into the mind and mastery of the Oracle of Omaha, Mr. Warren Buffett.
I’ve spoken before about the serendipitous connection I feel with Mr. Buffett—I was born in a town where everything was called “Berkshire,” my mom was born just 12 days apart from the famous investor and like Mr. Buffett, she used to sing “Somewhere Over the Rainbow” to her kids—and so it should come as no surprise that I research and review his philosophies on leadership, life and business quite closely. Here are some major takeaways gleaned from what he revealed at Saturday’s meeting:
So, what’s the message? Success breeds success. In other words, if you want to accomplish your goals, find mentors and masters in your industry, people whose life work is not only admirable but also inspirational. Diligently study exactly how these leaders made it to the top then forge your own path inspired by the knowledge you’ve learned. As Mr. Buffett once said, “Someone is sitting in the shade today because someone planted a tree a long time ago.”
This week my travels find me in Westlake Village, CA for the 2017 T3 Summit, a premier real estate event that brings together leaders from around the country to take part in hearty discussions about the current state of our industry and how to best move the needle forward and bring about positive, progressive change. More than 30 CEOs and C-level executives join Stefan Swanepoel, chairman/CEO of the T3 Summit Group, onstage during the conference, sharing their unique experiences and how they’ve overcome challenges specific to residential real estate. I was humbled to have been asked to be among this group and honored to share my life’s story with the crowd.
Additional keynote speakers provide insight from beyond the real estate industry. This year’s speaker list included: Robyn Benincasa, adventurer and CNN Hero; Walter Robb, former co-CEO of Whole Foods; and Michael Gerber, a small business guru. More than fifteen deep-dive sessions cover industry-specific issues like the search for NAR’s next CEO, the tale behind the BRIGHT MLS merger (one of the largest mergers in the nation), conversion of broker data into valuable assets and the unexpected, even radical viewpoints that could potentially change the way we conduct real estate forevermore. I also have to give major kudos to Stefan, whose mastery comes through in not only his expert moderation of these sessions but also in how well-organized the entire event is year after year. T3 Summit is a true example of precision in action—everything starts and ends exactly when it should and delivers on precisely the topic at hand.
One of the most interesting aspects of the T3 Summit is its limited space. The event is capped at 300 leaders and specifically designed to address challenges, obstacles and roadblocks that are currently being faced by the real estate industry. As you know, I’m a proponent of setting specific, attainable and actionable goals and T3 is organized to meet just this one. I’m also an advocate of think tank groups (read about my most recent meetings of the Mavericks here), and this event, too, is structured to be a large-scale think tank group of leaders who, for a few days in Westlake Village, sit down and focus on finding real solutions to specific problems plaguing real estate today.
So, what’s the message? T3 Summit may be an event limited to just 300 attendees but the idea behind it is certainly without limits. When was the last time you sat down with a thoughtful, thought-provoking group of leaders and engaged in serious discussion about the challenges set before you? The power of this exercise cannot be underestimated or undervalued. Change doesn’t happen on its own and definitely it doesn’t happen without meaningful conversation—like the kind that goes on at T3 Summit—meant to help leaders arrive at a solution that’s transformational and new.
This week my travels find me in Northern California working from my home office then in Denver for the 2017 Real Trends Gathering of Eagles conference. This year marks a special one for the annual assembly of our country’s brightest and most innovative real estate leaders, as Real Trends is celebrating 30 years in business. Since the start of 2017, Steve Murray, editor and president of REAL Trends, Inc., has been publishing articles all about what the milestone means not only for the company but also for him. Murray said this in a recent story about the anniversary: “Things have changed—and not changed—since that first edition … It’s funny to think how the world has stayed remarkably similar over the past 30 years.” Here are some fun facts he shared about the real estate industry when REAL Trends first began:
With Steve Murray, editor and president of REAL Trends, Inc. at Gathering of Eagles 2017.
• “In 1987, there were more than 800,000 Realtors® in the U.S. Today, there are 1.2 million U.S. Realtors®, which means the population has grown substantially in that 30-year span. (A good fact to share with those who question if a real estate agent is crucial to the home-buying and selling process.)
• “Three decades ago, the Sales and Marketing Management Institute said online shopping for homes through television was the hot, new trend. While the Institute may have gotten the device wrong, we can all agree online—and mobile—dominate most buyers’ initial home search.
• “A study commissioned by NAR in 1987 featured this commentary: “Electronic advertising almost certainly will be tried and very likely will be economically viable.” (Well yes, you can say that again!)
It was with this interesting information in mind that I arrived at Gathering of Eagles on Wednesday, excited to learn about the changes happening in our industry but knowing, as Murray wisely pointed out, some things still remain very much the same. The agenda for the conference focused on celebrating the past with an attentive eye on the future, which fits squarely with exactly what Murray has been writing about in regards to REAL Trends’ 30-year anniversary
With Jim Collins, bestselling author of Good to Great, at Gathering of Eagles.
One of the highlights for me was a keynote by Good to Great bestselling author Jim Collins. (If you read last week’s Thursday Thoughts, you’ll remember I referenced Collins’ ideas; I’ve long been a fan of his insightful book and even used it as the blueprint in 2002 when building Intero Real Estate Services.) Collins spoke about his Twelve Questions, a sequence of question that, as he explained, “serve as a mechanism of disciplined thought for a leader and his or her team.” You can view those questions here, and as Collins recommends, discuss one question per month with your team to create a calendar year of disciplined thought. He then recommends repeating this practice the following year, tapping into the power of habitual learning and discussing each question at least once every year.
So, what’s the message? Throughout all these discussions, as we spoke about ways to digitally market, to streamline, to improve and bring your team from from good to great, I kept thinking about how critical it is to understand these cutting-edge, forward-thinking ideas and systems but to also know that the fundamentals, as Collins stressed in his keynote, must still be in place. This was especially true at Gathering of Eagles, where new topics were on the agenda but old friends gathered together to idea-share, catch up and learn. There’s nothing like that solid camaraderie, based on decades-long friendships, to inspire you and your business! (By the way, I saw my friend Dan Forsman, president and CEO of Berkshire Hathaway HomeServices Georgia Properties, at the conference and was able to help him celebrate his birthday. Happy birthday, Dan!) This close camaraderie is the very reason why, despite whatever SEO tricks you use to rank higher in Google or social media platforms you pursue to gain business speed, you must have the core values of leadership in place—a great team, a vibrant culture, a commitment to quality service, a network of mentors and old friends to guide you, a system of accountability—in order to reach your goals. That’s not to say the latest and greatest isn’t just so (it’s all important) but what’s more important is achieving a careful balance between the old and new, the digital and personal, the disruptive and the time-tested; it’s how you’ll find sustainable success and, like Steve Murray’s REAL Trends, remain in business for 30 years and counting! April 28, 2017
This week my travels find me first working from my home office in Northern California and then eastbound to Miami for the AREAA Global Luxury Summit, all about the rise of Miami as an international powerhouse for high-end real estate investment. Speaking of real estate, spring is such a critical time in the cycle of a real estate agent—we’re right in the middle of spring selling season—and it’s often a time when we expect a lot and reality may not always deliver. That’s why I want to write today about the importance of celebration, (as you know, I always say we must celebrate the small wins), and how critical it is to make time to celebrate as we move onward and upward in our careers. Oprah Winfrey once said, “The more you praise and celebrate your life, the more there is in life to celebrate.” I recently attended a top-agent awards dinner at Berkshire Hathaway HomeServices New Jersey Properties where celebration took center stage. The event was an impressive, elegant evening honoring a group of incredibly hard working agents, held at the beautiful Liberty House Restaurant in Jersey City. Now, I know most of you reading this weren’t there, so let me set the scene: Floor-to-ceiling windows framed an early afternoon New York City skyline view, special presentations recognized top agents and top teams companywide for 2016, and a talented a capella band, Blue Jupiter, serenaded the crowd and even wished me a happy birthday! (Yes, as it happened, this awards celebration fell right around my birthday.) While the event undoubtedly celebrated the achievements of top New Jersey Properties agents, it was also a testament to the strong leadership team that has made this brokerage such a success. Bill Keleher, chairman and CEO at New Jersey Properties, has done a fantastic job of getting “the right people in the right seats on the bus,” as ,Good to Great bestselling author Jim Collins might say. Chris Brown is the dynamic new president of New Jersey Properties, Seymour Litwin serves as vice chairman, Nancy Litwin comanages the firms top producing Martinsville office, Steve Janett is New Jersey Properties’ executive vice president and chief operating officer, and Michele Giordano is New Jersey Properties executive vice president and chief marketing officer. So, what’s the message? Celebrate your success, for these happy times will get you through the tougher ones. Collins famously wrote this about mediocrity: “Those who build and perpetuate mediocrity … are motivated more by the fear of being left behind.” Great leaders—like Bill, Chris, Seymour, Nancy, Steve and Michele at New Jersey Properties—do not welcome mediocrity and fear greatness, in fact, they embrace greatness, they CELEBRATE it! Whenever you achieve something great—whether it be the top agent ranking in your brokerage or a new client—be sure to stop and celebrate your accomplishment; a memorable celebration like the one organized by New Jersey Properties will motivate you to create even more reasons to celebrate yet again.
Chris Brown, president of Berkshire Hathaway HomeServices New Jersey Properties, speaking to the elite group of agents.
William Keleher, chairman and CEO of Berkshire Hathaway HomeServices New Jersey Properties.
Chris Brown, president of Berkshire Hathaway HomeServices New Jersey Properties, and Christine “Christy” Casey, broker/manager of the Basking Ridge Office, accepting “Office of the Year” for 2016.
From left: Chris Brown, president of New Jersey Properties, Seymour Litwin, New Jersey Properties vice chairman, Nancy Litwin, New Jersey Properties branch manager and member of ownership team, Sam Joseph, sales associate of the New Jersey Properties Montclair office, Gino Blefari, CEO of HSF Affiliates LLC, Bill Keleher, chairman and CEO of New Jersey Properties, Steve Janett, COO of New Jersey Properties..
From left: Chris Brown, New Jersey Properties president, Steve Janett, COO of New Jersey Properties, Seymour Litwin, New Jersey Properties vice chairman, Nancy Litwin, New Jersey Properties branch manager and member of ownership team, Tim Deluccia, New Jersey Properties broker associate of the Martinsville office, Gino Blefari, CEO of HSF Affiliates LLC, abd Bill Keleher, CEO of New Jersey Properties.
This week my travels found me in Las Vegas and then Phoenix, meeting with iconic broker, Mark Stark, CEO of Berkshire Hathaway HomeServices Arizona Properties, Nevada Properties and California Properties, and his teams at Arizona Properties and Nevada Properties. As usual, I’ve been traveling a lot lately and with the upcoming holiday weekend, airports have been more crowded, roads filled with more traffic and getting around has been just a little bit harder. It’s during these somewhat stressful times I must constantly remind myself how much I absolutely love what I do—serving our network brokerages and helping people achieve their goals faster than they would in my absence. I’ve often said I love what I do largely because of who I get to do it with, and that means working with great leaders like Mark, whose energy, enthusiasm and dedication to his agents is beyond compare. To inspire you today and to get you thinking about this important concept, I’ve collected some of my favorite quotes related to the idea of loving what you do:
• “Choose a job you love and you will never work a day in your life.” – Confucius
• “When you find that job that causes you to be excited every day—forget about the pay—with the people you love, doing what you love, it doesn’t get any better than that.” – Warren Buffett
• “The only way to do great work is to love what you do. If you haven’t found it, keep looking. Don’t settle. As with all matters of the heart, you’ll know when you find it.” – Steve Jobs
• “What I know is, is that if you do work that you love, and the work fulfills you, the rest will come.” – Oprah Winfrey
So, what’s the message? You MUST love what you do! I’ve been speaking recently about the power of unleashing your full potential—at Sales Convention, at network brokerages, on webinars—and you can only unleash this potential if you are involved in work you love. The advice might sound simple but it is simply profound. In fact, not a day has gone by since I first started in the real estate industry more than 30 years ago that I haven’t woken up, completed my morning routine and felt grateful to get to do the work I love for yet another day. It’s an important reminder and at the very essence of our careers and our livelihoods. If you don’t love what you do, don’t do it. But if you do, you’ll automatically and willingly put every inch of your being into your work … except because it’s work you truly love, it won’t ever feel like work at all. April 14, 2017
This week my travels found me in Baltimore, MD and Lancaster, PA to meet with the outstanding team at Berkshire Hathaway HomeServices Homesale Realty, led by Co-founder and Managing Director Doug Rebert; Co-founder and Managing Director Pete Slaugh; Rick Doyle, president of realty operations; and CFO Rod Messick. I delivered both my 7 Principles of Success and How to Create An Unstoppable Mindset Routine to the members of the brokerage and speaking against the backdrop of these extraordinary cities made me really think about the significance of both Lancaster and Baltimore’s rich history, and how some of the central themes in my talks are echoed in the cities’ past. On Feb. 7, 1904, the city of Baltimore was struck by what is now known as the Great Baltimore Fire. More than 1,500 buildings burned as a result of the devastating inferno in a span of just 30 hours. Exactly 1,231 firefighters were called to Baltimore to get the blaze under control, though in the end 140 acres of land in Central Baltimore were completely destroyed, 35,000 residents were left unemployed and the city faced $150 million in damages (equal to about $3.84 billion today). By most accounts, the Great Baltimore Fire is considered the third-worst conflagration in American history. It’s also known as one of the greatest examples of perseverance in the face of certain despair. Speaking to the forlorn members of his city—then a crumbling town of ash and despair—Major Robert McLane had this to say to the Baltimore News: “To suppose that the spirit of our people will not rise to the occasion is to suppose that our people are not genuine Americans. We shall make the fire of 1904 a landmark not of decline, but of progress.” The city of Baltimore came together like none other after that message, and not only rebuilt from ruination in a matter of years but also used the fire as an opportunity to adopt a city building code that required fireproof materials—such as granite pavers—to be incorporated into all city structures. Lancaster boasts a similar story of resilience in the face of strife. After the end of the American Revolution, the city of Lancaster became an iron-foundry center, providing Americans with two of the most common products necessary for pioneers to settle west in the new Frontier: the Conestoga wagon (named after the Conestoga River running through the city), and the Pennsylvania long rifle, devised by gunsmith and U.S. congressman William Henry. In other words, for Lancaster, the aftermath of a deadly war was increased industrial productivity that directly shaped the very borders of what America would soon become. So, what’s the message? Well, it’s one I deliver over and over in both my 7 Principles to Success and Mindset Routine talks; staying positive is easy when times are good but it’s when things get hard that you really need to maintain your focus and composure. Why? Because it’s the hard that makes you great. It’s the willingness to do the hard that makes you great. When things are easy, your abilities aren’t tested or stretched or pushed to their limits, and any sudden success achieved can just as quickly be lost. A true leader with the right mindset to succeed is one who looks at a war-torn town and sees industrial opportunity or one who finds his or her city burned to the ground and from those ashes, sees a chance to rebuild into something even greater than before. April 7, 2017
This week my travels found me in Tampa, Florida for the biannual meeting of the Mavericks, a small think tank of Berkshire Hathaway HomeServices network CEOs who get together to exchange ideas and foster company growth. This particular meeting was hosted by Berkshire Hathaway HomeServices Florida Properties Group and the brokerage’s leadership team of Broker/Owner Dewey Mitchell and Broker/Owner Allen Crumbley. For three days, we bonded—eating breakfast, lunch and dinner together between meetings—and for three days we discussed Florida Property Group’s strengths and challenges. (At the next Mavericks meeting Dewey and Allen will report back on changes implemented.) It was an inspiring conference, as it always is, and I had four key takeaways from the meeting that I want to share with you now: Openness and transparency are vitally important among leaders. During this meeting, brokerage leaders share numbers from the past year, wins, losses … everything. All the figures were out in the open, readily available for us to assess and review. Why is this so critical? Because transparency fosters trust and creates solutions to problems that are steeped in pure fact. Transparency, I should note, is also craved by your team members. In a digital age when information is readily available at the touch of a tiny screen, all leaders must be transparent with their employees to fully connect and inspire them to grow. Some of the best ideas happen when the meeting ends (or hasn’t started yet). We spent the better part of three days together as a Mavericks team and while our formal meetings were incredibly productive, it was during the breakfast, lunch, dinner breaks and downtime (even on bus trips we took together) that some of the best and most inspiring ideas were formed and shared. In her book, The Creative Brain, Harvard psychologist Shelley Carson has this to say about the flow of ideas: “Everyone has a built-in censoring system that filters thoughts and stimuli from the outside world before they reach conscious awareness. Learning to loosen up this mental filtering to allow more novel ideas to flow through is one of the biggest challenges for people who don’t think of themselves as creative.” Taking Dr. Carson’s idea back to the breakfast, lunch and dinner table, we’re in a less heightened state of censorship during the casual times than we would be when sitting in a conference room, therefore our filtering system is less active and the creative ideas can more freely be shared. When it comes to positive change, accountability is key. At every Mavericks meeting, we make sure to have the previous host broker report on the progress made since we made suggestions for his or her brokerage. During this meeting, for instance, Steve Roney, broker/owner at Berkshire Hathaway HomeServices Utah Properties (where we held our October meeting), shared how his company has grown and advanced. As you know, the fourth discipline in the 4DX system is to “create a cadency of accountability,” because no matter how amazing, creative and innovative your plan or ideas may be, they don’t mean much if they’re not seen through to a successful conclusion. New eyes see old things in new ways. It’s interesting how analyzing both the good and bad at another brokerage can open your own eyes about what’s working or not working at your own. When turn a critical eye toward someone or some business entity, you’re able to more clearly realize what you may be lacking in your own business strategy. So, what’s the message? When you get together with your peers to create positive change, it’s amazing how quickly you can see results. That’s precisely the reason I encourage everyone to attend the Sales Convention and all of our events throughout the year; these events all represent opportunities for us to connect but they’re also chances for us to view our own businesses through the lens of others. Attendees are doing things to win business we may not have thought about and they can, in their own ways, expose the weaknesses in our strategies we wouldn’t have otherwise seen. Bottom line: Gathering with peers, collaborating and exchanging ideas—whether it’s in a classroom, conference room or during a coffee break—is really one of the best ways to grow. March 31, 2017
This week my travels find me first in Northern California and next in Phoenix, where I’m preparing for the upcoming Berkshire Hathaway HomeServices 2017 Sales Convention. Our theme for convention is “Unleashing Your Potential,” and the topic was very much on my mind as I watched the NFL Combine this week. The event, this year held Feb. 28 – March 6, brings together more than 300 of the best college football players from across the nation to participate in the National Invitational Camp in Indiananapolis, IN. Top executives, coaching staffs, player personnel departments and medical personnel from all 32 NFL teams are in attendance and evaluate the players ahead of the upcoming NFL Draft. The NFL Combine is basically an intense, physical and mental grind, a four-day job interview for these hopeful athletes and a critical step in helping them achieve their dream of playing in the NFL. Over the course of four days, players are measured on very specific tasks: How long their vertical jump is, how far they can broad jump, the speed at which they run a 40-yard dash, how much they can bench press. For instance, this year, NFL hopeful John Ross, wide receiver for the Washington Huskies, was the top-performer at the 40-yard dash, clocking in at an astounding 4.22 seconds. His incredible run broke the previous record in the 40, held by Arizona Cardinal’s running back Chris Johnson, who ran it in 4.24 seconds nine years ago. Another standout performer, Obi Melifonwu, (defensive back from University of Connecticut) practically defied gravity by jumping 11’9” in the broad jump. When I think about the NFL Combine, I’m reminded of the concept of meritocracy, a word Dallas Cowboys Quarterback Tony Romo himself used in his now-famous November 2016 speech when he addressed the injury that kept him sidelined for the season. “Football is a meritocracy,” Romo said. “You aren’t handed anything.” In other words, your accomplishments are based purely on merit; not who you know, not what your background or experience is; you play because you deserve to be in the game. Malcolm Gladwell is another famous proponent of meritocracies. In his book, Outliers: The Story of Success, he defines success as the end result of individuals—outliers who become the best in their industry, whether it be sports, science, business, music—because they put in incredible amounts of time and effort to achieve extraordinary results. So, what’s the message? The idea that we achieve success not because of our innate talent but because we have talent yet keep working to improve gets us back to the NFL Combine. Yes, those athletes achieved astounding results and their athletic prowess is undeniable; however, the NFL Combine is just the start of their journey to the NFL. Next comes the real work; they have to prove they deserve to be on the field. Tom Brady, arguably the greatest quarterback of all time, put up miserable numbers in his combine. His 40 time stands as one of the slowest among active NFL starting quarterbacks at 5.28 seconds and he also struggled with his vertical jump reaching only 24.5 inches. Today, he’s a five-time Super Bowl Champion. Why? Because despite his dismal combine numbers, he prepared harder than anyone and worked every single day since he was drafted in the sixth round of the 2000 NFL draft to prove that it’s not just about how far you can jump or how fast you can run, it’s about how much heart you put into what you do to unleash your potential and win. The concept is reiterated by Gladwell who wrote, “To become an expert in something it takes 10,000 hours of practice. The closer psychologists look at the careers of outliers, the less important is innate talent and the more important is preparation.” March 9, 2017
This week my travels found me first in Atlanta to meet with the Berkshire Hathaway HomeServices Georgia Properties team and next in Minneapolis for a HomeServices of America, Inc. monthly board meeting. As I traveled from the East to the Midwest, there was one idea on my mind and it’s been center stage at almost every brokerage I’ve visited so far this year: culture. Extensive articles, studies, books have all been written about this very subject, and the proliferation of literature on the topic speaks to how important it is for the success of a company. Organizations may have the latest technology, the greatest talent, the hardest-working employees but if they don’t have a positive culture, what do they really have? Culture is a sustainable competitive advantage and it’s also a byproduct of strong, inspiring leadership. At Georgia Properties, the leadership team—with the servient leader, CEO Dan Forsman, at the helm—has fostered a culture that is enthusiastic, energetic and esoteric; theirs is a culture not often experienced at a real estate company. When I delivered my keynote on the “7 Principles of Success” to the team, they not only fully absorbed what I had to say but also asked engaging questions that told me these Georgia Properties agents would immediately put this advice to good use in their businesses. Culture also translates into profitable success for Georgia Properties; the company has increased its share of the luxury market by 43% year over year and is dominating the new-home market in Georgia. Additionally, they’re focused on cultivating young leaders within the brokerage to ensure a bright future for this vibrant company. All team members at Georgia Properties genuinely love what they do, an important key to success, and they also love who they do it with. I’d even go so far as to say that Berkshire Hathaway HomeServices network brokerages feature some of the most dynamic cultures of any in our entire industry. And on this note, Entrepreneur magazine happens to agree; the publication recently ranked Berkshire Hathaway HomeServices Ambassador Real Estate as 12th in the large company category of their Top Company Cultures list for 2017. This list, a comprehensive study of U.S.-based businesses exhibiting high-performance cultures, recognized Ambassador Real Estate for creating an exceptional culture that drives employee engagement, exceeds expectation and directly impacts company success. “In my mind great company cultures are created top down so it’s absolutely essential if you want a great culture to have your leaders on the same page,” Vince Leisey, president at Ambassador Real Estate, told me when I asked his opinion on the relationship between effective company culture and leadership. Leisey was honored by Entrepreneur’s distinction and said there was an overwhelming sense of pride felt by his entire organization after learning about the news. “We feel like we’ve accomplished this together,” he said. “Because culture happens when you create an environment where every single person actually wants to come to work and where each member of the team contributes to the energy, enthusiasm and excitement experienced by all.” What’s the message? Culture is there whether a leader creates it or not—it’s an ever-present function of every organization no matter what—so in order to have a culture that works in a company’s favor, every leader must be proactive in generating and instilling the kind of meaningful culture that will inspire lasting success. March 3, 2017
This week my travels found me first in Pinehurst, NC on the very golf course which, since 1898 has been the playing ground for golf championships as well as champions of the sport like Jack Nicklaus, Arnold Palmer and Payne Stewart. I was at the historic Carolina Hotel in Pinehurst for the GearUp 2017 awards ceremony hosted by the Berkshire Hathaway HomeServices Carolinas Realty family of brokerages, led by president and CEO Tommy Camp, with Maureen Sammon, president and CEO of HomeServices Lending in attendance. The event was filled with hundreds of passionate agents, all gearing up for a successful year ahead. Next, I flew to Dallas to rehearse with my team for our upcoming Berkshire Hathaway HomeServices Sales Convention in Phoenix. It always strikes me as interesting how right around this time each year, as I prepare to address thousands of our network members from our general session stage, I receive several messages wishing me good luck at the convention. I always appreciate the support and the phrase is a fascinating one to analyze in the context of effective leadership What does “good luck” mean anyway? As my good friend Dwight Clark, former All-Pro wide receiver for the San Francisco 49ers and five-time Super Bowl champion says, “Luck is when preparation meets opportunity.” In other words, opportunity knocks—luck stands at your threshold—and when you hear this fortunate sound, you know exactly how to open the door, what to say when luck is standing there, staring you right in the face. So, you shake luck’s hand—a firm handshake, of course—and then you make things happen. When an opportunity is missed, when luck comes knocking and no one is home to answer the door, we can attribute this to a leader’s insufficient preparation. Simply put: An opportunity arrived and they just weren’t ready. It’s an unfortunate circumstance that not only affects the leader but also affects every member of the leader’s team. Preparation is like that—a trickle-down entity with the power to allow companies and leaders to very quickly rise or fall. Another important component to preparation is accountability. Hold yourself accountable or find someone who will. In fact, a recent Forbes article described preparation as the act of “being proactive to deliver on a responsibility you are accountable for.” As a leader, accountability is a never-ending facet of every initiative, project and transaction you tackle; without accountability, preparation becomes meaningless, opportunities become harder to grasp and luck more difficult to capitalize on. Here’s what five famous leaders have to say about the importance of preparation:
• “Expect the best. Prepare for the worst.” – Muhammad Ali
• “By failing to prepare, you are preparing to fail.” – Benjamin Franklin
• “Most people have the will to win. Few have the will to prepare to win.” – Bobby Knight
• “Preparation, I have often said, is rightly two-thirds of any venture.” – Amelia Earhart
• “You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” – Zig Ziglar
So, what’s the message? Preparation as a major factor to compelling leadership is nothing new. In fact, Confucius once said, “Success depends upon previous preparation, and without such preparation there is sure to be failure.” Yet even this concept, thousands of years in the making, is overlooked as a critical component to leadership today. Because while preparation is not a sure-fire way to accomplish absolutely everything in business or life, remember that even if there is preparation without success, there is never success without preparation.
This week my travels took me to Northern California to meet with Gretchen Pearson, president of Berkshire Hathaway HomeServices Drysdale Properties and her team—what a great group of real estate agents and managers! I also participated in meetings and conference calls as my team gears up for our big event in Arizona. It’s hard to believe it but we’re just one month away from the Berkshire Hathaway HomeServices 2017 Sales Convention in Phoenix and if you haven’t yet registered, let me give you five reasons why you should absolutely attend: 1. You’ll leave with one new idea that will be good for at least one new transaction. Sign up and get your CIPS designation to learn how to work with international clients, attend our university sessions to discover new ways to market yourself and your properties, take notes at General Session as keynote speakers National Baseball Hall of Famer Johnny Bench and renowned economist Shawn DuBravac share their insights; no matter what you do, you’ll be learning, growing, changing and figuring out how to win that next client in a way you wouldn’t have thought of before. (Also, in many cases you can write off Sales Convention as a business deduction, so it practically pays for itself, though I’d recommend speaking to your tax professional for more details.) 2. You’ll meet at least one person who will share a positive habit you can incorporate into your routine. Whether it’s taking daily vitamins, reviewing your goals right when you wake up, discovering a new prospecting technique, learning about a unique way this person serves buyers and sellers that you too can also implement, someone you run into and talk with at Sales Convention will share a gem of wisdom that will help you improve your own day … and your business. 3. You’ll make a special connection that will turn into a referral down the road. The best feedback I receive about our events is when an agent comes up to me and says, “I met someone at Sales Convention last year from Chicago and a few months later one of my clients was relocating to the Chicago area; this agent was the perfect fit and I couldn’t have been happier to refer her with confidence, knowing I was putting one of my trusted clients in the hands of someone who I had built a personal relationship with!” The ROI of Sales Convention is immediate but it’s also long-term; you’re building a referral network that’s strong and widespread. 4. It’s an opportunity to let people know you’re dedicated to improvement and growth. Share your Sales Convention story on Snapchat—we’ve got custom filters for that—go live on Facebook during an intriguing session, use our hashtag, #ReadySetGo2017 to digitally connect with attendees and post about our event, download our mobile app to share feedback, search our agenda and message attendees. The best connections happen in person but our industry is a mobile, digital one, so start these connections right from the phone in your hand. 5. You’ll have a chance to recharge and have some fun. Stepping away from your office for a few days will be a healthy change of pace. I always stress the importance of balance and Sales Convention provides just that: the perfect mix of learning with leisure. Enjoy The Starting Block Theme Party Monday night and on Tuesday night, rock with GRAMMY award-winning band, Train, to benefit The Sunshine Kids. Fun is an underrated ingredient to success and downtime helps us maintain our focus when we do get back to work. Now here are some excuses to avoid: 1. You’re too busy. No one is too busy to learn, grow and connect. 2. There are no hotels. Actually there are. Go to visitphoenix.com, click on “Hotels & Resorts” and search through all available options in the city. 3. You can’t afford it. Trust me, you can’t NOT afford it. 4. I went there last year, why do I have to go again? That’s like saying I went to work yesterday, why do I have to go today? 5. I won’t know anyone. Meeting new friends and contacts is the very definition of what a networking event is all about. Plus, the more you go, the more people you’ll know. So, what’s the message? It’s appropriate we should hold our event in Phoenix—the home of baseball spring training—because Sales Convention really is the spring training for your year in real estate. It’s where you’ll get inspired by new ideas to spark new business, learn about positive habits to impact your daily routine, make and solidify relationships to garner referrals, and do it all while having fun. Hope to see you there! P.S. If you’re planning to attend but haven’t registered, learn more about onsite registration here. February 17, 2017
This week my travels found me first in Las Vegas to speak with HomeServices Lending CEO and president Maureen Sammon and her team at HomeServices Lending’s Elite Producer Event. Next, it was off to Tucson to speak with our Real Living Real Estate network members for the annual Real Living Connection conference. At each event, I spoke about the importance of a positive mindset for effective leadership and the topic couldn’t be more top of mind than after this past Sunday’s historic Super Bowl LI game. As all of you know, the Patriots won the Super Bowl in a stunning overtime victory, claiming the Vince Lombardi Trophy I wrote about last week. The game—which many claim was the greatest Super Bowl played—boiled down to tactical errors made by the Atlanta Falcons and decisive execution on the part of the New England Patriots and their on-the-field leader, Tom Brady, and off-the-field leader, Bill Belichick. In total, the Patriots ran 93 plays during the course of the game while the Falcons ran almost half as much—46 plays. In the fourth quarter alone, when the Patriots truly turned the game around, New England ran 35 plays to Atlanta’s 13. Yet, it wasn’t just play-making that was the active ingredient in a New England championship; it was also a mindset maintained by the entire team that while they might be down on the scoreboard they were far from out. Famously, Belichick worked his team harder than ever in the days and weeks leading up to the Super Bowl—he even tried to start a “no days off” chant at the Patriots parade in Boston to reflect his leadership philosophy—and the results certainly showed. “We put in a lot of work,” said Patriots receiver and special teams standout Matthew Slater. “We’re practicing in pads on Super Bowl week. We’re squatting 80% of our maxes on Super Bowl week. I mean, we worked for this. Our bodies were ready. Our minds were ready, and we just kept believing one another.” To pull off a Super Bowl win, belief was truly the name of the game. Every single player on the New England Patriots had to believe they could come back. The team also had to believe in Tom Brady, who remained calm despite his team’s worst deficit of 28-3 in the third quarter. And Brady’s composure is the mark of not just a good leader but a great one. Any leader can lead through success. That’s easy. But it’s the hard that makes you great, as I say. The true test of a leader is when the chips are down, when this leader is facing the greatest deficit in a Super Bowl game ever and you say something like, “OK, we need two touchdowns, a field goal and two 2-point conversions to take the Super Bowl into overtime,” and without blinking an eye the leader would reply, “I got this.” So what’s the message? Truer leadership has never been so clearly defined as the New England Patriots rallying together and winning this Super Bowl game. Yet it was no coincidence or no capricious stroke of luck that New England wound up the victors; it was a mix of experience, determination, perseverance and the belief that winning was possible. Brady was once quoted as saying, “If you don’t believe in yourself why is anyone else going to believe in you?” And that’s the truth. Leadership, success, victory … it must start always with you. February 10, 2017
This week my travels find me first in Irvine for a meeting with Berkshire Hathaway HomeServices California Properties CEO Mary Lee Blaylock and the California Properties team then off to Dallas to meet with Berkshire Hathaway HomeServices PenFed Realty Texas agent Russell Rhodes, leader of the Russell Rhodes team, PenFed Realty Texas Broker/president Rick Wylie and the entire PenFed Realty Texas team. After that I flew to Detroit and spoke with agents, managers and leadership at Real Living Kee Realty. For each meeting, I delivered several principles for success, specific ideas to follow in order to win. It’s no surprise winning is on my mind because I just received a text from my good friend and former All-Pro wide receiver for the San Francisco 49ers as well as five-time Super Bowl champion, Dwight “The Catch” Clark, who’s on his way to Houston for Super Bowl Media Week appearances. Each summer, as soon as pre-season begins, teams have one Wildly Important Goal (WIG) in mind: Make it to the Super Bowl and then, win the Vince Lombardi Trophy. This trophy—a football resting atop a pedestal that measures 22 inches and 7 pounds of sterling silver glory—is only given to the team that has proven to be the very best in the world. Why is it called the Vince Lombari Trophy, you may ask? Why not Super Bowl Championship Trophy? Well, it’s an interesting story. On Jan. 15, 1967, the first-ever Super Bowl was played between the Green Bay Packers of the National Football League—whose coach at the time was Vince Lombardi—and the Kansas City Chiefs of the AFL. Green Bay won that game handily by a score of 35-10 and would go on to defeat the Oakland Raiders in the Super Bowl the following year, 33-14. After Super Bowl II, Lombardi retired as head coach of the Packers but not before solidifying his legacy as one of the greatest coaches and leaders of all time. Still, for the next few years—until 1970 to be exact—Super Bowl winners would receive what was called the World Professional Football Championship Trophy. When Lombardi suddenly died of cancer in 1970, the trophy was renamed the Vince Lombardi Trophy before it was awarded to the Baltimore Colts after they beat the Dallas Cowboys in Super Bowl V. Some might imagine the trophy bore Lombardi’s namesake because he was the leader responsible for bringing his team to Super Bowl victory in Super Bowl I and II but it’s really so much more than that; the name, the man, the legend known as Vince Lombari is absolutely synonymous with winning. Lombardi once said, “winning is a habit,” and for him, it truly was. During his 10-year coaching career, Lombardi’s teams won 96 regular season games, which amounted to a .728 winning percentage. He also had an astounding .840 winning percentage in all the pre-seasons he coached and during post-season, was virtually untouchable with a .900 winning percentage, which included five NFL titles. So, what’s the message? It’s one I’m sure New England Patriots head coach Bill Belichick, quarterback Tom Brady, Atlanta Falcons head coach Dan Quinn and quarterback Matt Ryan are repeating over and over leading up to Sunday’s big game; it’s the idea of habitual, unwavering devotedness to a single, achievable goal -- a Super Bowl victory. That’s a powerful message we can all take with us, whether we’re attempting to win a listing, a deal or a new client. We must remain focused, steadfast and unflappable in our devotion to win. “Winning is not a sometimes thing,” Lombardi once said. “It’s an all-the-time thing. You don’t win once in a while, you don’t do the right thing once in a while, you do them right all the time. Winning is a habit.” P.S. If you’re looking for a good read to learn more about Vince Lombardi, I recommend When Pride Still Mattered: A Life of Vince Lombardi. February 3, 2017
This week my travels find me in Irvine, CA and the trip to Southern California has afforded me a healthy dose of perspective. On Tuesday morning, I moderated a lively Book REview session—if you don’t know, Book REview is our quarterly online discussion of a business book—then sat in meetings with our national REthink Council for the next two days. For me, reading (and listening) to books is a way of life. I’m never NOT starting a new book. Why? Because new eyes see old things in new ways. Reading about the perspectives of others helps broaden, sharpen and focus your own. Our book for this week’s Book REview was The Slight Edge by Jeff Olson, all about small changes (I call them small wins) you can make to ultimately drive big results. Olson also emphasizes the importance of maintaining a positive mindset from the minute you wake up so that lasting success is less of an uncertainty and more of an inevitability. “Focusing on the actions is not enough,” he writes. “Because it’s the attitude behind the actions that keeps those actions in place.” After Book REview finished, I stepped across the hall and into a space where positive attitude reigned: the 2017 Irvine meeting of the national REthink Council. Just walking through the door and into that room you can practically feel the palpable passion these millennial, top-producing agents have for their craft. They shared best practices, brainstormed ideas, spoke about their specific goals and encouraged each other with fresh perspectives and insights. After the REthink meeting it was off to Costa Mesa, CA to record a webinar with Debbie De Grote, founder/CEO of Excelleum Coaching & Consulting. Our webinar was an opportunity for agents to learn new ways to approach the listing presentation, again stressing the idea that to learn is to grow. So, what’s the message? Oprah Winfrey once said, “Surround yourself only with people who are going to lift you higher,” and it’s true. Take a look at your five closest friends, colleagues, associates … are they lifting you higher? Do they have the kind of positive mindset Olson stresses as being vital to success? By constantly learning from others, you ensure that you’re forever pushing yourself forward to achieve even greater personal and professional rewards with each passing day. January 27, 2017
This week my travels found me first in Denver for the launch of Berkshire Hathaway HomeServices Innovative Real Estate. The brokerage, led by Brokers/Owners Scott Nordby and Lora Nordby—two fantastic leaders in the real estate industry—operates four offices with more than 160 agents. It also consistently dominates the Denver market in key production categories and stands among the Top 10 brokerages in the competitive Denver metro area. When I say I’m proud and honored this fantastic team joined the Berkshire Hathaway HomeServices family, I really mean it. While attending the event, I ran into my good friend and author, Larry Kendall, who just so happened to be speaking at the launch. I’ve long been a proponent of Larry’s Ninja Selling techniques, which are brutally effective ways to increase production and create sustained improvement based on strong relationship-building skills. It was a happy coincidence to see Larry in Colorado and watch him deliver a keynote that energized and invigorated the already-motivated crowd. Speaking of motivation, I received a dose of my own as I flew from the Rocky Mountains to the Top of the Rock (or close enough, anyway) to meet with leaders from our brand-new NYC-based affiliate, Berkshire Hathaway HomeServices New York Properties. It’s been a long-awaited homecoming to see our brand amidst the skyscrapers of New York but it’s a city that couldn’t be a better fit. “My phone hasn’t stopped ringing,” said Ellie Johnson, president of New York Properties, who says since the company launched Jan. 9, the referrals have been coming in non-stop. “It’s not just potential buyers who are calling me,” she explained. “These are solid clients who want to sell their property and use our team to help.” Candace Adams, CEO of Berkshire Hathaway HomeServices New York Properties, New England Properties and Westchester Properties, affirmed the enthusiasm. “We’re excited about every day because every day we are growing.” I was standing at the company’s impressive Madison Avenue office space, a breathtaking locale with panoramic views of the East River stretching across floor-to-ceiling windows. But it’s not just the quintessential Manhattan scenery that makes New York Properties such an extraordinary member of the network; it’s also a powerful leadership team in Candace and Ellie that I have no doubt will drive the brokerage to even greater and greater success. Both seasoned and experienced industry veterans, Candace and Ellie are passionate leaders who believe in developing a strategic plan, executing on that plan and keeping a strong focus on the core values that will forever make their company great. So, what’s the message? Leadership drives growth and it’s up to leaders to deliver on the particular values that make their company unlike any other. At Berkshire Hathaway HomeServices, those values are trust, integrity, stability and longevity, and each in turn gives agents and clients a sense of comfort in the strength of the services we offer and value we bring. As Ellie told me today from her spectacular new office on Madison Ave., “We might be new to New York City but the brand and what it represents is timeless.” January 20, 2017
This week my travels find me in Irvine, CA at our HSF Affiliates LLC headquarters for a Sales and Service conference. The conference brought together our sales, service, operations, education and business consulting teams for a collective, three-day event filled with presentations, team-building activities and idea-sharing. As you know, I’m a firm believer in setting Wildly Important Goals (WIGs) and not just setting these WIGS but also limiting them to only the very most important achievements you need to get done. These were our two WIGs for the meeting: Increase the collaboration between our sales and service teams relative to working with our affiliates to help them achieve their goals faster than they would in our absence. Expand on and improve the way we connect with potential franchisees for whom we share our Berkshire Hathaway HomeServices value proposition and its important tenets of trust, integrity, stability and longevity. Beyond these two WIGs, it was an important conference for another reason: The face-to-face interaction of business associates who have in many cases worked together for years but haven’t yet had a chance to meet in person. Trust cannot be formed through a cell phone or computer screen. Trust, a pillar of not only our particular brokerage organization but also a pillar to sustainable success, must be built through genuine connection. This genuine connection, I should add, is found when you can look into someone’s eyes, shake his or her hand and be present in a room to feel the energy and passion this individual has for the work he or she does. That’s real trust. That’s real commitment to a shared goal. Emails and conference calls will never replace what it’s like to sit right beside your colleagues as they explain, illuminate and ultimately, inspire. So, what’s the message? I made it a point to sit through our entire three-day Sales and Service conference to hear every presentation given and proposal offered. In the end, I believe we achieved the two WIGs we set out to accomplish. How? Well, of course it was due in part to the strength of our great sales and service teams but it was also largely because of the face-to-face time we spent together that helped show us just how very strong we are. Business is done with people, not companies. And applying this concept to your own leadership style means the next time someone asks to schedule a conference call or video chat for your meeting, tell him or her you’d rather sit down in your office or grab a coffee instead. Trust me, the future success of whatever business endeavor you’re setting out to achieve will be better off because you did. January 13, 2017
This week my travels found me in Omaha, NE attending the Berkshire Hathaway Energy January 2017 Executive Leadership Conference and related workshops. More than 350 officers and managers from throughout the enterprise attended the three-day event, which included cross-business panel discussions and presentations related to key challenges and opportunities. Panel discussions centered on managing competitive risk, modernizing assets, reducing our environmental footprint, enhancing cybersecurity plus an overview of political and economic effects on our businesses – all great material. I also loved the interactive Leading Change Workshop, which leveraged the creative input of participants for greater understanding of the impact of change on people and for leading changes to meet continuous goals. Still, without question, the highlight of our meetings came Tuesday afternoon when Berkshire Hathaway Energy Chairman and CEO Greg Abel conducted an interview with Warren Buffett. The session lasted about 60 minutes but we could have listened to Mr. Buffett for hours. He seemed all-knowledgeable with important perspectives on every question. At the same time, he was straightforward, witty and positive. When the interview concluded Mr. Buffett remained for questions from the audience. I wasn’t going to miss this opportunity so I quickly stepped up to the microphone. Admittedly, I was a little nervous but I got the words out -- a question relating to Berkshire Hathaway HomeServices’ interaction with other Berkshire Hathaway companies. Mr. Buffett gave me a welcoming smile and carefully answered my question, making eye contact with me the entire time. The moment was not lost on me and never will be. What’s the message? Very simple. Leaders, no matter who they are, must take the time for the people they lead. They listen, process and respond with respect and, in the process, enrich and grow their entire organization.
This week my travels found me in Northern California, working from my home office and preparing for the new year (although as I told you in an earlier post, my business plan has been set for months). Whenever I’m home, I meet my friend and former All-Pro defensive back for the Los Angeles Rams, Johnnie Johnson, for a weekly breakfast; this week was no exception. Fortunately, Johnnie’s sons, Kirk and Collin, were also in town—on break from college at the University of Texas—so they joined us as well. Now, when I say these boys come from impressive lineage, I mean it. Johnnie himself played for the Longhorns almost 40 years ago, a two-time, unanimous All-American defensive back during his time at Texas and in 1978, named by the New York Downtown Athletic Club as the nation’s best DB. As BleacherReport.com described Johnnie’s football legacy, “In other words, he won the Thorpe award before the Thorpe award was in existence.” His two football-playing sons, however, are shaping up to be no less impressive and have so far carved out quite a reputation as not only strong players on the field but also strong leaders off the field, motivating their fellow teammates and leading by example. It’s a lesson for every one of us to learn—leaders come in all shapes, sizes and ages—and a testament to the fact that true leadership, the kind that inspires, impassions and invigorates, cannot be defined by anything other than one’s own will to succeed. Former Texas Longhorns Head Coach Charlie Strong once said this about Kirk during a press conference: “I always tell my players if I want to just watch a player and watch the way things are done right, I tell them to watch Kirk Johnson.” Coach Strong went on to describe Kirk’s work ethic, technique and commitment to his job (he’s “always the first guy in the room”) and how those characteristics make him a shining example of leadership. What’s the message? I couldn’t say it any better than Collin Johnson did when he explained his football philosophy to 247sports.com: “It’s not really about the size of the dog in the fight; it’s about the size of the fight in the dog,” he said. “But I got both, because I have fight in me and heart.” (He’s also 6’6”, so he’s got some size himself.) This sentiment is similar to an idea echoed by John Wooden, who was widely regarded as one of the greatest basketball coaches of all time. Wooden said, “Success is peace of mind, which is a direct result of self-satisfaction in knowing you made the effort to do your best to become the best that you are capable of becoming." As the new year speedily approaches, think about these wise words and leadership concepts from Kirk, Collin and John Wooden. Remember, you shouldn’t feel limited or confined by what you don’t have; play full out and do your best to win every time. This way, no matter what the outcome of any situation, as long as you maintain a positive mindset and a fighting spirit, you can never really lose.
Everyone knows there’s not one mold from which great leaders are made. Yet it’s also known that all leaders share common traits: They inspire, they motivate, they bring about joy and cheer to every member of their team. What leader inspires, motivates and spreads cheer and joy more than jolly, old St. Nick? If you think about it, he’s got a lot on his cookie-filled plate. And we can’t deny he’s one busy guy. Here are three reasons why St. Nick is the epitome of a great leader:
This week my travels find me in Southern California for leadership meetings, our HSF Affiliates December Town Hall meeting and our team’s annual holiday celebration. I arrive in Irvine at the ideal time, just as we released Q4’s Berkshire Hathaway HomeServices’ Homeowner Sentiment Survey to wrap up the year with a consumer-centric bow. The major headline of our latest survey results found interest rates are on the minds of consumers, with optimism reigning for all demographics; current and prospective homeowners—particularly Millennials—remain enthusiastic about the state of the U.S. real estate market, even as they expressed concern over the prospects of rising interest rates. In fact, those concerns are not unfounded. Wednesday the Federal Reserve announced a raise in interest rates, the second increase in 10 years and the first since last December. Effective Dec. 15, 2016, the FOMC voted unanimously to raise the target range for the federal funds rate to .25% to .75%. What does this mean for real estate? Well, to answer that question, let’s remember although a rate hike can grab headlines and easily create unease among prospective homeowners, this increase actually signals an improving, healthy U.S. economy and that’s always a good thing for real estate. Though first-time home buyers may not have the same perspective as those who have owned homes for decades, rates—despite the latest rise—remain near historic lows. Translation: It’s still an excellent time to buy a home. Here are a few more highlights from our survey I found particularly interesting:
This week my travels find me in Boca Raton, FL but instead of talking about my meetings in the Sunshine State, I want to instead share a brilliant marketing idea I discovered on a recent trip to Dallas. The idea brings to light the importance of creative disruption and how in business you must develop, consider, reconsider, refine and modify any proposed solution to a problem in order to achieve sustainable success. So, what’s the message? This concept of creative problem-solving, I must admit, is on my mind at the ideal time; just this afternoon, we announced four new members who will join our national REthink Council, a Berkshire Hathaway HomeServices program focused on changing the real estate market of today ... and tomorrow. The top-producing, Millennial members of this group have the passion and mindset needed to effect real progress. They’re all about collaboration, learning and are genuinely interested in helping our network brokers to perpetuate a vibrant culture. Learn more about our new national REthink Council appointments here.
This week my travels find me in Northern California, taking a few days off before I get back to work on Friday. (Yes, you read that right!) I know my usual Thursday Thoughts recount how I flew to New York on Monday and was in Arizona on Tuesday but this week, I stayed put and did something that is important, powerful—yet underrated—for all leaders to do: I recharged. In The Power of Full Engagement, an influential book about leadership by best-selling authors Jim Loehr and Tony Schwartz, the mindful duo had this to say about sprinters vs. long-distance runners: “Think for a moment about the look of many long-distance runners: gaunt, sallow, slightly sunken and emotionally flat. Now visualize a sprinter … Sprinters typically look powerful, bursting with energy and eager to push themselves to their limits. The explanation is simple. No matter how intense the demand they face, the finish line is clearly visible 100 or 200 meters down the track. We, too, must learn to live our lives as a series of sprints—fully engaging for a period of time and then fully disengaging and seeking renewal before jumping back into the fray to face whatever challenges confront us.” How does that relate to the way in which we should lead? Thoughtfully, attentively, fully engaged and ready to win but conscious that in order to keep up this level of intense focus, we must take breaks that allow our minds and bodies to disengage, relax and prepare for our next “sprint.” So, what’s the message? Be a sprinter. As the busy holiday season approaches, make sure you’re taking time—block it out in your schedule—to recharge and step away from it all before beginning your next sprint. In my time management class, I teach that you should schedule yourself out a year in advance. And what is the first thing I always say you should schedule? Time off. For now, this might mean taking a long stroll through your neighborhood, listening to your favorite band or audio book, walking your dog, enjoying a cup of coffee in solitude and silence. However or whatever “recharge” and time off means to you, be conscious about fitting it in. You’ll find that the quality of work you produce and the service you can provide to your clients when you’re charged up and completely engaged will be so much better because of it.
This week my travels found me in Northern California where on Monday afternoon I had the opportunity to have lunch with my good friend, Dwight Clark, former All-Pro wide receiver for the San Francisco 49ers and five-time Super Bowl champion. We were joined by another friend of mine, best-selling author Carmine Gallo, who wrote some of my all-time favorite business books, including: Talk Like Ted, The Storyteller’s Secret and The Presentation Secrets of Steve Jobs. Together, we spoke about the challenges and rewards of business, sports and life in general.
With Dwight Clark and Carmine Gallo at lunch on Monday in Northern California.
Carmine had just come off the heels of a fascinating Forbes interview with Steve Young, Hall of Fame quarterback, who wrote a book about leadership called QB. In his memoir, Steve talks about overcoming obstacles and reveals the habits that turned him from an eighth-string back-up quarterback at BYU to a Hall of Fame pro ball player. (You can watch the interview here.)
Dwight told us he had just attended a party that past Saturday night for Eddie DeBartolo, former owner of the 49ers and recent inductee into the Pro Football Hall of Fame, and was planning to attend another party Monday night hosted by U.S. Senator Diane Feinstein, also organized to honor Eddie’s induction. Both celebrations provided Dwight and his past 49ers teammates the chance to reminisce about their days playing and winning championships. “We weren’t just a family on Sundays,” Eddie had said in his Hall of Fame acceptance speech. “We were a family every single day.” The camaraderie at that party, decades after these players won their Super Bowl rings, further proves Eddie’s point.
Another important point Eddie stressed was how significant every single person in the 49ers organization was to the success of the team as a whole.
“I understand that our success wasn’t just on the owner and the players, but on everybody,” he said. “I stand here today for the equipment managers and the groundskeepers, and the laundry crew who worked hard every day. I stand here for the executive assistants, the PR team and the interns who worked through the weekends. I stand here for the scouts and the bus drivers, and the cooks and the schedulers and (hot) dog vendors, and the community reps who might never ever see their name in lights, but who are every bit as important to building a winning football franchise, as the players we root for on Sunday.”
(During our meal with Carmine, Dwight also shared how Bill Walsh, former 49ers head coach, played a hugely important role in Dwight’s NFL career, a story you can read in its entirety here.)
As I sat there at lunch between two great men—the first, arguably one of the best communicators in the game and the second an All-Pro wide receiver—I couldn’t help but think how thankful I was to be among such inspiring leaders in their respective fields.
To be a great leader, one must learn from the wisdom of others, who hold experiences and knowledge that varies vastly from your own. That’s how you grow and ultimately, how you can lead with a smarter, more open and more holistic approach.
John F. Kennedy once said, “Leadership and learning are indispensable to each other.” Inherent in the concept of learning from those around you is the concept of gratitude because we must always be thankful for the lessons these leaders so selflessly impart for no other reason than to help us improve and succeed. As Thanksgiving approaches, this concept of generous idea-sharing is especially significant for me, and one I hope you all consider as you gather with loved ones for your turkey dinner this year.
So what’s the message? Leaders, as you know, are not born, they’re made, and the fabric of leaders is sewn from all the intelligent, inspiring people around them. Listening to Carmine and Dwight talk about what they do best during our lunch, I realized there is nothing more I could be thankful for than every single leader who has inspired me from the beginning of my career to this very moment, sitting here writing this blog post to you. On Thanksgiving, be thankful for your family, be thankful for your friends, be thankful for every single person in your life because they’ve all played such an important role in shaping who you are today … and who you’ll be tomorrow.
This week my travels found me in Northern California, Arizona, Southern California and then back to Northern California. While in Los Angeles, I had the opportunity to attend an event honoring recently retired Chairman, president and CEO of Edison International Theodore “Ted” F. Craver, Jr. with the 2016 Western Los Angeles County Council, Boy Scouts of America Americanism Award. According to WLACC-BSA president Mark D. Carlson, the award “is conferred on individuals who personify the traditions of our country and the Boy Scouts of America.” Other notable recipients include: General Jimmy Doolittle, Gerald R. Ford and Bob Hope. The event itself was an incredible evening put together for a fantastic, inspiring leader and proudly sponsored in part by our very own parent company, Berkshire Hathaway Energy. When asked about one of the secrets to his success, Craver told Carlson he incorporates the 12 points of the Scout Law into the culture of the organizations that he has had the opportunity to lead. Here are those 12 points: A Scout is ... Trustworthy, Loyal, Helpful, Friendly, Courteous, Kind, Obedient, Cheerful, Thrifty, Brave, Clean and Reverent. As I participated in the event to honor Craver, and listened to how the Boy Scouts of America fosters, develops and embodies leadership, I couldn’t help but recall a speech I’d watched the day before, given by the Dallas Cowboys’ Tony Romo to squelch swirling quarterback controversy among the Cowboys organization, exacerbated by a media splashing the story of a sidelined Romo across every major sports publication in the country. To provide context, as Tony Romo recovers from a back injury that has kept him off the field since August’s preseason, Dak Prescott assumed—and will continue to assume-the role of quarterback for the Cowboys. In a 733-word speech lasting a little more than 4 minutes, Romo explained his frustration and fears about watching another player excel as Cowboys’ quarterback but also articulated reverence, bravery, loyalty, trustworthiness, obedience and every other point of the Scout Law. “You see football is a meritocracy,” Romo said. “You aren’t handed anything. You earn everything every single day, over and over again.” He went on to say that whatever you do earn, you earn for everyone. “Ultimately, it’s about the team,” explained Romo. “... There are special moments that come from a shared commitment to play a role, while doing it together. That’s what you will remember. Not your stats or your prestige but the relationships and the achievement that you created through a group. It’s hard to do, but there’s a great joy in that.” So, what’s the message? Let’s return back to the Americanism Award that Craver received. In the description of the award it is stated: ”This award recognizes the recipient’s accomplishments in business, philanthropy or politics, and outstanding contributions to scouting and the quality of life within our community.“ Nowhere in that description is the achievement of the individual—how much money he or she earned, how many deals he or she was able to close—it’s an award honoring an exceptional leader, just like Ted Craver, (and in many ways, like Tony Romo proved himself to be with his speech), who is exceptional not because of his or her own greatness but because of the greatness the leader instills in others.
This week my travels found me in Northern California, working from my home office, and on Tuesday afternoon in Los Altos at the Montclaire Elementary School, exercising my right as an American citizen to vote in the 2016 election. For those reading my words now, holding your breath, don’t worry. This isn’t a political post … per se. I know far better than to talk politics or espouse one person’s opinion as more sound than the next. But my weekly messages are all about leaders and I’d be remiss not to mention that one has just been elected to lead the United States of America as our 45th president. It was a stunning electoral season, filled with passion, perseverance and purpose shown by both sides of the aisle. And now, it’s over. The time for divisiveness is through. We must once again be not red or blue states but a red-white-and-blue nation built on unalienable rights—life, liberty, the pursuit of happiness. We must determine to be stronger together in order to sustain the democratic principles that make us so great. In his First Inaugural Address, delivered in 1801, President Thomas Jefferson addressed a crowd of Federalists and Republicans recently divided by a historically close election. “Let us, then, fellow-citizens, unite with one heart and one mind,” said the Founding Father. “Let us restore … that harmony and affection without which liberty and even life itself are but dreary things.” If you watched Donald Trump’s victory speech or Hillary Clinton’s concession, you’ll recall similar thoughts echoed by both: Let us move forward and let us do it as one nation. “I still believe in America and I always will,” Secretary Clinton declared Wednesday morning in New York City. “Our constitutional democracy enshrines the peaceful transfer of power. And we don't just respect that, we cherish it.” She later added, “I believe we are stronger together and we will go forward together.” The night before, as Trump accepted his election to the U.S. presidency, he stood behind his podium and declared something quite similar: “Now it’s time for America to bind the wounds of division … I say it is time for us to come together as one united people.” So, what’s the message? The idea of forward movement is nothing new to those in the real estate industry—we help people move each and every day—or really to anyone in a business set on positive growth. With this familiar idea in mind, we must all step together, move forward as we’ve done so many times before, as we’ll do so many times after this, not as isolated parties in a nail-biter of an election but as one people, united, who believe in democracy, liberty and justice for all.
This week my travels find me in Orlando for the National Association of REALTORS® Conference & Expo, a yearly event that brings together real estate professionals from across the country … and the globe. Our HSF Affiliates brands will be proudly represented on the Expo floor—come say hello to our team at Booth No. 1565—as thousands of attendees connect, learn and ultimately build relationships that will help grow their businesses. In this post, though, I want to focus on the value of connection because I firmly believe it lays the groundwork for all we do, is a major determinant of future success and in many ways, can define who we are. Without real connection we have next to nothing; no authenticity, no substance, no trust and no foundation upon which to build lasting relationships that will propel us forward. The question often comes up: How do you best connect at large events like the NAR Conference & Expo, when the crowd can sometimes be overwhelming and the opportunities so vast? Here’s my answer (or my five answers), about how to foster meaningful connections at your next meeting—whether it’s at the upcoming NAR convention, an office networking event or holiday party:
This week my travels found me in Las Vegas for the 2016 National Convention of the Asian Real Estate Association of America (AREAA). From Vegas, it was off to Minneapolis for the monthly board meeting with our HomeServices of America, Inc. team-it’s always great to spend time with Greg Abel, chairman, president and CEO of Berkshire Hathaway Energy. Finally, I finished the week in Park City, Utah for a Mavericks meeting. What is Mavericks? It’s a small think-tank group of Berkshire Hathaway HomeServices CEOs who meet every six months to exchange ideas and help members grow. Each meeting is hosted by a different company; this one was at the offices of Berkshire Hathaway HomeServices Utah Properties, led by Broker/Owner Steve Roney. Every Mavericks meeting proves even more productive than the last and at the end of our time together, I always walk away with actionable ideas to help our affiliates improve, grow and succeed. Here’s how a 2010 article by The Guardian defined think tanks: “Tanks ... provide a space where experts and leaders from different backgrounds and disciplines can develop, discuss and test values, ideas and strategies.” They’re important to business growth from a developmental standpoint and they’re the melting pot into which ideas are thrown, cooked, stirred and subsequently served to the group at large. For our meeting, we began with an update on the markets of each Mavericks attendee and how their companies and agents are performing against their market. Next, Steve Roney gave a phenomenal overview of our existing Berkshire Hathaway HomeServices companies. From there, we rode a bus to the high-end, boutique offices of Utah Properties that fill some of the busiest spots of Park City, and do so with incredible strength -- Utah Properties is crushing it locally as the market-share leader. After that, we went to see the main office of Utah Properties, just six miles away as the crow flies but our bus ride actually took 40 minutes because we had to go around the mountain terrain. While at the main office, we interviewed agents and managers in order to give a critique about what we felt was working and not working at Utah Properties. Vince Leisey, CEO of Berkshire Hathaway HomeServices Ambassador Real Estate in Omaha (and our last Mavericks host) as well as Mark Stark, CEO/owner of Berkshire Hathaway HomeServices Arizona Properties, Berkshire Hathaway HomeServices Nevada Properties and Berkshire Hathaway HomeServices California Properties, provided updates on what changes they’ve made based on the feedback they received from our group at both the Omaha and Las Vegas meetings, respectively. They also spoke about how these changes had a positive impact on their companies. Tomorrow, each person in the group will offer one solid business idea to the other Mavericks and then we’ll end the meeting after this discussion comes to a close. So, what’s the message? A great idea left unshared is like a tree that falls in a forest. Does it really count if no one can hear it land? The success of our Mavericks meetings proves that ideas collected, discussed and acted on in a group setting are at the heart of transformative innovation because they’re heard by all.
This week my travels found me in Palm Springs, CA for the Berkshire Hathaway HomeServices CFO Conference and just yesterday, in Irvine at the Berkshire Hathaway HomeServices California Properties’ administration center. While in Palm Springs, I had the opportunity to address our CFO community and meet with the leaders who guide Berkshire Hathaway HomeServices brokerages nationwide toward achieving even greater financial stability and profitability. Brian Peterson, CFO for HSF Affiliates, also spoke to the attendees and emphasized the importance of being a catalyst, or as he defined it, being a person who quickly causes change or action. However, while a CFO can cause change to happen fast, he or she is also the one responsible for long-term, lasting growth. That’s why, Brian explained, “The CFO role is becoming more strategic and influential.” After the CFO Conference I was off to Irvine where I presented to the Berkshire Hathaway HomeServices California Properties team. I spoke about the 7 Principles of Success and a Mindset Routine for personal and professional growth to help agents get a jump start in the new year. (As I mentioned, agents should finish their business plan in October to ensure a running start as soon as Jan. 1 comes around.) After the presentations, I recorded a podcast with Sam Guillen, director of training for California Properties, where we talked about my real estate career and the lessons, discoveries, triumphs and challenges I’ve experienced after decades in the industry. So what’s the message? As December fast approaches, think about all the ways you’ll grow in 2017 through the principles you follow, experience you’ve garnered, decisions you make, strategies you employ and the positive mindset you maintain. Then, you’ll set yourself up for success in the new year … and beyond.
This week my travels found me in Ft. Lauderdale, FL for the National Association of Gay and Lesbian Real Estate Professionals Conference. This meeting is the premiere forum for the LGBT real estate market and highlights issues that affect lesbian, gay, bisexual and transgender homebuyers and sellers. As an example, at the 2016 conference, NAGLREP released the results of its latest Member Survey, which found 20% of LGBT real estate agents surveyed thought the historic Obergefell v. Hodges Supreme Court ruling positively affected their clients’ decision to buy or sell a home. (Read more results from the survey here.) Each year, industry leaders gather to celebrate accomplishments, discuss pressing topics and brainstorm ways to make a real difference for an influential, important and impactful area of the real estate industry. This year’s meeting was exactly that. Brad Inman, founder of Inman News delivered a keynote address about how people and technology are making the world a better place (and why we need to play along); Sean Becketti, chief economist at Freddie Mac talked about what’s in store for the housing market; Blair Myers star of “Like A Boss” TV show on the Oxygen Channel, spoke on the topic of using personal characteristics to grow your brand and business; Sherry Chris, president and CEO of Better Homes and Gardens, along with Todd Sears, founder of Out Leadership, discussed how companies and organizations working together can help evoke positive change within the real estate industry; Ann Green, president and CEO of CooperKatz & Company, Inc., explained the ways agents can benefit from today’s golden age of PR; David Siroty, VP of Communications for Coldwell Banker, talked about smart content strategies for growth; and Krisstina Wise, founder of GoodLife Realty, gave a keynote about how to find true wealth and long-term financial security in real estate. Additionally, I was honored to deliver a keynote speech on the seven principles for sustainable success. Thanks to Jeff Berger, founder, president and CEO of NAGLREP for asking me to speak. Over several days, attendees at the NAGLREP conference discussed, brainstormed, shared ideas and connected, all for the betterment of the LGBT community and ultimately, real estate at large. It was a significant step toward bringing more diversity into our industry and one in which I was proud to participate. So, what’s the message? Diversity is incredibly important. As George Takei once famously said, “We should indeed be calm in the face of difference, and live our lives in a state of inclusion and wonder at the diversity of humanity.” Just as we can’t settle for mediocrity if we’re truly set on progressive growth, we also cannot settle on monotony, on a workforce or industry marked by sameness. We’ve got to focus on fostering diversity because while our similarities undoubtedly unite us, it’s our differences that really bring about the most powerful kind of collaboration, creativity and change.
This week my travels found me in Pittsburgh to meet with the team at Berkshire Hathaway HomeServices The Preferred Realty and owner/CEO Ron Croushore. Attendance at the meeting topped more than 450 agents, managers and staff, and I spent five hours—one with managers and four with the agents—talking time management, principles for success, operating a brokerage and more. What an incredible experience and what an energized group! As I stood on stage addressing the crowd, a thought came to mind: This, like all our Berkshire Hathaway HomeServices members, is more than a brokerage. It’s a family, a community of like-minded individuals who understand the importance of learning and growing together for the benefit of all.
And that thought stuck with me the entire day and night, following me as took in the breathtaking views of downtown Pittsburgh while dining at LeMont Restaurant and then as I returned to my hotel to write this post to you. It also became incredibly significant because it happened to coincide with HSF Affiliates breaking the news we’ve joined forces with World Class Coaches. World Class Coaches and its Moving Families Initiative, directed by former Los Angeles Rams All Pro football player Johnnie Johnson, tackles the challenges of moving families with a strong focus on serving, protecting and meeting the needs of relocating families with children ages 19 and younger.
As part of this program, agents from our HSF Affiliates brokerage networks will join more than 3,100 other real estate professionals already serving transitioning families coast to coast. Johnnie, recognizing that moving can be difficult for anyone but puts particular strain on children, launched this initiative to take a proactive approach on assuaging the physical and emotional strain kids face when changing neighborhoods or schools.
I actually found out about the program over breakfast several months ago with Johnnie. Just two friends, having breakfast on a Saturday morning, catching up and the whole thing turned into an incredible opportunity to share the great work he’s doing with our networks. Meetings ensued, I connected Johnnie with Mary Kelly, HSF Affiliates director of referral channel development, and Edward Maldonado, HSF Affiliates director of operations. With a lot of hard work—I like to say Mary quarterbacked the project—here we are today, kicking off this initiative to help moving families reach the end zone and help their children tackle the challenges associated with relocating to a brand-new place.
A new community to learn, new friends to make, new schools to navigate … all of this can deeply impact a child’s well-being and as real estate professionals, we have not only a unique positioning to help but also perhaps a duty to do so.
According to U.S. Census data, more than 10 million children 19 years and younger move throughout the U.S. That’s a massive number and a testament to the kind of large-scale impact we can make. To engage with this program, people simply access the new Moving Families Initiative Connectivity PlatformTM, www.movingfamiliesinitiative.com or call (866) 224-8895, prior to the execution of their home rental, sale or purchase agreement. Home Connections will then join them with a Preferred Real Estate Agent of the families’ choice.
So, what’s the message? Real estate is much more than a financial transaction. It’s a life change and we in real estate facilitate this monumental shift. We show our clients how a house can be a home and then watch as they live in it, transforming bricks and beams into a whole new existence for them … and their families. That’s why we support the Moving Families initiative plan. Because it ensures all family members’ needs are met through the move and beyond. It’s a holistic approach to relocation that is not only smart but it’s also the right thing to do.
This week my travels found me first in San Diego, where I was invited by Sam Guillen and John Stenberg of Berkshire Hathaway HomeServices California Properties to speak to the team. From there, I went to Irvine, CA and end my week in San Jose, CA, where Robert Cruz will be installed as president of the National Association of Hispanic Real Estate Professionals® (NAHREP) Silicon Valley. This week I also took the opportunity to finish my business plan for 2017 and will have my entire year mapped out by Saturday, Oct. 1.
Some might ask, a business plan in October? Yes, you read that right. Because over the decades I’ve worked in real estate, I’ve learned most real estate agents—and most companies—have a cash flow problem during January and February. The perennial issue makes sense when you understand that real estate works on a 90 day cycle; what you do today will pay off three months from now and concurrently, what you don’t do today will cause suffering and headache three months down the road.
That’s why it’s important to complete your 2017 business planning a full 90 days before the start of the New Year so that when Jan. 1 rolls around, you’ll be ready to hit the ground running.
But a warning: Don’t just review a draft of your business plan, tell yourself you’ll complete it in October and carry on with your day. Commit to business planning and then get it done!
Another important thing to consider as October draws near is how you’ll connect with current and future clients during all the parties, gatherings and events that take place between Halloween and New Year’s Eve. These celebrations present ideal opportunities to prospect for new clients, strengthen existing relationships and grow your business in the year ahead.
Remember to make a good first impression. A firm handshake, a positive attitude, a strong self-image and a smile go a long way when connecting with people. You can also connect with people through correspondence. You’d be amazed at how far a simple holiday card can take you!
For my own business strategy, I used to send out a holiday card in a very specific way and it had a huge impact on my business. Here’s what I did: I used a photo of my family and on the back, handwrote a personal holiday greeting to the recipient. I also handwrote every single envelope (no electronic labels here), used an actual holiday stamp and mailed the card on the Wednesday before Thanksgiving so it arrived in mailboxes on Black Friday, the busiest shopping day of the entire year. Why Black Friday? Because just as the rush of Christmas shopping begins (and people are in a consumer’s frame of mind) your card is the first thing they’ll see and you can bet they’ll hang that picture on their refrigerator or put it on their kitchen table and leave it there all throughout the holiday season.
So, what’s the message? Plan for 2017 right now. Complete your business plan, start hand writing your holiday cards and know that with real estate on a 90-day cycle, for us in this industry, the New Year had already begun.
This week my travels find me in Rancho Mirage, CA for our 2016 Berkshire Hathaway HomeServices Summit Conference. The theme for this year’s event is “storytelling and connecting,” and the two ideas couldn’t have been more central to every activity, networking opportunity, presentation and gathering that together encompassed our Summit meeting
Summit kicked off with a keynote from Laura Schwartz, former director of events for the White House, who left the crowd riveted with tales from her experience working among presidents and the world’s most important dignitaries. She also shared the very real ways some of the most exciting business ventures came to be. (Did you know Oprah’s decision to syndicate her talk show was the result advice from film critic, Roger Ebert, who doled out his wisdom during a first date at a burger joint? Or that DreamWorks was really the brainchild of one momentous conversation between Steven Spielberg, David Geffen and David Katzenberg at a White House state dinner?)
On Day 2, best-selling author Carmine Gallo fascinated our attendees with a speech about communicating our ideas through stories because storytelling is the single-most effective way to stir emotions and drive change. “Ideas that catch on are wrapped in story,” he said. “You need to reach people’s hearts before you can reach their heads.” How? Not just by telling stories but by telling them passionately. “Passion is contagious,” Gallo explained, then quoted Steve Jobs, who famously said, “People with passion can change the world for the better.”
Listening to Laura and Carmine speak—the first about connecting, the second about storytelling—I couldn’t help but realize that our two themes are closely related in a very specific, very actionable way: We connect with others through the stories they tell and we use our stories to connect. It’s a symbiotic relationship that is, when done right, powerful beyond anything we can imagine.
Even our luxury panel during our Day 2 General Session connected with the crowd through stories; for instance, Andrew Manning, agent with Berkshire Hathaway HomeServices California Properties in Sherman Oaks, shared the incredible story of showing a home to Will and Jada Smith while BJ Adams, broker/owner at Berkshire Hathaway HomeServices Aspen Snowmass Properties told a narrative about foxes that had settled into a prospective client’s listing, which the sellers asked if she could care for while they were out of town.
So, what’s the message? Connecting is storytelling and the two concepts allow us to create a network that’s lasting and true. Because if you think about it, the bonds holding a relationship together must always first and foremost be based on a strong connection, which happens through the stories we listen to and the stories we share. As Carmine told the Summit crowd, the power in connecting through storytelling is nothing short of “magic.”
This week my travels found me in New York for RISMedia’s 2016 CEO Exchange conference and I have to say, it was probably the best RISMedia CEO Exchange I’ve attended in recent years with engaging panel discussions, brilliant moderators and exciting keynote speeches.
The event kicked off with Alex Perriello, president and CEO of Realogy Franchise Group, who delivered a keynote on “The State of the Real Estate Union” and had many fantastic insights to share.
After Alex’s presentation, John Featherston, president and CEO of RISMedia, moderated a panel discussion about the real estate market from both a macro and micro perspective. Panelists-including Candace Adams, president and CEO of Berkshire Hathaway HomeServices New England Properties and Westchester Properties as well as Maryann Vitale Alles, president & CEO of Berkshire Hathaway HomeServices Select Properties-shared what they’re experiencing in key regions around the country, what the challenges and opportunities are in today’s real estate market and then forecasted where the market is going in the next six months.
Next, Jon Coile, president and CEO of Champion Realty, Inc. moderated a panel discussion on “The Evolution of the Real Estate Model: What’s Working and Why.” And I have to say, Jon is someone who can not only expertly moderate a panel better than almost anyone but also someone who should probably host the Tonight Show. He’s just that quick and funny. Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate, joined Jon onstage and spoke about how vital it is to control and master your company culture in order to find success and growth.
Day 2 kicked off with a keynote presentation I was honored to give to the crowd on “Success Strategies for Today, Smart Planning for Tomorrow” followed by a panel discussion on “Achieving Agent Buy-in: Communication Strategies for Uniting Your Sales Force”. During the panel, moderator Joseph Rand, general counsel and managing partner at Better Homes and Gardens Real Estate-Rand Realty masterfully navigated a conversation about communication and motivational strategies to recruit and retain agents.
Also noteworthy during that day was a panel moderated by Pat Riley, president and CEO of Allen Tate companies on “ The Future of Homeownership: What Will Sway the Odds?” Panelists spoke about how to translate American’s desire to own a home into the reality of homeownership.
After New York, I was off to Sea Girt, NJ to attend the launch of our latest Berkshire Hathaway HomeServices network member, Berkshire Hathaway HomeServices Signature Properties, and speak to their team. Signature Properties, (previous RE/MAX Signature Properties) is a long-standing brokerage leader in the Sea Girt market, serving residential communities across Monmouth and Ocean Counties. Founder and CEO Bret Violette cited the combination of Signature Properties and Berkshire Hathaway HomeServices as “unstoppable” in his local market and emphasized that with this new affiliation, his brokerage was “marvelously positioned for the future with the intent to grow.” (Read more about the firm here.).
So, what’s the message? From a fantastic RISMedia CEO Exchange to an excellent new member launch, I learned so much this week from so many people. And really, learning is a key cornerstone to effective leadership. As John F. Kennedy once said, “Leadership and learning are indispensable to each other.”
This week my travels found me Irvine, CA at our HSF Affiliates headquarters then in Phoenix to meet with Mark Stark, CEO of Berkshire Hathaway HomeServices Arizona Properties, Nevada Properties and California Properties. While in Phoenix, I had the opportunity to play a round of golf with Mark as well as Dennis Alaburda—agent with Arizona Properties—at Troon Country Club in Scottsdale, a world-class course that has hosted elite events like the United States Mid-Amateur Championship, Arizona Open, Ping Pro Scratch and the Merrill Lynch Shoot Out.
Being out on the greens, cacti surrounding me, the rocky Sonoran Desert hillside just beyond, I thought about one of my all-time favorite golfers, Jack Nicklaus, an athlete I admire as much for his off-the-course philosophy about life and leadership as I do for his superb skills displayed while playing the sport.
Objectively speaking, Nicklaus is widely considered the greatest golfer who ever lived. His game combined an incredible mental dexterity with a physical ability almost unmatched by any player on the professional tour. When it came to major championships, Nicklaus absolutely dominated; he won a total of 18 career major championships over a span of 25 years including, six Masters, four U.S. Opens, three British Opens and five PGA Championships. And in a stunning feat achieved only by five golfers in history, Nicklaus completed three full cycles of the modern Grand Slam.
Yet, despite his overwhelming success, it’s actually not his winning record that contributes to the worldwide esteem of this golfing great, known affectionately as “The Golden Bear.” He is consistently admired, in fact, because of the way he graciously handled defeat; Nicklaus finished second 19 times in major tournaments and each and every time always gave credit to the winner.
“Golf is a better game played downhill,” he once famously said.
So, what’s the message? Don’t let people define you by your behavior when you win. To be a good-natured winner will never set you apart from anyone. That’s easy. Let people measure you by how well you handle loss because it is in those tougher moments that your character is truly tested and humility is less easily found. Always remember: Taking the high road when you come in second place still means you‘re moving forward, on a path toward bigger and better things to come. As Nicklaus said, “Through the years of experience I have found that air offers less resistance than dirt.”
This week my travels found me in Charleston, West Virginia to meet with the team at Berkshire Hathaway HomeServices Great Expectations Realty and had the opportunity to sit next to U.S. Senator Joe Manchin at dinner Thursday night then had a brief meeting at the office of U.S. Senator Shelley Moore Capito the next day. After West Virginia it was off to Minneapolis for meetings with the HomeServices of America, Inc. board and then Northern California where I had lunch with Carmine Gallo, best-selling author of one of my favorite books, The Storyteller’s Secret. Carmine is also a keynote speaker at this month’s upcoming Berkshire Hathaway HomeServices Summit Conference in Palm Springs, Sept. 18-20 and I can’t wait for him to share his wisdom with the crowd!
Our theme for 2016 Summit is “connecting” and this fits squarely with Carmine’s philosophy: The best way to connect, he says, is through the stories we tell. Think about it. What is it we really remember from meetings, trips or big events? Is it the gate number for our flight? Is it the very date a particular conference call took place? No. Those are details and they’re easily forgotten. What we remember are the stories we take away from these experiences and the stories others have shared with us. Here are three traits of inspiring storytellers, as defined by Carmine in his book:
So what’s the message? If you’re looking to connect with someone, do it through stories. Because stories are, after all, the currency of effective communication, allowing us to “buy in” to the idea of connecting with someone else by relating to—and retaining—the information they’ve conveyed.
This week my travels found me in Lewes, DE to meet with the fantastic team at Berkshire Hathaway HomeServices Gallo Realty and spend time talking to Gallo Realty’s leadership team, including Broker/Owner Andrew Ratner. We sailed along the historic Lewes Canal, we dined outdoors at an incredible, 3-acre property owned by Chris Holt, COO of Gallo Realty’s The Lee Ann Wilkinson Group. We also discussed principles for success, time management and how to create an unstoppable mindset to win in business … and in life. All in all, it was time well spent and I couldn’t be prouder of the great work the Gallo Realty team is accomplishing in their marketplace.
While in Delaware, I had the opportunity to tour the famous Dogfish Head Craft Brewery, a Delaware mainstay founded by Sam Calagione in 1995. Dogfish Head is as notorious for its brews at it is for its business philosophy: the brewery is one of the fastest growing independent breweries in the nation. (Just from 2003 to 2006 alone it grew a whopping 400%!) Given such massive success, I knew that when I got the chance to meet Sam, he’d have much to say about business, leadership and growth.
With Sam Calagione, founder of Dogfish Head Brewery.
And my instincts were right. Talking to Sam—even briefly—it’s immediately evident why his company has enjoyed such rapid and impressive success: He’s a staunch advocate of collaboration over competition, a concept masterfully outlined in his book, Off-Centered Leadership: The Dogfish Head Guide to Motivation, Collaboration and Smart Growth. Sam understands that working together toward a common goal will always be the best way to ensure success for everyone.
In fact, his brewery has collaborated with businesses of all sizes and in all locations—from local, small establishments to mega-popular bands like the Grateful Dead. Together, Dogfish Head worked with the Grateful Dead on a pale ale called American Beauty, which gets its sweet and toasty heritage from Grateful Dead fans who suggested adding granola as a primary ingredient to the recipe. That’s not surprising since granola was a primary staple of Deadheads.
So, what’s the message? Without collaboration, there is no innovation. Without collaboration, there is no forward movement. Because no matter what business you’re in—beers or helping clients buy and sell homes—it’s the spirit of collaboration that will ultimately get a deal done, expand your business and help you achieve the kind of large-scale, sustainable growth that simply cannot be accomplished alone.
[Pictured above: Tom Tognoli, CEO and president of Intero Real Estate Services, a Berkshire Hathaway affiliate, John Thompson, COO of Intero Real Estate Services and Dan Forsman, CEO of Berkshire Hathaway HomeServices Georgia Properties, who was recently named as 2016 Most Admired CEO by the Atlanta Business Journal … for the third year in a row!]
This week my travels found me in Las Vegas to attend Tom Ferry’s Success Summit. During the event, Tom covered topics ranging from marketing and team-building to time management and productivity. (In between Tom’s talks Stefan Swanepoel, best-selling author and CEO of Swanepoel T3 Group, took the stage to discuss digital innovation in today’s tech-centric world.) Also front and center during Tom’s presentations: The concept of being fearless. Over and over, Tom spoke about how the absence of fear will allow you to up your real estate game and take your business to the next level … and beyond.
Fear is truly the wicked stepchild of leadership because it inhibits growth. Think about all you could accomplish if you weren’t afraid to try. Think about how much more you could get done if you weren’t fearful about failure. THAT idea was central to every one of Tom’s presentations at this year’s Success Summit and it’s one I challenge all of you to ponder today.
Stefan Swanepoel speaks at Tom Ferry’s 2016 Success Summit in Las Vegas.
So, what’s the message? To quote Patrick Swayze in the movie Point Break, “Fear causes hesitation and hesitation will cause your worst fears to come true.” Remember that which you focus on naturally expands and if you constantly focus on your fear, that’s all you’ll have. Nothing will come before or after your fears and they’ll dictate your entire existence, inform the decisions you make and cause your business to stagnate or worse, decline. But focus on being fearless and the opposite will happen: you’ll make wise, brave decisions, you’ll live courageously and you’ll find incredible growth and success. As Tom Ferry said, “There are a lot of people right now who are interested in being fearless, in moving beyond the status quo, beyond their normal income and doing something extraordinary.”
Eddie DeBartolo Jr. (center) shares a laugh with Joe Montana (left) and Carmen Policy.
My travels last weekend brought me to San Diego for Buffini & Company’s MasterMind Summit, a powerful event focusing on personal growth and inspiration. I have to admit I was already inspired for this event after watching Eddie DeBartolo Jr.’s induction into the Pro Football Hall of Fame on Saturday.
While most Hall of Fame members are players and coaches, DeBartolo was inducted as a franchise owner, which says a lot. His leadership and management beliefs helped shape the way I operate in business and serve as an ideal game plan for motivation, human decency and organizational success.
DeBartolo purchased my beloved – though hapless – San Francisco 49ers in 1977, a team widely regarded as one of the worst franchises in all of professional sports. Like many of us, he wasn’t an instant success: San Francisco went 2-14 the next two years.
Yet piece by piece, DeBartolo built a franchise for the ages. In 1979, a turbulent year in San Francisco, he hired Bill Walsh as head coach and the team drafted future Hall of Fame quarterback Joe Montana. General Manager John McVey joined the organization in 1980 and Tony Razzano – who pushed to draft Montana – was promoted to director of scouting in 1981. Carmen Policy became vice president and counsel for the team two years later, completing a leadership team that forged a dynasty. Policy was named president and CEO of the 49ers in 1991.
San Francisco improved to 6-10 in 1980 then embarked on a run as impressive as any in NFL history. The 49ers averaged nearly 13 wins per season from 1981 to ’98 (including playoff games), won 13 division championships and five Lombardi trophies. They revolutionized the game with Walsh’s West Coast Offense of short, rhythm passing and became a magnet for top players looking for a better fit. It seemed everyone wanted to play for Eddie DeBartolo.
DeBartolo was equally impactful off the field, revolutionizing the owner-player relationship from a rigid, top-down mindset to more of a partnership. At the core of San Francisco’s turnaround was DeBartolo’s deep-rooted focus on family. The team members truly cared for one another, and looked out for one another.
“We did not see players as simply players,” DeBartolo said in his acceptance speech in Canton, Ohio. “We saw them as men. We saw them as sons, husbands, fathers, brothers, with families and responsibilities ... We weren’t just a family on Sundays. We were a family every single day.”
That sense of family extended beyond the players. In his speech, DeBartolo fondly mentioned 24 players and coaches by name and heralded many others who never stepped foot on the field. Listening to him state how everyone in the organization from hot dog vendors, to bus drivers, to the laundry crew, schedules and community reps all contributed greatly to the 49ers five Super Bowl championships, it became unmistakably apparent where DeBartolo’s heart is and always has been: caring about others.
When it came to praise for his former team members, his generosity was boundless. He praised both Montana and Hall of Fame quarterback Steve Young, who were once locked in heated competition for the 49er quarterback position, in such a way that each had to feel distinctly honored. Of course, he praised my good friend Dwight Clark, whose famous touchdown catch launched the 49ers to their first Super Bowl, which warmed my heart.
While “The Catch” remains one of the NFL’s greatest plays, DeBartolo said it was the second-greatest play of Clark’s career. On October 17, 1989, DeBartolo’s daughters Lisa and Tiffanie were driving to meet Montana and Clark at Candlestick Park for the San Francisco-Oakland World Series baseball game. Their route included the Bay Bridge, which on that day, partially collapsed in one of the largest earthquakes to hit the Bay Area. Phones were dead; DeBartolo couldn’t reach his daughters. It was Clark who got a call through. “We have the girls with us. They are safe,” Clark told DeBartolo at the time.
“To me, that was the greatest catch of Dwight Clark’s career,” DeBartolo continued in his speech.
DeBartolo’s account of how he hired Coach Walsh, also a Hall of Fame member, provided another glimpse into what makes Eddie DeBartolo Jr. the man he is. DeBartolo explained that when he interviewed Walsh for the coaching job they talked about family and ideas and how important the team was to the city of San Francisco. He said he knew in 15 minutes Walsh would be the coach, and that set in motion the dynasty.
Once again, DeBartolo is all about people and family.
This speech had a profound impact on me. Obviously unknown to DeBartolo, the 49ers winning methods – beyond providing me with tremendous joy – became the basis for how I run real estate companies and for what we should stand.
Eddie DeBartolo Jr. reinforced my belief that if you cannot run a business as a family, where every person matters, then you shouldn't start a business. He mentioned how he would make sure that those in his organization would be remembered on their birthdays and graduations, and provided special attention when someone was in need. This philosophy showed me how to create corporate culture.
Inspired by Coach Walsh and the innovation and energy he brought to the business, we created our own West Coast Offense for real estate – the Four Disciplines of Execution – which gives our organization focus, accountability, cadence and specific measurements for success.
So what’s the message? It’s DeBartolo’s message and leadership blueprint. Treat people – clients, team members, colleagues – with respect and learn about them. Care about them. Inspire them. The greatest success in sports, real estate or anything else springs from the collaboration of a strong, confident and empowered team that isn’t really a team at all, but a family.
This week my travels found me in San Francisco for Inman Connect (to browse the social coverage from the event, check #ICSF). Inman Connect always proves an amazing opportunity to create and build relationships while brainstorming breakthrough ways to grow a business and this year—with an incredible lineup of speakers and motivated attendees—was no exception. Featured speakers included: Amanda Kahlow, CEO and founder of 6sense; John Thornton, partner lead at Google; Pam Costa, coach at Down To There; Amy Bohutinsky, COO at Zillow Group; Robert Thomson, chief executive at News Corp; Kelly Stonelake, creative at Facebook and Instagram; and social media maestro Gary Vaynerchuk, CEO of VaynerMedia, who closed the conference with a riveting talk about the importance of social marketing to genuinely connect with clients.
In fact, if there was an over-arching theme to the event, it would be the careful interplay between fostering authentic client relationships while embracing the ever-changing technology that so significantly affects how our real estate industry operates. Brad Inman, founder and owner of Inman News, addressed this issue right from the Inman Connect stage. When speaking about adopting new technology into a business he said, “Don’t worry about it. Technology is adopting you. Go hone your human skills.”
To further highlight this theme of technology intermingling with personal relationships, let me share an experience I had at this year’s Inman Connect …
Gino Blefari, CEO of HSF Affiliates, connected with Chris Heller, CEO of Keller Williams and Sherry Chris, CEO of Better Homes and Gardens Real Estate at Inman Connect 2016 in San Francisco.
On Tuesday night, I attended a private cocktail hour hosted by Constance Freedman, founder and managing partner at Moderne Ventures, along with Keith Krach, chairman and CEO of DocuSign, who graciously held this gathering at his own home. A VIP reception immediately followed, hosted by Sherry Chris, president and CEO of Better Homes and Gardens Real Estate, Brad and Keith. The event was organized around a great cause—the celebration of a new fundraising initiative called New Story that brings the dream of homeownership to hundreds of people in Ahuachapán, El Salvador. New Story was founded by Brett Hagler, Mike Arrieta, Alexandria Lafci and Matthew Marshall. I was able to catch up with Brett and Mike Tuesday night and was so impressed not only by their business acumen but also by their palpable passion for bringing the dream of homeownership to those who might not otherwise have a chance to own a home. The gathering was also a great chance to connect with industry colleagues and find inspiration from some of real estate’s most innovative and forward-thinking leaders, like my friend and former colleague Susan Yannaccone, recently named president and CEO of ERA Real Estate. (Congratulations, Sue!)
Now, here’s where the concept of connection and technology came into play: While attending the event, I was able to spend some time talking with Sherry and Chris Heller, CEO of Keller Williams. The three of us even posed for a photo, which Sherry tweeted out the following morning. And with that single tweet, Twitter followers were able to see Sherry, Chris and I connecting at the Tuesday evening event. But what’s even better, the connection was now a chance for digital interaction; users could comment on the photo, retweet it and like it, thus transforming a moment in time shared between three people into a piece of digital content that could be engaged with and absorbed by thousands.
So what’s the message? Technology, as Gary emphasized in his keynote, must be fervently embraced. Your clients are looking for homes using technology and harnessing the power of social media to find the right property for them, so it only makes sense that real estate professionals should be dominating the digital space, ready and willing to help. But we must always remember that while social media and technology cannot be ignored, real estate will never solely be about the technology people use; it’ll always be about the people who use the technology
This week my travels found me in Minneapolis for a meeting with BBDO, our advertising agency, along with Stephen Phillips, president of Berkshire Hathaway HomeServices, Kerry Donovan, VP of marketing and Wendy Durand, director of marketing. We were all gathered in the Twin Cities to discuss the progress we’ve made as a brand since Berkshire Hathaway HomeServices launched in September 2013, where we’re at right now in terms of brand awareness and positioning, and finally, where exactly our brand is going next year and well into the future.
Kerry asked me to kick things off, which I did by telling the team: “Look at every television commercial we’ve ever produced. Look at every television commercial that every real estate brand out there today has produced recently and in the past. Study those television ads then let’s create something totally, completely and entirely different.”
Needless to say, innovation became a key theme of the meeting and we spoke at length about ways we can differentiate ourselves from everyone else, which meant refining and retelling our brand story in a way that wouldn’t just attract consumers nationwide but it would also compel them to action and want them to engage with our brand. As Gary Vaynerchuk, leading social media expert and venture capitalist once said, “Your story isn’t powerful enough if all it does is lead the horse to water; it has to inspire the horse to drink, too.”
Another theme of our meeting was strategic planning. It’s no secret that I’m a big fan of planning ahead, and understanding that progress made does not necessarily determine progress to come. As the saying goes, once you think you know it all, your slide to mediocrity has already begun. And this couldn’t be more true than in the world of branding and marketing. You must listen to your audience but with the most discerning of ears. As Steve Jobs famously said, “A lot of times, people don’t know what they want until you show it to them.”
Marketing is really a means to an end. The means? Television advertising, online advertising, Facebook, Twitter, Instagram, Snapchat, viral videos ... all of the ways you promote your businesses today. The end? Informing consumers and showing them your value. With each piece of marketing you produce and every advertisement you create, you must always be thinking about why your customer needs this product or service in the first place and then, how you’re adding value at every turn. Once you have those answers, you can craft your message accordingly and it’ll be powerful enough to really hit home.
For our team in Minneapolis, this all translated into going back to our vision and mission statement and clearly communicating our brand attributes. During the meeting, Stephen noted that our core brand attribute, communicated time and time again through our television ads, is trust. “If you combine the expertise of our network members with our brand’s approachability, you get trust,” he said. “And to me, trust is the foundation of everything about our brand and that’s what we must convey to our audience.”
So, what’s the message? Be different from the rest, listen to your customers with a discerning ear and strengthen their trust in you. Those are the things we must focus in the coming year. So while I can’t reveal too much about what we’re planning for 2017 - though you should know we’ll have another fantastic television ad as well as an incredible springtime promotion-I can tell you that whatever we produce will be informed by our desire to convey these messages of differentiation, innovation and trust to the consumers who rely on our network members every single day.
This week my travels find me in Northern California for meetings and video filming (you’ll be seeing what I filmed soon!) And in between my busy schedule it struck me that we are smack in the middle of 2016. Can you believe it? Half the year is already over!
Besides being a testament to how very fast time flies—especially when you’re having fun in your job—this halfway mark is also an important reminder to reflect on the goals you set for this year and to check in and see how far you’ve gotten toward accomplishing them. Are you on track? Behind? Ahead? If you gave yourself measurable ways to gauge your success, you’ll be able to easily see how close you’ve come to hitting those goals. Now, if you haven’t achieved your goals, here are two reasons why that might be:
For the first point, I’d say you must believe and have faith in yourself. Not faith as a religious faith but faith as in the belief that you alone contain all the necessary knowledge and know-how to accomplish your goals. You must also understand that faith comes irrespective of others’ thoughts or opinions. As Carter Chambers (played by Morgan Freeman) said in the movie, The Bucket List, “You measure yourself by the people who measure themselves by you.”
As for the second point, I’d recommend you review your goals every single day and see what a difference that makes toward you actually accomplishing them. Because the truth is that what you focus on expands and by reviewing your goals, you’re focusing on them.
It’s important to remember that there are two parts of our mind and each play a particular role when it comes to goal-setting and goal achievement.
Your Reticular Activating System (RAS) plays a huge part in goals. As explained in The Answer: Grow Any Business, Achieve Financial Freedom and Live an Extraordinary Life by John Assaraf and Murray Smith, the RAS is the scientific term for a network of nerve pathways at the base of your brain that connects the spinal cord, cerebellum and cerebrum and acts as a filter for all the sensory input your brain draws from your external world. Reticulum is Latin for “little net” and simply means a netlike structure. Anything that you see, hear, smell, feel or taste passes through this fine network, which then relays the signal or message on to the appropriate part of your brain for processing.
Here’s how Assaraf and Smith explain the RAS as it relates to goals: Let’s say you’ve been earning about $100,000 a year for a while, so that is what seems normal to you. This translates into a belief: “I am worth $100,000/year; that’s my normal income level.” Because your non-conscious mind is holding tightly to that picture of you earning $100,000/year, even if a million dollar idea comes along, your RAS will filter it right out so that you never even become aware of it.
So what’s the message? You must first believe you can achieve your goals and then you must then make reviewing your goals part of your daily routine so your RAS can go to work. If you do these two simple things, the second half of the year will see you not only focusing on your goals but also achieving them.
This week my travels find me in Maui, HI, splitting time between the Fairmont Kea Lani and the Montage Kapalua Bay. I’m on the island for my annual family vacation and coming off the heels of five days spent in Costa Rica for the Berkshire Elite Circle Conference, I can say I’m definitely in a tropical mindset. (In fact, just this morning I did a meditation class, a breathing class and a yoga class so I’m feeling very zen as I write this today.)
Even though I’m technically taking a respite from work, a leader’s job is without end and if not directly working with my teams, I’m still here hard at work on myself. I’ve already reviewed my 2017 goals, marking places where I want to make revisions and edits to exactly what I’ll accomplish next year. I’ve also re-listened to books like The Storyteller’s Secret and Talk Like Ted, which I have as hardcopies so I can highlight and underline sections that particularly resonate with me. This way, I can get a jump on planning the messages I want to share with real estate agents and leaders across the country when my vacation ends. (As a side note, I’m listening to a new book as well, Relentless: From Good to Great to Unstoppable by Tim Grover, legendary basketball trainer who once worked with icons like Michael Jordan, Kobe Bryant and others.)
Additionally, I’ve been watching and re-watching my favorite TED talks with my family, which has been a fun and enlightening activity for all. A few hours before dinner, after a long day of swimming, surfing and soaking in the sun, we meet on the patio for our happy hour and it’s then that we listen to one TED talk, which never fails to spur lively conversation between us. And in the Hawaiian spirit of aloha (joyfully sharing life) I’d like to share with you three of my favorite TED talks we’ve seen:
Do Schools Kill Creativity? by Sir Ken Robinson
How to Make Stress Your Friend by Kelly McGonigal
Why We Do What We Do by Tony Robbins
So, what’s the message? No, you shouldn’t spend the your entire next vacation rewriting goals or annotating books. However, you should remember that even if you’re technically off the clock, quiet trips away from ringing cell phones and full inboxes can often provide the ideal time to reflect, rejuvenate and reinvigorate so you’re even more prepared to lead when you return.
This week my travels found me in Costa Rica at the Four Seasons Resort Costa Rica at Peninsula Papagayo, a sprawling, tropical retreat overlooking the Gulf of Papagayo that borders the sandy beaches and pristine waters of the Culebra Bay. I was visiting Costa Rica for the Berkshire Elite Circle Conference, which brought together broker/owners from the top 50 companies in the Berkshire Hathaway HomeServices network for a celebration of their achievements.
Gino Blefari onstage at the 2016 Berkshire Elite Circle Conference in Costa Rica.
The event kicked off with a welcome reception and equestrian show, where a horse danced to traditional Costa Rican music. The next night was the awards ceremony to honor each top-performing brokerage. Finally, the conference wrapped with a closing-night extravaganza set to the tune of a percussion-based band, playing as fluorescent paint fell in brilliant drops of color on their drums. The brilliance, I must say, matched the palpable, bright energy of our broker/owners, who not only came with optimistic mindsets to share ideas but were also happy to take a few moments to reap the rewards of their success.
In fact, celebration is the theme of today’s post because too often leaders forget just how important it can be. Your team's accomplishments deserve recognition and achievements deserve to be commended. As Oprah Winfrey once famously said, “The more you praise and celebrate your life, the more there is in life to celebrate.”
Take, for instance, the upcoming July Fourth holiday, a celebration of the independence of our country. Why is it that even centuries after that glorious day—July 4, 1776—when the colonies claimed their autonomy from England by officially adopting the Declaration of Independence, (it had been through 86 revisions since its initial draft), we still celebrate the momentous occasion each time July 4 comes around? And why is it that exactly 240 years after the first public reading of the Declaration took place in Philadelphia’s Independence Square—complete with ringing bells and the music of live bands then followed the year after by bonfires and fireworks—we still send sparklers into the sky and celebrate what it means to live in an America that’s free?
Because to celebrate is to remember the good in life; it’s a chance to refocus our energies from whatever challenges we face on the road to professional success and recall how very far we’ve come.
So, what’s the message? It’s one I was reminded of in Costa Rica and will take to heart this year on Independence Day: I define celebration as the reinforcement of motivation that carries us through to the next achievement. That’s why celebration needs to be encouraged by leaders so that when the hard times come around, when the struggles and failures of business present themselves, the leader’s team can recall the feeling of celebration and be motivated to work even harder to celebrate success once again.
This week my travels found me in Denver, CO for the HSF Affiliates Franchise Sales Team Meeting. As it happens, Denver International Airport (DEN) has been named the most on-time airport in the U.S., and the city is known as the most educated in America, boasting the highest percentage of college graduates. What better location could we choose for a conference bringing together our punctual and skilled sales team members?
To kick off each day of our two-day meeting, I delivered presentations related to best practices in brokerage operations that set the stage for ongoing discussions about how to approach brokers interested in joining our network. You might be surprised that I didn’t speak about sales pitches or the most effective ways to market our offered systems and tools; I could’ve talked about all that for hours but it wouldn’t quite align with our HSF Affiliates franchise sales philosophy.
Our objective at HSF Affiliates is to bring together our sales team under a common playbook, with rules that are more about value-adds and coaching than they are the typical “here’s what we’ll do for you” or “here’s our stuff.” In other words, our goal is to fully understand the brokerage’s business model and the markets in which our prospective brokers operate so that when we do have initial sales conversations, we can talk less cold, hard numbers and more about relevant, hyper-local business approaches. These well-researched, personalized strategies for growth are not only tailored to today’s highly specific brokerage environment but also to the brokers’ needs in order to be brutally effective when helping them accomplish their goals.
So, what’s the message? To quote Zig Ziglar, “Stop selling. Start helping.” Because in the end, call it what you want—sales, marketing, pitching—at its core, this practice must be about guiding a brokerage toward greater success than they’d find on their own or anywhere else. And that’s the commitment our sales team has made at HSF Affiliates. Plus, when you’re talking franchise sales in a locale known as the “Mile High City,” you can’t really help but want to stretch your highest and farthest to help others succeed.
This week my travels find me in St. Louis to meet with two fantastic brokerages. First, I visited Berkshire Hathaway HomeServices Select Properties and members of the company’s leadership team, including Maryann Vitale Alles, president and CEO and Angie Ignatowski, broker/owner/relocation director. Then it was off to Berkshire Hathaway HomeServices Alliance Real Estate to speak with agents and managers, including CEO/Owner Andrea Lawrence, President/Co-Owner Kevin Goffstein and Executive Vice President/Co-Owner Bob Bax. My meeting with Alliance Real Estate was part of a two-day event, the Faster Higher Stronger Conference, which kicked off Wednesday night at the St. Louis Cardinal’s Busch Stadium, for an evening of baseball to benefit the Sunshine Kids. What an incredible experience and it all began with Steven Conner of the Sunshine Kids, who was joined on the field by his family as he threw out the first pitch of the game! Great times for a great cause!
Gino Blefari with Steven Conner of the Sunshine Kids at St Louis Cardinals, Busch Stadium just before Steven threw out the first pitch of the game.
As I sat up on the left side of the third deck taking in the Cardinals game, I couldn’t help as I gazed over the left centerfield fence but notice the huge Gateway Arch curving in all its famed glory just behind the stadium. I was sitting next to Kevin Goffstein, so I turned to him and asked about the history of the Arch. As I discovered, Kevin is particularly well versed in the background of the architectural wonder, so in the spirit of knowledge-sharing, I’d like to list five facts about the iconic St. Louis monument that you might not have known:
So, what’s the message? Whatever you do and wherever you are, remember there’s much to be learned about the world around you. If I hadn’t asked, I never would have known the illustrious and fascinating history of the Gateway Arch. So, in the words of Thomas Jefferson for whom the Arch was constructed, “He who knows best, knows how little he knows.”
[All Gateway Arch photos courtesy of the State Historical Society of Missouri]
This week my travels find me in Southern California for staff meetings and our third-annual HSF Affiliates Sunshine Kids FunRun, taking place tomorrow in Irvine. I’m looking forward to attending the event and raising money for an incredible organization that provides positive activities and emotional support for young cancer patients. There is no greater feeling than giving back to those who deserve it most and doing something not for your own benefit but for the sole benefit of others.
And speaking of giving back, this past week we lost one of the all-time greatest givers, a fighter, a hero, a leader, a legend … Muhammad Ali. In 1964 when Ali emerged victorious in his fight against famed American boxer Sonny Liston, Ali raised his arms high into the air, smiled as big as anyone could possibly smile and announced, “I shook up the world!”
He was right and would continue to be right for decades to come, shaking up the world with his bold fearlessness, his vivacious spirit and his persevering drive. Of course we know Ali “floated like a butterfly, stung like a bee” but he wasn’t just the physical embodiment of grace and pain … he was a man true to his word, who backed up everything he said with the grit and victory to keep on saying more. Isn’t that the greatest quality a leader can possess, the ability to not only say something but then follow through every time with a knockout punch? Here are five quotes from the eloquent, fondly remembered fighter to illuminate, invigorate and inspire you today:
“It isn’t the mountains ahead to climb that wear you out; it’s the pebble in your shoe.”As Og Mandino once said,“I remember the pain, so harsh I could hardly walk, and recall my surprise when I removed my shoe and found only a grain of sand.”
‘”Don’t count the days. Make the days count.”Be grateful for every moment and take every moment for what it is: an opportunity to win whatever battle you’re fighting then move on to the next one and repeat the same thing over again.
“Service to others is the rent you pay for you room here on earth.”When altruism meets selfishness in the ring, altruism wins every round, every time.
“Impossible is not a fact. It’s an opinion. Impossible is not a declaration. It’s a dare. Impossible is potential. Impossible is temporary. Impossible is nothing.”When people create boundaries around what they believe you can achieve, never accept these boundaries as absolute, they’re there, as Ali says, to be knocked down.
“I run on the road, long before I dance under the lights. I hated every minute of training, but I said, “Don’t quit. Suffer now and live the rest of your life as a champion.”The pain of discipline weighs ounces, the pain of regret weighs tons. Also, there are two things we know to be true about success: 1. You have to pay full price and 2. you have to pay in advance.
So, what’s the message? Let’s take this one from a man who will always be remembered not just for challenging the status quo, dancing around the ring with conventionality or taking a few jabs at what others said could not done but for taking it all down … fighting.
This week my travels found me in New York City and the overwhelming theme of my trip was “steps.” Let me explain …
I was in town for the NAHREP Hispanic Wealth Project Symposium, which brings together stakeholders and national leaders to create measurable financial and wealth-building initiatives to benefit the economy. As with all NAHREP events, this one was fantastic, and served to refocus my energies around the strategies put forth in the NAHREP 10.
The NAHREP 10, if you haven’t had a chance to review it yet, is made up of 10 guiding steps—there’s the first instance of our theme—to direct the Hispanic community toward greater success and fiscal prosperity. (You can read my perspective on Principle 2 here.) While at the Symposium, I was also fortunate to connect with NAHREP CEO and co-founder Gary Acosta, former president and Berkshire Hathaway HomeServices Georgia Properties VP Teresa Palacios Smith, and Leo Pareja, 2016 NAHREP president elect, who moderated my panel discussion, “Increasing the Success of Hispanic-Owned Small Businesses.” Leo’s expertise in navigating our conversation was not only a testament to the depth of his real estate knowledge but also a reaffirmation that with him leading the organization, NAHREP will always remain one step ahead of an ever-changing industry.
From the Wealth Symposium it was off to New Jersey, where I visited with Berkshire Hathaway HomeServices New Jersey Properties’ management team, led by Broker/Owner Bill Keleher. The meeting proved as productive as the company was engaging, and it is clear New Jersey Properties is making the right steps toward growth.
Speaking of steps yet again, let’s talk about my own … specifically 10,000 of them that I try to take every day. It’s a goal I set (and most often hit), which forces me to get outside and explore. Fortunately, when you’re in NYC, walking is a way of life, and so after dinner on Wednesday, I decided to stroll through Central Park instead of immediately getting in an Uber to my hotel. For those who have never visited, the 843-acre Central park is a grassy, tree-lined contradiction right in the middle of Manhattan. It’s vast, unexpected and transformative in its ability to immediately make you feel as if you’ve left the city altogether and are now somewhere entirely new.
On my walk, I happened to pass the famous Bethesda Terrace and took the several steps down to the Bethesda Fountain, a bronze structure that has long been hailed a landmark of Central Park. Notably, the fountain was designed in 1868 by Emma Stebbins, who was the first woman to receive a public commission for a major work of art in New York City. Her artistry represents a tremendous step forward for women’s rights in America and gave me a sense of Manhattan’s rich history that remained as I returned to my hotel in the heart of Battery Park.
It just so happened that my hotel room not only had a telescope but also provided a direct view of the Statue of Liberty and Ellis Island, where decades ago my grandparents landed from Italy, ready for the opportunities presented by this fresh frontier. As I looked at Ellis Island, I thought about how arriving there represented hope and stability for my grandparents and felt inspired to be standing so close to the place where they took their first steps on American soil and into their new lives.
So, what’s the message? This week, it’s a simple but powerful one … Always remember that it’s incredible what you can learn, discover and experience when you take things one step at a time.
This week my travels first found me in Minneapolis for a HomeServices of America, Inc. board meeting. As soon as the meeting ended, I flew into Omaha, NE to get together with the “Mavericks” that evening. The Mavericks is a small think-tank group of CEOs that meets every six months to exchange ideas and help each other grow. Each meeting is hosted by a different company; this one took place at the brand-new office of Berkshire Hathaway HomeServices Ambassador Real Estate and was organized by Broker/Owner Vince Leisey and his incredibly helpful staff.
With Vince Leisey, broker/owner of Berkshire Hathaway HomeServices Ambassador Real Estate, at our Mavericks meeting this week.
During our Mavericks meetings, we hold a peer review on the host company, which translates into open-minded discussions about the culture, systems and overall operation (including profitability) of the brokerage. In true Maverick fashion, we debate progressive ways to solve problems and propose innovative, forward-thinking solutions.
I especially like that our group is called “Mavericks” because the word itself gets to the heart of what we do: A maverick, by definition, is “an unorthodox or independent-minded person,” or, to use a familiar business term, someone who regularly “thinks outside the box,” and that’s exactly our goal. We seek to disrupt the status quo, to dislodge the ordinary and to dismantle all the things that objectively just aren’t working in order to build a business both lasting and sustainable.
Sometimes, as leaders, I think we are so focused on how we can individually influence success that we forget to lean on the knowledge and expertise of others. You’ve heard it before but I’ll reiterate it again: Don’t focus on improving your weaknesses. Focus on strengthening your strengths. Whatever you don’t know, find someone who does. Whatever you can’t accomplish, find someone who will. Collaboration is the stuff of real success. But don’t just take my word for it. As Andrew Carnegie once said, “Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results.”
So, what’s the message? Work smart, work hard and work together because success can’t—and shouldn’t—happen alone.
This week my travels find me in Minneapolis, MN for the HomeServices of America, Inc. leadership meeting. The meeting proved educational, invigorating and inspiring, with presentations from top leaders in our organization. Monday and Tuesday, prior to this conference, HomeServices of America, Inc. held a Leadership Development Conference, which brought together 20 rising-star leaders from across the country. I had the opportunity to talk to this group about creating a winning culture, which I firmly believe is critical for the sustained, long-term prosperity of any company. As I always say, I love what I do largely because of who I get to do it with, and that rang true as I met with my HomeServices of America, Inc. CEO family in Minneapolis.
Though culture is no doubt an integral part of success, there’s a less talked-about factor that can also help guide us in the accomplishment of goals: coincidence. I’ve written on the topic before (read how it played out at the 2015 Berkshire Hathaway Shareholders meeting here) and want to address it again today, though with one disclaimer: Coincidence only works in your favor when you take the time to connect. You must put yourself out there, ask questions, seek new experiences and only then will coincidence appear.
Dan Forsman, CEO of Berkshire Hathaway HomeServices Georgia Properties, delivered a compelling talk on recruiting at the HomeServices of America, Inc. leadership conference in Minneapolis.
As an example, while in Minneapolis I ran into Maureen Sammon, president and CEO of HomeServices Mortgage, who also presented to the 20 leaders at the Leadership Development Conference. (I actually saw her on Tuesday 5:30 a.m. at the gym, although that part is no coincidence; I know she works out early in the morning like me.)
Maureen had just delivered a commencement address to the 2016 graduates of University of Iowa’s Tippie College of Business and so, on the heels of my own commencement speech to the graduating class at Woodbury University we exchanged stories about our experiences and even shared the speeches themselves. By pure coincidence—this was the first I saw of her address and the first she saw of mine—both our commencement speeches included seven secrets for success. Not six, not five but seven. At two different schools in two different states and during two different graduation ceremonies, our addresses both featured the exact same number of takeaways, collected from decades of business experience.
Even more exciting still, Maureen has graciously agreed to share her success secrets with us, so that we can be similarly inspired by her message and the lessons on life and leadership these seven pieces of sage advice contain. Here’s a summary of what she delivered to the 2016 graduates of the University of Iowa Tippie College of Business:
So, what’s the message? Coincidence can be a powerful thing—allowing you to rediscover a friendship or uncover valuable advice to help you grow but it only happens when you take the time to connect. In other words, to quote from Maureen’s graduation speech: “Wherever your journey takes you, reach up, reach down and reach out.”
This week my travels found me in Costa Mesa, CA for Tom Ferry’s Leadership Summit. The event brought together hundreds of broker/owners, managers and top teams from across the nation and served as a forum to both hear and share ideas. Tom Ferry kicked the meeting off in his typical, high-energy fashion and as I later told him, being among so many industry peers felt like being among family. (Although I must admit, I always feel like family when I’m with Tom. After all, his wife, Kathy, is 100% Italian, so he really is family. I’ll also never forget the first time I spoke to Tom … he was 19 years old and cold called me to attend his Superstar Retreat. We’ve been friends ever since!) After Tom’s introduction, it was off to the keynote races. I was up first, and gave a presentation on “Leading for Profits Fearlessly.” My speech was followed by Laura Morton, bestselling author, who spoke about “Fearless Storytelling.” Morton is the embodiment of her message, having penned more than 50 books, including more than 20 New York Times bestsellers and titles written with such business visionaries as RE/MAX CEO, Chairman and co-Founder Dave Liniger and Tom Ferry himself. In addition to Morton, the all-star lineup of speakers included Peter Hernandez, president and founder of Teles Properties, who spoke about “Fearless Recruiting” and how important it is to recruit to your company’s culture. Steve Carney, CEO and founder of Keeping Current Matters, spoke as well, and highlighted the three attributes leaders must instill in their employees: Inform, instruct and inspire. Inform by creating clarity from confusion, instruct by creating confidence from fear and inspire by creating action from inaction. What a powerful presentation! Additionally, CEO of Zillow Spencer Rascoff, addressed the crowd on the topic of “Fearless Online Lead Generation.” He began his talk with this question: “Who among real estate agents can be fearless in today’s environment?” As Rascoff defined it, fearlessness in real estate means not just observing the latest trends in our industry but also embracing them. Finally, Tom Ferry took to the stage again to wrap up the Leadership Summit. So, what’s the message? In just one day of speeches and presentations from industry leaders, I was able to glean so much information about what it means to be an effective leader. The conference was high impact and exciting, and a testament to just how important it is to attend these types of events, so you that you can learn by listening to the advice, knowledge and ideas of others. After that it’s all about action. You must commit to incorporating the ideas you learn into practice. For me, I’m committed to fulfilling my own leadership mission: Helping others achieve their goals faster than they would in my absence. What will you learn and commit to today?
May 13, 2016
This week my travels find me in Palm Springs, CA for the 2016 Real Living Connection conference. The meeting has been an incredible opportunity to connect with the Real Living brokers who work hard in markets across America and I must give kudos to Bob McAdams, president of Real Living, for putting together such a powerful and inspiring event. I’ve been having a great time participating in the conference activities, and even biked almost two miles in the 95-degree sweltering desert heat yesterday to compete in an Amazing Race-style team-building event. (Hey, it’s all about commitment. Remember, if you’re INTERESTED in being successful, you do what’s convenient but if you’re committed to being successful, you’ll do whatever it takes.)
After Palm Springs, I drive to Los Angeles where on Saturday I’ll be giving the commencement speech to the graduates of Woodbury University, class of 2016. Putting together this speech has been a real exercise in motivation and history, taking me back to when I was a young, 20-something trying to make my way in the world after I graduated San Jose State University and was appointed General Manager of the Cherry Chase Golf and Swim Club in Sunnyvale, CA. What would I tell my younger self about what it takes to succeed? What lessons have I learned or what knowledge have I acquired that my younger self needs to understand? THOSE are the things the Woodbury University graduates must hear and now, days before I deliver the speech, I want to give you an exclusive preview of what I’ll tell them, my “7 Secrets to Success” …
So what’s the message? Well, here’s the one I’ll be telling Woodbury Graduates on Saturday: Some people think when they graduate college or grad school that their education is over and it’s time to get serious and focus on a career. Well, that just isn’t true. A degree is great, wonderful, an incredible achievement but it’s just the beginning. For though these graduates may no longer be official students at Woodbury University, they remain now and forever students in the school of life.
This week my travels found me in Westlake Village, CA for the fourth annual T3 Summit—T3 because Technology, Trends and Thoughts all take center stage at the event. The Summit is hosted by the Swanepoel T3 Group, one of the most prominent information and management-consulting firms in the residential real estate industry led by real estate visionary, Stefan Swanepoel. This was my first time attending T3 Summit and I have to say it was simply terrific. I left the conference feeling not only inspired by the speakers and presentations but also enlightened to go back to work with a fresh perspective and outlook on what it means to lead.
The event began with an opening keynote speech from Rick Miller, former president of AT&T Global Services and current Chief at Being Chief LLC whose new book, Be Chief, will be published December 2016. From the outset, I immediately connected with Miller’s message about creating a road map and executing on a specific vision, especially because his version of success goes beyond the analytical and addresses the mentality necessary for goal-setting and achievement. Miller stressed the importance of meditation and how the right mindset can help accomplish any goal. Sometimes leaders shy away from the less data-driven aspects of success but I applauded Miller’s philosophy that leadership is all at once a physical, emotional and mental game. Have every piece in place and you won’t be able to stop yourself from winning.
Next up on the agenda was Paul Charron, former Chairman and CEO of Liz Claiborne Inc. and former Chairman of Campbell Soup Company. I had heard Charron speak in September at RISMedia’s CEO Exchange (you can read my thoughts about it here) and found my second time listening to even more illuminating. In fact, as he spoke, I furiously jotted down my favorite lines and by the time his keynote ended, had three pages filled with handwritten notes. Here are some of my key takeaways from Charron’s fascinating presentation:
So what’s the message? Allow your mind to be clear and focused, do what you can to keep your perspective fresh and always stay true to your own vision of the future because you alone decide that tomorrow will be even better than today. I’ll keep all this in mind as I’m off to Omaha, where I’ll attend the 2016 Berkshire Hathaway Shareholders Meeting. The meeting is expected to draw almost 45,000 people taking in all things Berkshire Hathaway, including our very own booth at the exhibitor hall where shareholders can learn more about our brands. I expect this meeting to be an incredible opportunity to meet new faces, connect with old friends and share the lessons on leadership I’ve learned not only this week but also throughout my entire career.
This week my travels find me in Dallas for REAL Trends 2016 Gathering of Eagles. The event brings together top leaders in real estate and allows us to collaborate and share ideas. It was also my chance to reconnect with my friend, All-Pro Dallas Cowboys/New York Giants defensive back Everson Walls, whom I had met several weeks ago during our Berkshire Hathaway HomeServices theme party at the AT&T Stadium in Arlington, TX. I didn’t know it when we first connected in Texas—though I could tell he was a quality, great guy—but Everson actually gave a kidney to former Cowboys teammate Ron Springs and documents the moving story in his book, A Gift for Ron: Friendship and Sacrifice On and Off the Gridiron. What an incredible, selfless person! Everson is now a public speaker and can talk on any subject, so while I had him captive at breakfast, I asked him to tell me about the different cultures created by the coaches he played for: Eddie Robinson from Grambling State University, Tom Landry from the Dallas Cowboys, Bill Parcells and Bill Belichick when Everson played on the Super Bowl-winning New York Giants team. I shared what Everson told me with the REAL Trends group.
Then, while at the REAL Trends conference, I also had the pleasure of delivering a keynote presentation about corporate culture, which I define as the beliefs and behaviors that determine how employees and management interact and conduct business. Corporate culture is often implied, is not expressly defined, and it develops organically over time from the collective input of employees. Culture is incredibly important because it sets the tone for everything from how the team interacts with the kinds of hires made to how customers are treated.
Also on the agenda for today: Keynote speaker and award-winning thinker, author and broadcaster Geoff Colvin. Colvin wrote the groundbreaking bestseller, Talent is Overrated: What Really Separates World-Class Performers From Everyone Else and recently released a follow-up to this hit business book called Humans are Overrated: What High Achievers Know That Brilliant Machines Never Will.
I found the topic of this second book extremely interesting, especially in light of my discussion at Gathering of Eagles about corporate culture. Colvin’s premise behind Talent is Overrated is basically that our competitive advantage as human beings in the workplace has evolved with the overwhelming prevalence of technology. Machines can now do the tasks for which humans were once responsible. What’s our competitive advantage in a world where technology rules? Those things computers, robots and machines can’t do, like sympathize, empathize, exhibit creativity, be humorous, build relationships, and connect through shared, human experience. In other words, all of the essential components that create a lasting culture also keep us ahead of the technology curve.
These same sentiments were echoed by guest speaker Dave Ridley, current Senior Advisor to the CEO of Southwest Airlines who held several senior executive positions during his 27-year career with the airline company. Ridley spoke about the importance of the intangible qualities that go into a solid brand, like excellence in customer service and leadership and the maintenance of a vibrant corporate culture.
So, what’s the message? As technology charges forward at an almost unfathomable pace and competitors enter our industry to threaten our success, we must foster those competitive advantages—our creativity, our connections, our culture—that make us who we are and we’ll always remain ahead of the game.
April 22nd, 2016
This week my travels found me landing at Logan International Airport in Boston, where I took an Uber to Windham, NH for a meeting with the Berkshire Hathaway HomeServices Verani Realty team. While in Windham, I delivered a presentation to Verani Realty agents and at lunch, had a chance to lead a two-hour training session for the fantastic leadership team: CEO Margherita Verani, President Giovanni Verani and Debbie Gallant, president of sales.
It was my first-ever trip to New Hampshire, which is the birthplace of current head coach of the San Francisco 49ers, Chip Kelly. Kelly once said one of my favorite quotes about leadership: “Everybody has the same amount of time during the day,” he explained. “You can either spend your time or invest your time.”
Isn’t that the truth?
It also happens that this week finds me in another city for the first time, Grand Rapids, MI. I’m here to visit with the Berkshire Hathaway HomeServices Michigan Real Estate team, Michigan’s third-largest brokerage. When I arrived in Grand Rapids, I was immediately greeted by Katy Teklinski, CMO of Michigan Real Estate, and her husband Tom Teklinski, VP of Operations. I also had a chance to meet with Steve Fase, broker/owner and CEO of Michigan Real Estate.
By coincidence, when I walked into Michigan Real Estate’s Tech Summit, a learning event put on by the company at a popular venue called The B.O.B., I saw my friends Debbie and Lane Barnett, who lead Berkshire Hathaway HomeServices Tomie Raines REALTORS®, which was recently acquired by Michigan Real Estate. I have to say, the entire Michigan Real Estate leadership team runs an impressive, productive brokerage operation and I’m proud to call them members of our Berkshire Hathaway HomeServices family.
But back to Grand Rapids ... When I first got here, I landed at Gerald R. Ford International Airport and it’s hard not to land at this airport without feeling the tremendous influence Ford had on the place. In 1974, Gerald Ford and his wife Betty returned to Grand Rapids for the first time after he became President of the United States and the trip came just after the airport had undergone construction with a new freight terminal and new hangars. Being there in person, I’ve never seen so many runways for that small size of a metropolitan location but Ford Airport is actually the largest commercial airport in the West Michigan region and the second largest airport in all of Michigan.
And like Kelly, Gerald R. Ford also said one of my favorite quotes about leadership: “Tell the truth, work hard and come to dinner on time.” Sounds just like something my mom has told me my entire life. Thanks, mom! Ninety percent of success is showing up on time and prepared.
So, what’s the message? To combine the wisdom of Kelly and Ford, two excellent examples of leaders in sports and government, invest your time wisely and always show up prepared.
This week my travels found me in Honolulu, HI (yes, you read that correctly, my business travels found me in Hawaii) for the 2016 Asian Real Estate Association of America (AREAA) Global + Luxury Summit. While at AREAA, I had the honor of taking part in a panel discussion during the closing session of the conference to talk about luxury real estate, high-end consumer preferences, luxury lifestyle and housing trends. Joining me in the discussion was Sherry Chris, president and CEO of Better Homes and Gardens Real Estate and Anne Miller, director of The RE/MAX Collection as well as Cedric Choi, CEO and director of Choi International, who was a superb moderator for the panel and participated in the discussion as well. It was a fantastic few days in the Aloha State and I have to thank the leaders of AREAA—2016 AREAA National Chairwoman Vicky Salvano; 2016 AREAA National Vice Chairwoman Angie Lee; Allen M. Okamoto, AREAA National Founding Chairman and AREAA Education Foundation, Emeritus; John Yen Wong, AREAA National Founding Chairman & Emeritus; Jim Park, AREAA National Chairman Emeritus and the rest of the fantastic AREAA team—for putting on such an engaging and dynamic event.
In Hawaii I also had the opportunity to meet with Berkshire Hathaway HomeServices Hawai’i Realty partners Tracy Bradley, Scott Bradley, Herb Conley and Earl Lee as well members of the Hawaii Realty team for a sail aboard Scott’s boat, the Via Mida, a historic, 61-foot wooden yacht that was recently restored to its original glory.
On the Via Mida with the Berkshire Hathaway HomeServices Hawai’i Realty team.
Before sailing on the Via Mida, I did a little bit of reading and discovered that the yacht was built in 1929 and traveled up and down the California coastline during WWII, protecting the shores from potential enemy invasions. When the war was over, it crossed the Pacific Ocean to Hawai’i where it is now docked at the Waikiki Yacht Club.
As I was walking up to board the yacht, I remarked to a member of the crew, “Wow, I think I’ve seen this boat before in Florida. I think JFK owned this boat once.” Later, while aboard, Scott told me that yes, there are rumors that say the Via Mida is actually the sister yacht to the Honey Fitz, JFK’s onetime cruiser still moored in Palm Beach, FL to this day. Back in October, I wrote about the Honey Fitz for a blog post about the importance of the past and the rich lessons on leadership our history contains. Scott was impressed that he now had visual confirmation his boat was connected to JFK’s historic Honey Fitz.
So, what’s the message? Connection is often a funny thing. To use a business term, sometimes the ROI of connection isn’t discovered until months or even years later, much like my discovery this week that the Via Mida is connected to the Honey Fitz. But the power of connection is incredible, whether it be the connection between two yachts docked thousands of miles apart or the connection of two business leaders who find common ground, connection can get deals done, allow new ventures to be made and foster lifelong friendships because it makes us realize we’re really all in the same boat.
GINO BLEFARI is CEO of HSF Affiliates LLC. You can follow Gino on Facebook, Instagram and Twitter.
Last week my travels found me first in Northern California on Friday, then Southern California at the beginning of this week and today, in Columbus, OH for a meeting with the fantastic Berkshire Hathaway HomeServices Professional Realty team and Owner David Mussari, Broker Rob Arnold and Market President Michael Smith. While in Northern California, I had the opportunity to pick up my new car—a Tesla Model X SUV—and the experience inspired me to do a little digging on Tesla CEO, co-founder and notorious boundaries-pusher, Elon Musk. Today, Musk is in the news because he just unveiled the Tesla Model 3, his first foray into more affordable, mass-market automobiles that many say will revolutionize the auto industry, signaling a change from fuel-based cars to ones that run on electricity. And though production for these cars won’t begin until 2017, the Model 3 still represents a major step forward in the evolution of the electric automobile. But for Musk, the man whose main WIG (Wildly Important Goal) is actually to help humans live on other planets, it’s all part of the plan. My recent research on Musk revealed that those who’ve worked closely with him understand that his success comes from one simple secret . What is it that secret? Well, here’s what SpaceX co-founder Jim Cantrell once shared about Musk: “It doesn’t matter if it’s going up against the banking system (Paypal), going up against the entire aerospace industry (SpaceX), or going up against the U.S. auto industry (Tesla). He can’t imagine NOT succeeding, and that is a very critical trait that ultimately leads him to success.” So what’s the message? When it comes to success, passion and belief aren’t just half the battle … they ARE the battle, the fight and the only way to win the war. Some people think great leaders need optimism but in reality, optimism needs great leaders who don’t just see success as a probably outcome; they see it as an inevitable, undeniable truth.
April 01, 2016
This week my travels find me in Southern California for a meeting with the HomeServices of America, Inc. board and to work with our staff at HQ on products and services that will help our brokerage networks achieve even greater success this year. Just before arriving in California, I had finished The Storyteller’s Secret by best-selling author Carmine Gallo—who also wrote one of my favorite books, Talk Like Ted—about the power of stories to impress, illuminate and inspire.
“We’re all storytellers,” Gallo writes. “We don’t call ourselves storytellers but it’s what we do every day.” He goes on to explain that in this twenty-first century age of information—the “knowledge economy”—we are only as valuable as our ideas. In the spirit of idea-sharing, here are five of my favorite concepts Gallo presents in his book:
What’s the message? At a time when information seems more abundant than the oxygen we breathe, stories are important tools to package ideas in ways that can help us achieve our goals. Whether you’re helping a client sell a house or presenting to sell an idea, remember that we capture the mind with details but we capture the heart with our story. So think today about what your own story might be and then, go out there and share it with the world.
This week my travels found me in Washington, D.C. to attend the 2016 Housing Policy and Hispanic Lending Conference held by the National Association of Hispanic Real Estate Professionals (NAHREP). During the conference, I had the honor of speaking on a panel with Sherry Chris, president and CEO of Better Homes and Gardens Real Estate, and Geoff Lewis, president of RE/MAX about best practices in real estate. During the panel, I discussed the “NAHREP 10,” principles put forth by the organization to allow its members to succeed. It just so happens that these guidelines are very close to my own philosophies and practices that I’ve used and embraced throughout my entire career:
My take: When I was a brand-new agent, I went to a seminar held by famed entrepreneur Jim Rohn. The class was called, “Seven Steps to Financial Independence,” and of all the brilliant things said during that session, one thing Jim said stuck out in my mind: “When your out-go exceeds your income, your upkeep becomes your downfall.”
My take: The real estate business is not for the weak-willed or faint of heart. It’s for those of us who get sick to our stomach if we’re not in the top 10% of any competitive activity.
My take: For 25 years, I not only lived below my means and readied myself for a recession but also encouraged my business partners and agents to do the same. That’s why when the economic crisis of 2008 hit and 40,000 of 80,000 real estate companies went out of business, we were able to keep our company afloat.
My take: Build and maintain a strong financial model in the best of times and it’ll get you through the worst.
My take: Here’s what worked for me when I was self-employed: I put 20% into my SEP IRA, 30% into an account to pay taxes with and 10% into a savings account. Of course I’m not offering you financial or investment advice; I leave that up to you and your own advisors. But for more information on investing strategies, I suggest you read two of my favorite financial books: The Richest Man in Babylon by George Samuel Clason and Money: Master the Game by Tony Robbins.
My take: Early in my career I studied the biographies of highly successful people, including John D. Rockefeller. From my studies, I learned that Rockefeller knew to the penny what his net worth was at all times. I have a simple accounting program and every Friday I run a tax report where I see every single account, asset and liability I have so I know where I stand every week.
My take: This is exactly why I attended NAHREP. Public policy took the spotlight at this conference, through events like the White House Briefing, the keynote luncheon (with keynote speaker U.S. Department of Housing and Urban Development Secretary Julián Castro,) as well as in panels and presentations with Jerry Ascencio, chairman of NAHREP and Teresa Palacios Smith, outgoing president of NAHREP and VP at Berkshire Hathaway HomeServices Georgia Properties.
My take: I couldn’t agree more. When you work out you release feel-good hormones like dopamine and increase levels of serotonin, a chemical responsible for happiness. Exercise also reduces your cortisol level, a hormone produced by your body under stress.
My take: I learned this early in my career from author Brian Tracy who reminded me of the universal law that you can’t get until you give. So don’t use the excuse “when I become more successful, I’ll start to give.” It’s just like a wood-burning stove; you can’t get the heat out unless you first put the wood in. Adopt a charity today. At Berkshire Hathaway HomeServices, our official charity is the Sunshine Kids, a wonderful organization dedicated to providing positive activities for children with cancer.
My take: This one comes down to schedule and accountability. Contrary to what some may believe, accountability affords freedom. Every year before Dec. 15, I sit down and schedule out my entire year ahead. Do you know the first thing I put into my schedule? Time with family.
So, what’s the message? The “NAHREP 10” is more than just a list of best practices; it’s a playbook we should all follow to lead successful businesses and lives.
This week my travels find me in Indianapolis to meet with the talented team at Berkshire Hathaway HomeServices Indiana Realty. Spending time with the agents and managers at Indiana Realty, including co-founders Kevin Kirkpatrick and John Dick, as well as Chief Operating Officer Craig West, was an incredibly rewarding experience, and all attendees were in warm spirits despite the cold weather and impeding snow.
While driving to the Indiana Realty event, I had the opportunity to catch glimpses of the Indianapolis skyline from my car window and it’s difficult to be in that city without thinking of its most iconic event—the Indianapolis 500. The race is especially front and center this year, as the Indy 500 is set to hold its 100th running May 29.
The Indy 500, known as The Greatest Spectacle in Racing, first began in 1911, with an inaugural race won by a man named Ray Harroun. Today, more than a century later, the race has featured some of the best, brightest and boldest to ever drive 200 laps around the famed course: Mario Andretti, Helio Castroneves and A.J. Foyt. One of my personal favorite racers was the late Dale Earnhardt, whose son Dale Earnhardt, Jr. still drives in competitive racing today today. Though Earnhardt, Sr. raced at the Indianapolis Motor Speedway he never actually participated in the Indy 500.
However, despite not being in the actual race, of all the celebrated racers throughout history, I’ve always been particularly fascinated by Dale Earnhardt, Sr., not only because he was an award-winning driver, inducted into the NASCAR Hall of Fame in 2010, but also because of his ever-present grit and determination to win.
“You win some, you lose some, you wreck some,” he famously said, perhaps hinting at his oft-mentioned aggression on the race track. Earnhardt was lovingly nicknamed “The Intimidator” because when he got behind the wheel, his competitors knew he was virtually fearless. It’s a trait we as leaders must always remember to embrace as we rev up our own engines, preparing for any kind of business race, even if don’t wind up being the first to cross the finish line. “Finishing races is important,” Earnhardt said, “but racing is more important.”
So, what’s the message? Fear being anything less than fearless. Put all things in perspective and don’t “let one bad moment spoil a bunch of good ones,” as Earnhardt once warned. Because winning is not a race but instead a mindset and if you believe you’ve got the strength and determination to succeed, then you’ve already won.
This week my travels find me in the rainy Pacific Northwest for meetings with the Berkshire Hathaway HomeServices Northwest Real Estate team, including president/CEO Jason Waugh and Northwest Real Estate Chairman Mike Gain. I started off by speaking to our Seattle-based agents and managers then drove with Jason and the event's keynote speaker, Ashton Gustafson, 174 miles on I-5 southbound to Portland.
Berkshire Hathaway HomeServices Northwest Real Estate President and CEO Jason Waugh and Ashton Gustafson, keynote speaker, attend a Northwest Real Estate event with HSF Affiliates CEO Gino Blefari.
I was thrilled to spend time with both Jason and Ashton-Jason for his consummate professionalism and leadership of the Northwest Real Estate brokerage and Ashton because I was intrigued by the speech he delivered in Seattle that spoke about the importance of connection. Essentially, Ashton's message was that no matter how much you tweet or post or snap in today's tech-centric world, real estate is still about genuine, personal connection. It doesn't matter, he might argue, if you achieve real connection through handwritten notes, in-person meetings or even a casual drop by to visit a past client; real estate is not an online business. Real estate is a people business.
Ashton's core thesis is something I agree with wholeheartedly. In my own estimation, if you asked real estate agents where their latest deals came from, a large majority would honestly say that seven out of 10 of their most recent transactions involved existing relationships and people they already knew. As I always say, "You must be that relationship!"
I had this idea of connection tossing around my mind as we arrived in Portland and I readied myself to address the Northwest Real Estate team. After getting to Portland, I quickly changed and went down to the lobby to wait for dinner when I ran into Ashton. We exchanged friendly greetings and after I asked him where he was off to, he told me he was going to a place called Powell's City of Books and would I like to join?
Books you say? Yep, I'm in.
Off we went to Powell's City of Books, which I had no idea was literally a literary metropolis, spanning an entire city block with an estimated 1.6 acres of bookshelves. (Fun fact: Once inside, I was actually given a fold-up map to navigate my way around. ) I learned during my visit to the City of Books that this legendary landmark of Portland is actually the world's largest used book store and the flagship shop of Powell's, the largest independent chain of bookstores on the planet. Not to mention, Huffington Post named this particular store in Portland the "one thing you must do" when you visit Oregon.
So, what's the message (and what does this all have to do with business)? Well, as I wandered rows after rows of books-taking photos of every title I want to add to my "must read" list-I couldn't help but think that this place, large as it may be, was really a microcosm of the real estate industry. How, among so many downloadable eBooks and online PDFs, could such a place like Powell's exist if not for the very fact that people still crave to connect? For the book industry, this translates into fingers on actual page. For real estate, it means boots on the ground, meeting clients and building relationships through the power of our personal presence. Because any business-whether it's the business of books or the business of homes-is never really about the other stuff that's shiny and new. It's about the people and that will never change.
[image courtesy of biography.com]
“I am certain that after the dust of centuries has passed over our cities, we too will be remembered not for victories or defeats in battle or in politics, but for our contribution to the human spirit.” – President John F. Kennedy
This week my travels found me in Dallas to rehearse for the upcoming Berkshire Hathaway HomeServices 2016 Sales Convention. (By the way, read more about that event here.) Because our hotel was only a few blocks away, while on a break from rehearsal I had the chance to make a quick visit to Dealey Plaza in downtown Dallas, a landmark of American history and the site where President John F. Kennedy was assassinated November 22, 1963.
As I walked the Dealey Plaza, it felt as if I had stepped back in time. The place stands pretty much as it did years ago—the same white colonnades adorn the main building, the same grassy knoll surges gently above the surrounding park. And in many ways, this preservation of the plaza fits squarely with the idea that though JFK may no longer be with us, his ideals and guiding principles remain.
The plaza has particular significance for me because I consider JFK as one of the finest examples of a leader anyone could hope to find. Honest, forthright, courageous … in every sense of the word, JFK embodied what it truly means to lead. So, being in the very spot where his life was tragically taken years ago—and just days before the Presidents Day holiday—I took the opportunity not just to lament the loss of a great man but also to reflect on the good he represented that no bullet can take away.
So what’s the message? Or better yet, what’s his message? JFK once said, “As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.” With this in mind, my hope is that we take Presidents Day as an opportunity not to merely thank our past leaders with words but to reaffirm an unspoken promise to lead in a way that would make them proud.
This week my travels find me in Irvine, CA, where it seems as if the entire state is gearing up to host Super Bowl 50 on Sunday. And while my 49ers didn’t quite make it to the big game, it does take place right on my home turf, at Levi’s® Stadium in Santa Clara.
If you look at the Denver Broncos and Carolina Panthers roster, you’ll know Super Bowl 50 should be an interesting contest of the league’s two best defenses that pits prodigy quarterback Cam Newton of the Panthers against veteran quarterback, Peyton Manning of the Broncos. It’s also an intriguing matchup when you take into account the rumors circulating that this Super Bowl game might be Peyton’s last. In fact, browse any sports news website and you’ll be met with a hailstorm of headlines debating this very question. Will he or won’t he? Would a Broncos win on Sunday change everything?
Well, yes. Because if Peyton does decide to make this his final appearance on a professional football field, a Super Bowl win would cement his quarterback legacy in the history of the game. Win one Super Bowl and you’re good (OK, you’re really, really good) but win two Super Bowls and you ascend to football greatness. However, there’s an inherent flaw with this way of thinking, in diluting a years-long career into one single day battling to become a Super Bowl champion. Is it really fair to reduce decades of late-night game tape reviews and early morning practices, endless examples of stunning fourth-quarter wins and incredible, how-did-he-do-that passes into just a few hours of play?
Vince Lombardi, famed Green Bay Packers head coach during the 1960s, once perfectly summed up what it means to win. “Winning is not a sometime thing,” he explained. “It’s an all-time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is a habit.”
In other words, of course a Super Bowl win is significant but if it does happen for Peyton, it would be symptomatic of the hard work and talent he’s put on display not only this Sunday but also since he first joined the Indianapolis Colts in 1998. Let me tell you this: One night does not a winner make. Winning, as Lombari described it, is an “all-time thing.” You’re not a winner because you score more points than the other team during a single game; you’re a winner because you made winning a habit every time you stepped onto the field.
So, what’s the message? Whether Sunday’s game really is Peyton’s last, there’s a lesson on leadership to be learned in the attention this decision brings to the true spirit of a winner. As Lombardi once said, “The spirit, the will to win, and the will to excel are the things that endure. These qualities are so much more important than the events that occur.”
This week my travels find me in New York City for Inman Connect, a yearly conference where innovation meets real estate and where leaders in our industry come together to brainstorm and share ideas. While at Inman, I participated in a panel discussion—“Creating Motivation Through Accountability”—and attended several events to talk shop with both new and old friends. (To see what other attendees are saying about the conference, scroll through #ICNY.)
Because New York is, well … New York, I’ve also had the opportunity to do some incredible networking while I’m here in the Big Apple like being at the NASDAQ Closing Bell Ceremony or, thanks to my pal, Max Paulsen who works at the NFL, tour the National Football League headquarters on Park Avenue.
Speaking at ?Inman Connect? on “Creating Motivation through Accountability,” along with Amy Bayer, co-founder and co-CEO of PorchLight Real Estate Group and Joseph Rand, general counsel and managing partner, Better Homes and Gardens Real Estate – Rand Realty. The session was moderated by Sherry Chris, president and CEO of Better Homes and Gardens Real Estate.
For this week’s post, I’d like to talk a little more about my visit to the NFL HQ, which was particularly meaningful because as I walked through the beautiful offices—football memorabilia on display—I couldn’t help but think about the similarities between their business and ours. Like Berkshire Hathaway HomeServices, the NFL is a franchisor and has created an incredible network of franchisees—the 32 football teams in the league—that has grown to become one of the most powerful franchise networks in the world. Just as we do at Berkshire Hathaway HomeServices, the NFL fiercely protects and safeguards its brands, understanding the value of each brand and how easily that value can be tarnished if not treated with the proper amount of attention, respect and care.
At NFL Headquarters with Kevin Ostler, HSF Affiliates director of communications and PR, and Chris Stuart, director of franchise sales for Berkshire Hathaway HomeServices.
Additionally, the football teams themselves are very much like our network’s members. Each player supports one another for the success of the team as a whole and leaders emerge from the group to help guide other players to victory. Also, NFL teams are more than just the sum of what they do on the field, similar to the way real estate agents are more than professionals who help clients buy and sell homes. As agents, you know how important this transaction is to your clients—perhaps the most important transaction of their lives—and likewise, football players understand their role not just as quarterback or tight end but also as idols and heroes to their fans. And they help out the community in which they play as any true hero should; through charity programs and initiatives like the 49ers Foundation that supports underprivileged youth in the San Francisco area. Agents, too, are avid community activists, working each day to make their neighborhood a better place for all. Think about the great work we do for the Sunshine Kids and the parallels here are easily drawn.
So, what’s the message? When you stop and analyze it, the NFL is just like us. The NFL’s clients (the fans) enthusiastically respect NFL brands, much like your clients enthusiastically respect yours. And while I haven’t yet heard of clients lining up at one of the network’s real estate offices to get an appointment with an agent like NFL fans line up for games, (you’re always ready to see your clients, right?) it’s not unusual to hear about sellers who decide to list with a Berkshire Hathaway HomeServices agent in part because they want our sign in their yard, or about customers walking into one of our network’s locations across the country simply because they love the brand.
This week my travels find me in Florida; I first flew to Panama City, grabbed my rental car and drove to Santa Rosa Beach for the launch of Berkshire Hathaway HomeServices Beach Properties of Florida, a fine company led by Hunter Harman, John David Sullivan and Price Rainer. Then, I drove up to Jacksonville for an awards celebration with Linda Sherrer, Christy Budnick and the Berkshire Hathaway HomeServices Florida Network Realty team.
The Florida Network Realty event was Olympics-themed with most attendees dressed in Grecian-style togas. Held at the enormous EverBank Field in Jacksonville, the celebration was filled with hundreds of Florida Network Realty agents eager to commemorate their achievements and get inspired for even more success ahead.
Gino Blefari attends the Berkshire Hathaway HomeServices Florida Network Realty awards event with Christy Budnick, executive vice president of Florida Network Realty and Linda Sherrer, Florida Network Realty president and CEO.
And the ceremony certainly didn’t lack for inspiration; the featured speaker was Gregory Troy, head swimming and diving coach at the University of Florida. He was also an assistant coach for the U.S. Olympic men’s swim team in 1996 and 2008 and head coach of the 2012 U.S. Olympic men’s swim team. Troy fired up the crowd with his talk about the importance of perseverance when accomplishing your goals. Talent isn’t enough, he stressed; you must always be the one to work harder than anyone else in order to win. Sound advice for the sport of swimming and sound advice for business, too.
Hard work vs. talent has been a centuries-long debate: Is talent alone ever enough to succeed? If you took a talented real estate agent and pitted this person against one who maybe lacked the same amount of natural talent but worked harder than the agent who did, which one would find the greatest long-term success?
Kevin Durant, power forward for the NBA’s Oklahoma City Thunder, once said, “Hard work beats talent when talent fails to work hard.” In other words, merely possessing talent to sell or talent to negotiate or talent to market your business isn’t enough; you must also have the determination and grit to sustain yourself when your natural ability alone can’t get the job done.
So, what’s the message? You could be the most talented sales professional on the planet but if you’re not coupling that talent with a strong work ethic, you’re short changing yourself. Use your talent and push yourself to work as hard as you can because that’s the only way you’ll become the absolute best you can be.
Good evening! This week my travels find me in Raleigh, NC for a meeting with Tommy Camp, president and CEO of Berkshire Hathaway HomeServices Carolinas Realty and his fantastic managers. After talking leadership, best practices and recruiting with the team, we had dinner at the historic Angus Barn, a decades-old barn-turned-restaurant that is a celebrated staple of the local dining scene. (Our meal actually took place in the basement, an incredible space that featured a table so large it took up most of the room.)
The Angus Barn—also known as “Big Red”—was officially opened for business on June 28, 1960 with novice restaurateurs Than Eure Jr. and Charles Winston running the show. Neither men had any experience operating a restaurant; perhaps this was why they so boldly disregarded their detractors who said the Angus Barn project couldn’t be done. Who, these critics questioned, would visit a restaurant located along a narrow, two-lane road, desolate save a few telephone stations dotting the way?
At the Angus Barn with Tommy Camp, president and CEO of Berkshire Hathaway HomeServices Carolinas Realty family of brokerages.
But Eure and Winston stood strong, unfamiliar with the restaurant industry but no strangers to censure and rejection. A year before the launch of the Angus Barn, the men faced their first hurdle after they spent $6,750 to buy 50 acres of empty farmland along Highway 70, where the Angus Barn would be built. They knew the barn would cost $200,000 to construct and so went in search of a loan. However, they visited bank after bank and couldn’t find a single person willing to take a risk on two young upstarts with not much more than a vacant pasture and lofty dreams to their names.
As a last-ditch effort, Eure went to his father, the late North Carolina Secretary of State, Thad Eure Sr., asking him to put up money for the barn. As the story goes, the senior Eure agreed, and even mortgaged his home to secure the loan. “I believe in those boys!” He famously exclaimed and so the barn construction began.
Here I’ll pause to draw an uncanny parallel to my own professional story, where I too turned to my father for help in January 2009 when I couldn’t make payroll. He, just like Eure Sr. agreed—refinancing his own house for the cause—and his belief in me and my team allowed us to pay our employees that month.
With members of the Berkshire Hathaway HomeServices Carolinas Realty management team at The Angus Barn. From left to right: Kyle Rank, manager at Berkshire Hathaway HomeServices York Simpson Underwood Realty in Chapel Hill, NC; Player Murray, manager at Berkshire Hathaway HomeServices York Simpson Underwood Realty in Cary, NC; and Thomas Maier, manager at Berkshire Hathaway HomeServices Carolinas Realty in Kernsville, NC.
But back to the barn …
Nobody will visit such a remote spot, the naysayers warned Eure and Winston in 1959, nobody will pay you the money to build this barn. Except they would and they did because the restaurant—despite some initial hiccups—was an undeniable success and today ranks among the 100 best restaurants in the U.S. and one of the nation’s 50 highest-grossing independent restaurants. And after dining there I can understand why; the Angus Barn not only serves excellent food but the staff members at the barn also provide the kind of excellence in service you’d expect from any incredibly well-run business.
So, what’s the message? On first glance when I visited the Angus Barn last night, it seemed to be just a large, beautiful barn house; it sat on top of a hill surrounded by acres of tree-lined farmland and was painted (unsurprisingly) a deep, rustic red. But once learned about the rich history of Angus Barn, it quickly became apparent that beyond its stabled walls was a fabled tale of belief, confidence and ultimately, success in the face of certain defeat.
Good evening! This week my travels find me in rainy Phoenix for the Berkshire Hathaway Energy Executive Leadership Conference. And while it might be hard to find an umbrella in this desert city, it’s easy to find inspiration at a meeting filled with dynamic and motivating leaders who stand at the helm of some of Berkshire Hathaway’s finest companies … Greg Abel, Bill Fehrman and Ron Peltier to name a few.
Just before the meeting, attendees were told we’d be given The 3G Way: Dream, People and Culture, by Francisco S. Homem De Mello, an entrepreneur and author who gleans insights from the management styles of some of the world’s best and brightest. Think Jack Welch of GE, Carlos Brito of Anheuser-Busch InBev and Marcel Telles, also of AB InBev.
The philosophy emphasized in The 3G Way begins at the top: Be the kind of open, honest, hard-working person you want your employees to be and the rest will fall into place. How? By embracing two important concepts: informality and candor.
First, let’s talk about informality. In the book, the author quotes Jack Welch, who I can confidently say after reading several of his books and studying his style, is one of my favorite CEOs. (Not to mention, we are the same height and he started GE in my hometown of Pittsfield, MA.) Welch described informality as the cornerstone to all great organizations. “Informality is … an atmosphere in which anyone can deliver a view, an idea, to anyone else and it will be listened to and valued, regardless of the seniority of any party involved,” Welch explained. “Leaders today must be equally comfortable making a sales call or sitting in a boardroom; informality is an operating philosophy as well as a cultural characteristic.”
Against the strong currents of an ever-changing real estate industry, informality is crucial to keep a company afloat. No longer can organizations remained mired in titles, rigid hierarchy or ego but instead must be fluid as this Phoenix rain, able to recognize good ideas no matter their source and execute with little delay. This means eliminating overly complex processes and fostering an atmosphere where fresh, creative thought isn’t just welcomed but also encouraged.
Next, candor, a concept warmly tied to informality. When a leader is candid, there are no secrets kept or surprises withheld; there is only fact, communicated through frank conversation and straight-forward dialogue. Homem De Mello defined a candid company as one in which “people discuss topics openly, with little tolerance for internal politics, hidden agendas and opacity.” Not to be confused with contempt, candor allows for anyone in an organization to speak their mind, so long as they remain respectful and constructive. Remember, criticism is a good thing, for it helps us grow and clarity is even better for it lets everyone know exactly where they stand.
So, what’s the message? Favor simplicity over complexity and fact over ambiguity. Drive your business on the power of good ideas, even if they originate from the most unlikely of places. Because when it comes to growth, informality and candor must always lead the way.
As 2016 approaches and 2015 comes to a close, I want to reflect for a moment on a fantastic year gone by.
Our Berkshire Hathaway HomeServices network has grown to more than 40,000 agents and 1,200 offices operating in all but three states. As important, we’re adding elite, new affiliates in key U.S. markets while our current family of brokerages continues to thrive. This year we announced our intentions to expand across the globe while making serious strides to capture the international buyer’s market here at home. Watch for more on this exciting initiative in 2016! In addition, we gave away $50,000 in a record-setting sweepstakes with HGTV superstars Chip and Joanna Gaines, launched at a packed Sales Convention in Las Vegas.
We’ve had gains not just in the residential arena but also in our Berkshire Hathaway HomeServices Commercial Real Estate division. We’ve improved our CRE value proposition to ensure the delivery of quality products and services to our affiliates. Currently, we offer our CRE professionals a best-in-class technology platform, with additional enhancements planned for the coming year.
In 2015, we released a new national commercial—voted best real estate TV spot by more than 15,000 Inman News readers—and significantly enhanced our mobile app. We advanced our thought leadership program by creating a quarterly Homeowner Sentiment Survey, last week making national headlines for our insights on the Fed’s interest rate hike in major media outlets including, CNBC, The Washington Post and CNNMoney. Through the success of our survey, we didn’t merely react to the real estate conversation but in many ways, created it.
Our Real Living Real Estate family is also making tremendous progress. We are growing our network with new affiliates in key U.S. markets while our current family of brokerages continues to thrive. Our distinctive brand positioning is essential as we embrace the power to be us and the freedom to be you.
Real Living Real Estate is a network built for entrepreneurs with the kind of innovative mindset that makes our companies stand apart in their marketplace. This year, the spirit of our brand was celebrated in events from Nashville to San Antonio, as Real Living professionals came together from offices near and far.
Additionally, we rebranded our nationally-recognized customer service program, Real Living 360 ServiceSM, designed to provide a strong foundation of quality service for our customers so we can achieve the highest level of accountability and client satisfaction. Exceptional service is-and will always be-the foundation of Real Living’s values and our industry-leading independent ratings prove our commitment to this goal. We also made major enhancements to the RealLiving.com site design and are preparing to launch a new version of Market Advantage as the year ends.
Still, as much as we accomplished together in 2015, we aren’t a network focused on what’s behind us. Berkshire Hathaway HomeServices and Real Living Real Estate are brands built on the future, on creating a great real estate industry of today … and tomorrow. We are constantly moving forward—never complacent—and always making strides to become better, stronger, wiser and more unique.
And that’s why as celebrate the New Year with family and friends, it’s important to congratulate yourself on a job well done while also understanding there’s much left to do in 2016. In the words of Ralph Waldo Emerson, “Without ambition one starts with nothing. Without work one finishes nothing. The prize will not be sent to you. You have to win it.”
Happy New Year,
This week my travels find me getting work done in an unseasonably cold Northern California. And while checking emails and conducting conference calls, the following message was also busy sending the Twitter world abuzz:
The tweet, written by CNBC reporter Diana Olick, referred to the Federal Reserve’s decision (check #FedDecision for the latest tweets) to raise the target federal funds rate by a quarter point, the first time rates have been raised in any meaningful way since 2006. The move, in the context of Federal Reserve history, may appear monumental but Diana gets the story completely right when she says it just doesn’t matter.
In our latest Berkshire Hathaway HomeServices Homeowner Sentiment Survey, shared several hours before the Fed went public with its announcement, we found that 67% of prospective homeowners already categorized the level of today’s mortgage rates as “average” or “high.” This number is pure reflection of a simple fact: An entire generation of first-time buyers have never experienced a meaningful rate increase and have no previous experience with mortgage rates.
Further, the survey found that should mortgage rates rise in response to a boost in the fed fund rate – and as we all know, they did – many prospective homeowners said they would have to alter their home searches and 51% would adjust their savings pace. In addition, exactly half of prospective homeowners believed they would experience more difficulty affording their ideal home. Current homeowners, whose ranks are mostly Boomers and Gen-Xers, said that increased mortgage payments would mean more personal sacrifices in areas such as family vacations, home improvements and shopping.
Fed policymakers have said the pace at which they’ll raise interest rates will be gradual – an increase of a quarter of a percentage point is typical. A similar rise in mortgage rates would add about $43 a month to a hypothetical $300,000, 30-year mortgage with a 3.75% rate. A bump in mortgage rates has more bark than bite. According to a study by the National Coffee Association, the average American spends about twice as much every month on coffee.
So, what’s the message? As always, our agents and the industry as a whole must take great care to educate buyers and sellers about the real estate process, which includes mortgage rates. A Fed rate increase may grab people’s attention, yet the cost of borrowing money to buy a home remains historically low by all measurements. From our perspective, even though we can’t predict the future, it looks like mortgage rates will remain attractive, and that’s good for consumers and the real estate market.
This week my travels find me in Irvine, CA at the HSF Affiliates LLC headquarters for a leadership meeting and a Town Hall with the entire Irvine-based staff. During these get-togethers, my team will discuss motivation and inspiration, reflecting on our past year and looking forward to a year of growth and prosperity ahead.
Stephen Covey, author of The Seven Habits of Highly Effective People, once said, “The best way to predict your future is to create it.” And in fact, the name of your game this December should be proactivity. If you haven’t done so already, now is the time to think and plan out how to have a breakthrough 2016. To get you started, here are some ways to increase productivity and success in the new year:
So, what’s the message? No matter what you do this month, the key is to keep it personal and rooted in holiday cheer. Don’t make your efforts overly promotional or agenda driven. Your goal this December should be to show your customers, clients, friends and family just how much you care.
This week my travels found me in Nashville, TN for the Real Living Connection conference. However, I want to travel back a bit farther — not in distance but in time — to twenty four hundred years ago when Hippocrates, the father of modern medicine, first started to contemplate the idea that differences in human behavior follow a recognizable pattern. Ever since this discovery, scientists and researchers alike have studied the concepts of behavior and personality. Notably, in 1928, Harvard-trained psychologist Dr. William Marston wrote “The Emotions of Normal People,” in which he put forth the idea that people are motivated by four intrinsic drives — represented by four letters of the alphabet, D,I,S,C, — that define behavioral patterns. And so, a concept called DISC was born.
Bob LeFever speaks at Real Living Connection
But back to Nashville and the conference at hand. During the general session at Real Living Connection, Bob LeFever, renowned ex-FBI official and real estate expert, spoke about the DISC theory at length and how it was applied not just to his work with the FBI but how it can also be applied to fundamental real estate concepts like recruiting, retention and customer service. It all begins by identifying the proper behavioral quadrant of the person you’re engaging.
Here are the four quadrants of the DISC theory:
D – This person displays Dominance. He or she likes to take action and challenge established norms.
I – This person is defined by Influence. He or she will be enthusiastic and will enjoy collaborating with others.
S – This person is defined by Steadiness; he or she seeks stability in all things.
C – This person is defined by Conscientiousness and pays close attention to detail.
Once you determine in which quadrant your colleague belongs, you can tailor your own behavior accordingly. DISC theory can help determine how you should best proceed whether you’re negotiating a contract, presenting a listing or interviewing a potential recruit.
So, what’s the message? DISC theory can be a powerful tool in your real estate toolbox, allowing you to better understand the natural tendencies of your associate. And through this understanding, you can build a strong rapport and ultimately, an even stronger level of trust that will take you far in business … and, I’d argue, in life.
Today, I want to talk about Thanksgiving. We as human beings, Americans and yes, members of the HSF Affiliates and HomeServices of America, Inc. families, work very hard and always maintain a strong work ethic. Yet, as busy as we get, there are times when it’s important to step back, reflect and be thankful for all we have and all of the people in our lives we’re blessed to have around us. There are many reasons why Thanksgiving is my favorite holiday (and no, it’s not just the food coma and football) but I want to share one story that is particularly meaningful for me as we approach Thanksgiving Day: When we think of Thanksgiving, there are certain things that immediately come to mind: the scent of pumpkin pie and sweet potatoes baking in the oven; the sight of a golden, just-roasted turkey being carried to the table; the image of our family, gathered happily as we prepare to eat. Some with history on the brain might even think of the pilgrims, our distant ancestors who, in 1621 after the first harvest in the New World, dined with almost 90 Native Americans for a three-day feast now known as the “First Thanksgiving.” However, when we think of Thanksgiving, most do not think of Sarah Josepha Hale. As the person credited with turning Thanksgiving into a celebrated national holiday, we should. Hale, born Oct. 24, 1788 in Newport, NH, was a writer of fiction and poetry, (among her poems, a short rhyme called “Mary Had a Little Lamb”). In addition to crafting popular verse, Hale was also a devoted advocate of American unionism and campaigned relentlessly for Thanksgiving to be recognized as a national holiday. So important was this gathering to the passionate Hale that she begin in 1846 to write letters to anyone with an address and a healthy dose of patriotism—powerful governors, ministers living abroad, navy Commanders, five American Presidents—urging them to make Thanksgiving a holiday uniformly celebrated throughout the United States during the last week of November. At the time, Thanksgiving was commemorated at the discretion of each state; sometimes in October, sometimes in January but never on the very same day for all and Hale saw this as a missed opportunity to strengthen national character through tradition and routine. Finally, after 17 years of Thanksgiving campaigning and a polite but direct letter to then-President Abraham Lincoln, Hale was heard: “The year that is drawing toward its close has been filled with blessings of fruitful fields and healthy skies,” wrote Lincoln in a proclamation called ‘Thanksgiving Day 1863.’ “It seems to me fit and proper that they should be solemnly, reverently, and gratefully acknowledged, as with one heart and one voice, by the whole American people. I do therefore invite my fellow-citizens in every part of the United States and also those who are at sea and those who are sojourning in foreign lands, to set apart and observe the last Thursday of November next as a day of thanksgiving.” So, what’s the message? Sarah Josepha Hale, a lesser-known character in the story of Thanksgiving, was a visionary leader who understood the importance of congregating together over pumpkin pies and turkey because it means precious time spent with family and friends to celebrate every happiness and bounty in our lives. And for that, we should all give thanks.
This week my travels found me in San Diego for the National Association of REALTORS® (NAR) 2015 Conference and Expo. While there, I had the opportunity to spend time backstage with Susan Stearns, agent with Berkshire Hathaway HomeServices California Properties in Calabasas, CA, just moments before she stood in front of a crowd of thousands to accept her 2015 Good Neighbor Award. NAR’s Good Neighbor Awards are given annually to five REALTORS® who, according to REALTOR® Magazine, “have made an extraordinary impact on their community, or on the national or world stage, through volunteer work.” Susan received this tremendous honor in recognition of three decades working with New Horizons, a non-profit based in Southern California that empowers more than 1,000 individuals with special needs to fulfill their dreams. “New Horizons gives people the opportunity to feel a sense of accomplishment with what they contribute to the community,” explained New Horizons CEO Cynthia Sewell in a video tribute to Susan. Since 1985, Susan has dedicated her time and resources to New Horizons, founding the New Horizons development committee, serving for eight years as fundraising chair and then two years as president and chair of the board of directors. Due to her unflagging efforts, Sewell estimates Susan has personally donated or raised nearly $250,000 for the organization. According to Susan, her volunteer work underscores the idea that altruism is—and should always be—a quality inherent to every real estate agent. “Find a charity that you have compassion for,” Susan told REALTOR® Magazine in an interview. “It’s good for the community to know what a REALTOR® is, that they??re not just there trying to sell houses. They’re there to make the community a better place.” (By the way, you can click here to view all the 2015 Good Neighbor Award winners.) Along with Susan’s Good Neighbor Award, members of our Berkshire Hathaway HomeServices network were recognized at NAR’s 2015 Conference and Expo, including:
This week my travels find me first in Northern California for a visit with the Berkshire Hathaway HomeServices Drysdale Properties team and then to San Diego for the 2015 National Association of REALTORS® Conference and Expo. (If you’re planning to attend, stop by and say hello at the HSF Affiliates Booth #1615!) As my team prepares to meet and greet hundreds of real estate professionals, sharing our network stories and listening to theirs, it’s essential we remember the very basics of genuine connection in order to create lasting, memorable impressions in the minds of all we meet. Here are some ways to truly connect … whether you’re attending NAR, taking a business meeting with a potential new client or participating in a networking event, these strategies always apply:
So what’s the message? As we attend NAR Conference & Expo to learn from and interact with fellow industry professionals, it’s important to remember that traditional values never go out of style. Real estate is and always will be a people business perpetuated by genuine connection and the more we can foster those authentic connections, the better leaders we’ll be.
This week my travels found me in Minneapolis to present my third quarter report and the 2016 budget to the HomeServices of America, Inc. board. Then I headed west to San Francisco, where the autumn season and my recent forward-looking meetings played unexpectedly on my mind.
Dr. Pete Zidnak
In Northern California, the leaves are still colorful on the trees, and this year, the fall season brought with it back-to-school memories of my days attending San Jose State University. I still vividly remember the late Dr. Pete Zidnak, my professor for business management, dressed sharply with an ever-present bow tie, who always began his lectures by reciting a quote to inspire the class of young and eager business minds. I was only 21, a junior in college, when he one day quoted Benjamin Franklin—“If you fail to plan, you are planning to fail”—but in the years following that momentous day, I’ve taken to heart the wisdom these words contain. Now an enthusiastic proponent of time management, I plan everything with exacting detail—just as I did this week in Minneapolis—and you should, too.
In real estate, we operate on a 90-day cycle. What you do today affects your business 90 days from now. This means careful planning must be involved in order to ensure future success. It’s no secret real estate agents and real estate companies encounter cash-flow problems in January and February but it’s my own often-shared secret that the way to combat this is with a solid business plan for the entire year ahead. Ideally, this business planning should be completed by Oct. 1 but if you haven’t started, give yourself a deadline of Thanksgiving, so that 90 days from now, when the market typically slows, you avoid the countless cash-flow issues plaguing those who didn’t bother to plan.
And as you plan your year ahead, here are some suggestions for your calendar:
So, what’s the message? Time management is the only way to accomplish your goals and it happens through a combination of preparedness and planning. Because just as Benjamin Franklin understood, once you know what your year will look like, you will never again find yourself sitting in your office hoping for success … you’ll plan on it.
Last week while my travels found me in Las Vegas, our finance team—led by Brian Peterson, CFO of HSF Affiliates—was in Braselton, GA, at the beautiful Château Élan Winery & Resort for the 2015 CFO Conference. It was a classic case of divide and conquer: Brian held down the fort on the East Coast while I attended meetings in the West, thousands of miles apart from my Chief Financial Officer but still understanding that our key messages must be perfectly aligned. This conscious alignment is vital not only to our operations here at HSF Affiliates but also to any company with a CEO and CFO working closely together for the betterment of all. In most industries, this relationship wasn’t always as tight-knit as it is today. For years, the CFO was thought of as the person at the helm of the finance function in an organization, a man or woman of spreadsheets and economic models who crunched numbers while the CEO exercised his or her business savvy to steer a company in the direction of increased growth. Today, however, this stereotype has been obliterated; the relationship between the CEO and CFO has completely changed. Chief Financial Officers are called upon by their Chief Executive Officers to help with the organization’s strategic planning and oversight, sometimes stepping far outside the boundaries of traditional financial projects because it’s widely recognized that their expertise is a necessary, valuable component to accomplish a company’s wildly important goals. So, what’s the message? The next time you have an important, strategic decision to make, don’t go at it alone. Look to your CFO, to your marketing director, to your mentor, to your sales team with boots on the ground … someone with specialized knowledge who can provide perspective outside of your own. As leaders, trusting in our team isn’t just good practice, it’s the only way to succeed.
Oct 30, 2015
Oct 23, 2015
Last week, while at the Berkshire Hathaway HomeServices Summit Conference, I had the opportunity to hear keynote speaker Josh Linkner deliver a fascinating talk about creative disruption. As Josh explained, creative disruption has a very specific definition in the context of an increasingly stale business world focused on the bottom line instead of innovation and progress.
Josh’s premise about creative disruption is masterfully detailed in his book, “The Road to Reinvention: How to Drive Disruption and Accelerate Transformation.” In essence, Josh says true disruption often comes from small, start-up companies. While large organizations are busy protecting the “Golden Goose,” entrepreneurs have nothing to defend … and this works in their favor. Their every thought must be about ways to break traditional business models rather than maintaining them; they must invent a new, improved approach to business in order to survive.
Here are some of the traits Josh associates with small vs. big companies:
Source: Josh Linkner
With Josh Linkner at Summit Conference in Palm Beach, FL.
As an example of creative disruption, Josh cites the Dollar Shave Club, a company going after the established brands in the razor industry, like Gillette. You’ve probably seen Dollar Shave Club’s witty, edgy commercials—they’re hilarious! The first one, (which by the way cost the company just over $4,000 to produce), was written by CEO Michael Dubin—talk about a nimble, idea-centric leader—and shot on location in an actual Dollar Shave Factory by Dubin’s good friend. Even more impressive, the spot was filmed in a single day! The result? Dollar Shave Club’s video went viral, boasting more than 19 million views. A recent report values Dollar Shave Club at $615 million.
So, what’s the message? We can all think like entrepreneurs and we can all think small, since this approach is a mindset and has nothing to do with our company or network size. Thinking small will allow us to disrupt any industry for years to come.
Oct 16, 2015
“Change is the law of life. And those who look only to the past or present are certain to miss the future.” – John F. Kennedy
The Honey Fitz, John F. Kennedy’s presidential yacht, (with the American flag) was docked in the harbor when we sailed in Palm Beach this week.
Oct 09, 2015
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Aug 31, 2015
Pictured above (L to R): John Thompson; Gino Blefari; Brian Buffini; Tom Tognoli; Darren Hardy; Dermot Buffini; Brian Wildermuth; and Mike Lancaster backstage just moments before Darren Hardy addressed the crowd.
Aug 24, 2015
Have a powerful name for prospecting. As Tom explains, don’t just call your customer outreach efforts “prospecting time.” Label the act something powerful, inspiring and motivating. Try calling it “wealth creation time” or “making an impact on my community time.” This way, you’re already in a better mindset before you even pick up the phone.
Get your body in motion. If your body is awake, your mind will follow. Jump up and down, go for a brisk walk, dance if you have to … anything that will give you the energy boost you need to feel unstoppable.
Have a mantra. Tom calls these “Affirm-Actions.” What you say to yourself before you contact a client or even before you get out of bed in the morning, will determine your mindset for the rest of the day.
Listen to music. Lao Tzu once famously said, “Music in the soul can be heard by the universe.” Why? Because music has the ability to inherently transform not just your entire self but also the way you interact with others. Listen to your favorite “pump up” song before a big meeting or presentation and you’ll be guaranteed to bring more positivity and enthusiasm to the interaction.
Play the perfect game vs. drama. Take one thing each day, whether it’s a meeting or an important call or a listing you’re itching to win and, whatever happens, declare it perfect. If you score the listing, perfect! If the sellers decide to go with someone else, perfect! No matter the outcome of the situation, tell yourself it’s nothing short of ideal. Why? Because the minute you get caught up in the drama of losing a potential client or sale is the minute you miss out on the 10 other opportunities waiting for you around the corner. Don’t waste time on what could’ve or should’ve been. Tell yourself that whatever happens is the perfect thing for you.
Aug 14, 2015
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Jul 16, 2015
"You miss 100% of the shots you don’t take." – Wayne GretzkyWhen Barbara Wakefield received the call she’d won $50,000 in the Berkshire Hathaway HomeServices $50,000 Sweepstakes—held in conjunction with HGTV and Fixer Upper stars Chip and Joanna Gaines—she thought the whole thing was a hoax. "It was too fantastic for words," she told me over the phone today. "I just thought, 'How could this happen? There’s only one winner and how could that winner be me?'"But our nationwide winner definitely is Barbara, a doting grandmother and devoted housewife who lives on a 120-acre farm in Lawrenceburg, KY with her husband of 50 years. She’s also no stranger to sweepstakes, entering drawings and giveaways whenever she can, once winning Cal Ripken, Jr.’s autograph from a Rice Krispies Treats’ contest held years ago."I saw this opportunity and sat at my kitchen table and entered," she said.Barbara’s entry—one of more than 1.5 million—paid off and the winnings couldn’t come at a better time; she was already planning a project to expand her kitchen and fix the structural issues plaguing her 100-year-old home … and its appliances. (Her stove was purchased more than 35 years ago.)"It's absolutely amazing I'll be able to have the chance to finish these renovations," she explained and even over the phone her excitement was infectious; everything she said was filled with honesty, humility and grace. And that’s when I thought: Barbara isn't just a winner; she's a winning person, too.When our marketing team—along with network representatives from Berkshire Hathaway HomeServices Parks and Weisberg, Realtors® in Louisville, KY and Berkshire Hathaway HomeServices de Movellan Properties in Lexington, KY—showed up at Barbara’s home, oversized check in hand, they were greeted by Barbara’s country charm even before she opened her door. As they walked up the pathway toward her porch, they noticed she had already set out a pitcher of lemonade and a plate of cookies for her out-of-town guests."That's just country living," she explained.So, what's the message? Barbara's story isn’t just an incredible tale about good fortune that came to one person in Lawrenceburg, Kentucky; it's also a narrative about someone who had the belief that the seemingly impossible could come true. Because, to quote our $50,000 Sweepstakes winner Barbara Wakefield: "You can't win if you don't enter!"
Jul 09, 2015
This week I have the 4th of July on my mind; a holiday always spent grilling with my family and watching fireworks light up the summer sky. It’s my favorite time of year, with a rich history as compelling as the patriotic celebration itself.On July 4, 1776, many of the 13 colonies had been in existence more than 150 years and a strong, middle-class economy was developing from the likes of farmers, artisans, lawyers and tradesmen. In 1776, people traveled by horse-drawn carriages; food was cooked over wood-burning fires. The American Revolution was already underway (it began April 1775) and the hunger for independence was burning in the hearts and minds of freedom-seeking colonists. Our independence had been declared on July 2 and the Declaration of Independence had been written by Thomas Jefferson almost a month before (and wouldn’t be signed until a month later on August 2, 1776).Then, you may ask, what are we really commemorating on July 4 if not the start of the Revolution or the drafting of the document that would become the very foundation of our United States?Here’s what actually happened on July 4: The Continental Congress approved the wording of the Declaration of Independence.The draft had been submitted several days prior and on July 4, the Continental Congress collectively gave their consent that the document was complete. When printed copies of the Declaration of Independence were later circulated throughout a brand-new America, the date on each copy read July 4.So, what’s the message? On July 4 we’re celebrating the birth of our great country, and all the independence and liberty that milestone entails. Yet, on another level, we’re also celebrating a brilliant team—our Founding Fathers—whose collective wisdom and accord brought about widespread, lasting change. It’s no small feat and one we should pay homage to as we watch fireworks with our families on Saturday night, recalling that it was exactly 239 years ago that our Founding Fathers agreed upon the self-evident truths that would ultimately set us free.
Jul 02, 2015
This week my travels find me in the Hawaiian Islands for business meetings and my annual family vacation. The islands are nothing short of spectacular: pristine beaches, unspoiled landscape and a welcoming aloha spirit. This spirit is also evident in the history and local legends of Hawaii, like Duke Kahanamoku, whose life and achievements make for an incredible story I’d like to share with you now.A gold-medal-winning Olympic swimmer and champion surfer, Kahanamoku once famously said, “The best surfer out there is the one having the most fun.” And whether commanding the waves of the Pacific or a team of real estate agents, Kahanamoku is right. Always remember why you chose to lead, what you enjoy so much about your business and why you want to inspire your team to succeed. Have fun. If you’re having fun, others will, too.We can also take a lesson from Kahanamoku’s humble nature. When he became a household name in Hawaii, many people thought he was royalty, (his name, after all, was Duke). However, he was the first to remind his fans that he was one of them, a citizen of Hawaii and a man who worked hard for every award and accolade he received.When Duke passed in 1968 at the age of 77, he left a lasting legacy behind him. Today, restaurants and statues bear his likeness and name, as symbols of a local hero who prospered through a powerful combination of talent, diligence and perseverance.So, here's the message: Duke Kahanamoku may have been best known for his aquatic accomplishments but beyond the champion athlete, he's a man defined by selflessness, strength of character, kindness of spirit, and humility, all qualities every great leader should possess.
June 25, 2015
This week my thoughts aren’t so much about my travels as they are about what happened while I was away. Nearly two months ago, on a rare rainy day in Southern California, I received a call from HSF Affiliates CFO Brian Peterson, (who also happens to be my neighbor), letting me know he had picked up a package at my door so it wouldn’t get wet.“Thanks, Brian,” I said over the phone. “That’s interesting though because I didn’t order anything to my SoCal residence but it’s probably a book.”In fact, it was a book, a very good book I’d like to discuss with you today.The narrative that arrived at my door that rainy day was The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown, sent to me by Pete Slaugh, managing director at Lancaster, PA-based Berkshire Hathaway HomeServices HomeSale Realty. And if you haven’t yet read The Boys in the Boat yet, this feel-good story about superstar rowers on a quest to achieve Olympic victory is not only incredibly inspirational but also applicable to every industry and profession. Here are a few key passages I found particularly insightful …On the attainment of an elusive rowing phenomenon called swing: “There is a thing that sometimes happens in rowing that is hard to achieve and hard to define. Many crews, even winning crews, never really find it. Others find it but can’t sustain it. It’s called ‘swing.’ It only happens when all eight oarsmen are rowing in such perfect unison that not a single action by any one is out of synch with those of all the others. It’s not just that the oars enter and leave the water at precisely the same instant. Sixteen arms must begin to pull, sixteen knees must begin to fold and unfold, eight bodies must begin to slide forward and backward, eight backs must bend and straighten all at once. Each minute action – each subtle turning of wrists – must be mirrored exactly by each oarsman, from one end of the boat to the other. Only then will the boat continue to run, unchecked, fluidly and gracefully between pulls of the oars. Only then will it feel as if the boat is a part of each of them, moving as if on its own. Only then does pain entirely give way to exultation. Rowing then becomes a kind of perfect language. Poetry, that’s what a good swing feels like.”On the virtues of diversity: “Crew races are not won by clones. They are won by crews, and great crews are carefully balanced bends of both physical abilities and personality types … And capitalizing on diversity is perhaps even more important when it comes to the characters of oarsmen. A crew composed entirely of eight amped-up overly aggressive oarsmen will often degenerate into a dysfunctional brawl or exhaust itself in the first leg of the long race. Similarly, a boatload of quiet but strong introverts may never find the common core of fiery resolve that causes the boat to explode past its competitors when all seems lost. Good crews are good blends of personalities; someone to lead the charge, someone to hold something in reserve; someone to pick a fight, someone to make peace; someone to think things through, someone to charge ahead without thinking. Somehow all this must mesh. That’s the steepest challenge.”So, here’s the message: Think about us at HSF Affiliates. Look at how different we are; look at how different I am from you, reading this right now, or how different you are from the person you work next to every day. There’s a fascinating dichotomy that plays out between the differences we innately possess and the synchrony we aspire to achieve, and when taken together, it all works to help us to find our swing.
June 19, 2015
My travels this week took me to Washington, D.C. to help honor Berkshire Hathaway HomeServices’ top brokerages and hear impressive speakers gathered to provide brokers with new perspectives on real estate, politics, media, business practices and more. These speakers are leaders in their own right, including cyber security expert Joel Brenner, ABC News pollster Gary Langer, CNN senior political analyst Gloria Borger, and N.A.R. representatives Lawrence Yun, Bill Gilmartin and Joe Ventrone. I was also honored to meet Real Living At Home leaders Jason Sherman, Justin Levitch and their terrific agents at their Washington, D.C. office.Part of my visit to the nation’s capital included a moonlight tour of monuments in the National Mall. Each monument is stunning, yet my favorite is the Lincoln Memorial at the western end of the Mall.As you ascend the steps of the Lincoln Memorial its majesty and size become instantly apparent. The massive, marble statue of Abraham Lincoln faces east, with the seated President maintaining a watching eye over the National Mall’s Reflecting Pool, Washington Monument and, beyond, the Capitol Building. The view from inside the monument is equally inspiring. Its north wall displays an inscription of Lincoln's second inaugural speech, while the south is inscribed with the complete Gettysburg Address. History and greatness surround.This inscription, located behind the statue, aptly describes the experience …“IN THIS TEMPLEAS IN THE HEARTS OF THE PEOPLEFOR WHOM HE SAVED THE UNIONTHE MEMORY OF ABRAHAM LINCOLNIS ENSHRINED FOREVER.”Without President Lincoln our great country likely would be much different today. Lincoln artfully managed a fractured political landscape, adversaries, skeptics and members of his own cabinet and military to guide the country through perhaps its darkest times on record. His leadership abilities –wonderfully memorialized in Donald T. Phillips book Lincoln on Leadership: Executive Strategies for Tough Times – remain a blueprint for effective leadership today.Lincoln understood that sound leadership is often achieved through subtle influence and face-to-face communication. He preferred to leave the “ivory tower” and interact directly with people. This practice, named MBWA (Managing by Wandering Around) more than a century later by management gurus Tom Peters and Robert Waterman, is a staple component of modern leadership thinking.Of course, Lincoln treated people with courtesy and respect, and through encouragement and suggestion moved them to higher achievement and greater understanding. He was honest, fair, civil and tolerant. Lincoln was also firm, composed, decisive and a master public speaker, and used these qualities to establish purpose in and win the hearts and minds of his constituents.So what’s the message? That’s an easy one! The foundation for sound leadership must always account for the human condition and include essential tenets of respect, empowerment, trust and purpose. One needn’t necessarily look to the latest management book, seminar or conference for fresh leadership concepts. Abraham Lincoln displayed many of them more than a century ago and, in doing so, forged the model for decent, effective and timeless human interaction.
June 11, 2015
This week, I found myself in San Francisco for a media interview via skype with Ilyce Glink, host of Big Money Real Estate, a weekly show on the Whatever it Takes Network. Episodes focus on a variety of topics including: real estate, mortgage issues, real estate investing, personal finance and consumer advice. However, I was video chatting with Ilyce about the results from the Q1 Berkshire Hathaway HomeServices Homeowner Sentiment Survey, which assessed people’s aspirations and sentiments surrounding homeownership.So, my interview began and I was asked this question: When compared to other generations, how do millennials differ in their home buying preferences? How are they starting to resemble previous generations?I was just about to reply with the distinguishing home-buying preferences of each generation when I had a thought: Maybe the differences we see separating Baby Boomers from Gen Xers from millennials are not as distinctive as they appear.What do I mean? Well, our survey showed that disparate generations of home buyers approach the buying process differently. Millennials are “thinking in the now” and are more likely to prioritize “the ease of a purchase decision” when it comes to buying a home. By comparison, Boomers and Gen Xers embrace homeownership as a “smart, long-term investment.” Our study also found Millennials place a higher value on purchasing a home that they’ll be proud to show their friends and family, as well as living in a community with a great school district for their children.On the surface, it seems like these characteristics clearly delineate Millennial preferences from those of older generations. But what concerns about homeownership did Boomers have when they were in their 20s and 30s? Didn’t they too care about owning a home that would make their parents and friends proud? Didn’t they also focus on the quality of the school district in a given community in order to ensure their young kids received a great education? Simply, yes.Ah, so the differences we see in each generation may not be so different after all.So, here’s the message: The same concerns, fears and preferences that we associate with today’s enigmatic millennial generation were also relevant for Boomers years ago. The normal rhythms of life happen regardless of how many iWatches are revealed or how many social media platforms emerge. People will always need a place to live. People will always want to start families. And those desires aren’t going away anytime soon. Because the more things change, the more they stay the same.
June 04, 2015
This week my travels took me to the Great State of Texas for a visit with the Berkshire Hathaway HomeServices PenFed Realty Texas team in Dallas and the HSF Affiliates LLC IT group in Houston. Usually, this would be the time during “Thoughts on Leadership” when I would describe what happened over the course of the past few days. But for this post, in honor of the upcoming Memorial Day holiday and its spirit of remembrance and reverence, I want to tell a tale that isn’t my own.I recently read “Talk like TED” by Carmine Gallo, all about ways to deliver a more impactful speech. The book inspired me to watch some of the best from TED, an organization that brings together the world’s most thought-provoking minds to present on any number of subjects from the emotions of chimpanzees to the poor design of city flags. Last year, TED featured Wes Moore, who spoke about “How to Talk to Veterans about the War.”Moore was a former U.S. Army captain and paratrooper, a valiant leader who admitted with surprising candor at the beginning of his speech, “I didn’t go to the army because I wanted to go to war.” Moore had been a disciplinary problem for his mother from an early age and so, in an effort to rehabilitate her son, she sent him off to military school, thinking that might do the trick.And it did. It was at military school that Moore realized he was “part of something bigger, part of team.” Here he came to learn “leadership wasn’t just a punch line but an actual core part of the experience.”However, after school, while Moore’s military friends were being sent to places “people couldn’t point out on a map,” Moore went overseas to study at Oxford University. As he learned about history from textbooks, his former comrades were making history miles from his classroom. This didn’t sit well with the military-trained student.After earning a Master of Letters in International Relations from Oxford, Moore served in Afghanistan. When he returned home after his tour of duty, he faced a harsh new reality. As he mentions in his talk, Moore was most surprised about those who simply told him “thank you for your service.” The phrase, as he explains, often rings hollow for soldiers wanting more than gratitude. “For so many people as they come back home, the war keeps playing out in their mind and memories,” Moore explains. “It’s not easy to fall back into a sense of normality because the whole normal has changed.”So, what’s the message? Instead of thankfulness, Moore says veterans just want to be heard. “Thank you for your service needs to be more than just a quote break,” he says. Like Moore, many returning veterans have a story to tell and want an audience who will listen. And for those soldiers who lost their lives in battle, on this Memorial Day, let’s not only thank these brave fighters for their service but also remember that their lives now represent stories left untold.
May 21, 2015
We can’t all be perfect leaders. We can’t all be superheroes on a singular quest to conquer our market or our industry then live in some utopian world where every customer becomes our client, every transaction runs smoothly and every deal goes through. Instead, we can only be the most genuine version of who we are at this very moment. Are we hungry? Tired? (Vince Lombardi said “fatigue makes cowards of us all.”) Are we anxious? Annoyed? Hopefully not but maybe. And as Lencioni described, that’s perfectly OK.
May 13, 2015
This week, my travels took me from Denver to Omaha to St. Louis but our story begins west of the Gateway City, in Irvine, CA at the HSF Affiliates headquarters …
Each morning in Irvine, I try to follow the same routine: I wake before sunrise and walk to the hotel coffee shop near our offices for some quiet, meditative moments to prepare for the day ahead.
Three weeks ago, I was in the midst of ordering my morning coffee when the elevator doors of the hotel slid open to unexpectedly reveal my childhood friend, Jeff Pederson. I hadn’t seen Jeff in thirty five years, not since he was in high school and I was working at the Cherry Chase Golf Course in Sunnyvale, CA; his family had a membership there and Jeff would play the course almost every day. Nearly four decades later, I recognized Jeff immediately. It’s funny how time can pass, paths can diverge and you still never forget a familiar face.
We exchanged greetings, recounted a few memories from our golf course days and fell easily into the kind of nostalgic, “remember when” conversation only two longtime friends can share. Through Facebook, I knew Jeff headed up a furniture company in Washington, D.C., and it seemed he was doing well. Then, we said our goodbyes and I went on with my day, happy to have reconnected with an old pal.
And that might’ve been where this tale ends, if not for a certain coincidence that occurred at the 50th Annual Berkshire Hathaway Shareholders Meeting on May 2. I was in Omaha to represent our HSF Affiliates brands and connect with the hundreds of enthusiastic shareholders who stopped by the booth of our parent company, Berkshire Hathaway Energy.
Now, some background: Every year during the Shareholders Meeting, a video about the world-renowned organization is shown to the 40,000+ attendees. In classic Berkshire Hathaway fashion, the video is humorous yet intelligently crafted, and always ends with a tribute to the CEOs of the Berkshire Hathaway brands—NetJets, Heinz, Benjamin Moore, Justin’s Boots, to name a few.
OK, back to Omaha: So, here I am, standing among the throng of eager Berkshire Hathaway fans, watching the names of America’s preeminent business leaders cascade across the screen and whose smiling face do I see?
At once, everything made sense. That “furniture company in Washington, D.C.” was actually Cort Furniture, a Berkshire Hathaway affiliate and a premier office and home furniture operation of which Jeff serves as president and CEO.
So, here’s the message: There’s tremendous value in connection. Running into Jeff at the coffee shop and then seeing him again at the Shareholders Meeting brought this concept into illuminating focus for me. (After the video aired, Jeff and I met up in the exhibition hall and joked about it being such a small world.) But that’s just how connection works; in an instant, someone you haven’t spoken to since youth might make a sudden reappearance in your life with one slide of the elevator doors.
May 7, 2015
This week my travels took me from sea to shining sea … or pretty close. I started out in Chicago as a panelist at AREAA’s 2015 Global & Luxury Summit then drove toward the outskirts of The Windy City to visit the Berkshire Hathaway HomeServices Starck Real Estate team. From there, it was off to Lancaster, PA to spend time with Berkshire Hathaway HomeServices Homesale Realty and finally, my week ended among the snowcapped mountains of Vail, CO and the agents, managers and staff at Berkshire Hathaway HomeServices Colorado Properties.
If you’re counting, that’s a gain of almost 11,000 feet in elevation. Here are my calculations: Chicago sits 576 feet above sea level, Lancaster is positioned at a humble 368 feet higher than the sea and then Vail soars to 8,150 feet beyond sea level, though the car ride from Denver to Vail takes you to peaks just above 11,100 feet. But these are just numbers … what more can be said about the substance of my trip?
Famed novelist Marcel Proust once wrote, “The voyage of discovery is not in seeking new landscapes but in having new eyes,”and this journey certainly gave me a fresh perspective. I realized, as I made my way from one city to the next, that the key to effective leadership is the very thing I was experiencing … elevation. Great leaders elevate those around them, reflecting their greatness upon all those for whom their insights are created and put forth.
Let me explain: Each company I visited had a very particular, defining and unique composition, from the size of the company, to its marketplace to its company mission but there was one common thread uniting them all: solid leaders. These individuals—Andy Starck at Starck Real Estate; Doug Rebert, Rod Messick, Pete Slaugh and the leadership team at HomeSale Realty; Michael Slevin at Colorado Properties—are just fantastic human beings. Every single one of them embodies the true paradigm of what a leader should be: someone determined to help people improve and grow.
So, what’s the message? The best kind of leaders are those who understand the concept of elevation, of taking a talented, hard-working team and helping them soar to new heights.
April 29, 2015
A casual suggestion, a way to spark pointed discussion and quiet contemplation … that’s how Earth Day began on April 22, 1970. After a devastating 1969 oil spill off the once-pristine coast of Santa Barbara, Wisconsin Senator Gaylord Nelson, a longtime environmentalist, realized one day each year must be set aside for citizens of the world to unite and quite literally stop to smell the roses. Yesterday, for the 45th time, people around the globe did just that, celebrating the beauty of our Earth in an international observance themed, “It’s Our Time to Lead.”
And indeed, it is. I was recently reading a letter from Berkshire Hathaway Energy CEO Greg Abel and the gist of his poignant message was this: The Earth isn’t just our home, it’s also our responsibility. His sentiment couldn’t be truer, or form a more important imperative that we, as leaders, must tackle in order to ensure a bright future for generations to come.
The good news is, we already have the right forward-thinking mindset to address the issues swirling around Earth Day discourse; it’s written somewhere in a leader’s unwritten code that we must constantly have one eye on the present and one eye fixed toward tomorrow.
But how does all this fit into our everyday routine? In some ways, we might respond by starting a recycling program in our office or digitizing processes that were once completed on paper. In other ways, this might mean not just a healthier Earth but also a healthier you. It might happen by taking a walk each morning before work or giving yourself a five-minute break during the day to simply stretch your legs.
So, here’s the message: However you commemorated Earth Day, remember today that the holiday isn’t over once April 22 has come and gone. We should take every day to celebrate the world—imagining a time of clear, unpolluted skies and glittering, oil-less seas—and work to be responsible leaders of our land.
April 22, 2015
For the past few years, I’ve shared my experiences and research on the importance of leadership. Here’s one thing I’ve learned during this ongoing project: As leaders, we lead by how we act but we also lead by what we say. Our words convey the “why” behind all that we do.
An iconic example can be found in the words Winston Churchill selected to rally Great Britain during World War II:
"We shall defend our Island, whatever the cost shall be. We shall fight on the beaches, we shall fight on the landing grounds, we shall fight in the fields, and in the streets. We shall fight in the hills....we shall never quit."
Now to be sure, I wouldn't expect such soaring rhetoric to be used during a listing presentation, at a recruiting interview or while conducting an office meeting but clearly we can all improve on how impactful our words can be in our everyday, professional lives.
And speaking of language ... whether you are leading or inspiring first-time buyers, empty nesters, anxious home sellers, your associates, real estate teams or management teams ... the words you choose will determine whether others will follow your "lead."
For this reason, I enthusiastically suggest that every manager and every agent look to further develop their communication skills so they’ll be better equipped at 'Creating Real Estate Connections,' a slogan that also happens to be the notable title of former Realtor.com CEO Allan Dalton’s insightful book.
I just finished reading 'Creating Real Estate Connections,' and as someone who has read literally hundreds of real estate and business books, this publication stands alone in challenging "industry clichés" and offering alternative advice for communicating with consumers and clients.
The book is co-authored by Allan Dalton –named by the National Association of REALTORS® as one of the 25 most influential thought leaders in the industry—and Gee Dunsten, the former President of CRS. Along with 20 present-day mega-producers, Dalton and Dunsten share their perspectives about what to do and, just as importantly, what to say in order to create real estate connections within local communities. My own early real estate sales career was positively impacted by Allan Dalton’s powerful language from his 1990s cassette-tape series. I diligently listened to his advice and used his language with sellers and buyers … and still encourage agents to do the same today.
This book represents the ultimate balance between the so-called “high tech” and “high touch” communication techniques and is amazingly creative and progressive.
After reading the book, here are the four premises that I found most powerful:
So, what’s the message? This time, it’s more of a mission: I respectfully challenge our entire industry to carefully examine the way we communicate our immense value. Too often, consumers do not fully grasp the extensive benefit we provide and it must therefore be our chief objective to more skillfully convey exactly what we do. Through better communication like the kind championed by Dalton, Dunsten and others, we’ll help generations of real estate agents find greater success now and well into the future.
April 16, 2015
Knowledge is an important component of leadership. If we’re diligent about it, knowledge is an ever-changing, evolving thing, allowing us to continually improve, progress and grow.
Recently, I was in Washington, D.C. at the National Association of Hispanic Real Estate Professionals® (NAHREP) White House Briefing. The meeting proved an exciting opportunity to learn about the latest trends affecting the Hispanic community and how Latino preferences and buying power will shape—and reshape—the landscape of our national real estate market. NAHREP®, cofounded by Gary Acosta and Ernie Reyes, is a passionate organization made from dedicated professionals across the country, proud champions of homeownership within the Hispanic Community and The Voice For Hispanic Real Estate®. I’m honored to serve on the NAHREP® Corporate Board of Governors and help advance this cause.
I also was in Washington to celebrate Teresa Palacios Smith of Berkshire Hathaway HomeServices Georgia Properties, recently installed as the new 2015 National President of NAHREP®. Listening to Teresa speak from the stage of a luxurious ballroom at the Fairmont Hotel, I was proud to have such an eloquent voice and accomplished businesswoman lead the charge for Hispanic real estate professionals nationwide.
My sentiments were echoed by NAHREP® CEO, Gary Acosta. “NAHREP® is delighted to have Teresa Palacios Smith as our 2015 National President,” he said. “We both firmly believe real estate companies that make the effort to understand the cultural nuances and develop viable strategies to reach and service Hispanic consumers will reap huge rewards.”
Added Teresa: “I’m so grateful to be part of the Berkshire Hathaway HomeServices family and lead one of the most influential minority trade organizations in this country,” she told me. “Latinos are proud members of American society with much to contribute in making the U.S. a competitive and successful country. With the purchasing power of Latinos at $1.5 trillion and projections for 2020 estimating that purchasing power to grow to $2 trillion, right now is an exciting time for our community!”
Indeed, Teresa’s words couldn’t be truer. By most standards, the Hispanic community is acknowledged as the key driver for growth in the overall housing sector. In fact, NAHREP® just released its 2014 State of the Hispanic Homeownership Report, and for those yet to digest it, these are some key takeaways I found particularly interesting:
April 9, 2015
This week my travels took me to the majestic state of Montana, to Big Sky Country, to the heart of Lewis and Clark’s westward expedition. I began my trip in Bozeman speaking with the outstanding agents, managers and staff at Berkshire Hathaway HomeServices Montana Properties then traveled along Interstate 90 toward Missoula for another presentation with the Montana Properties team.For those who have never driven on I-90, it’s a highway famous for its scenic surroundings, a modern-day trail through America’s unspoiled territory, where “Home on the Range” comes to life in meandering rivers, roaming antelope, dense forests and snowcapped mountains. I was lucky enough to drive with Montana Properties Broker/Owners Mike Basile and Dan Ermatinger, who had much to say about the highway and Montana’s awe-inspiring landscape.I listened as Mike told the history of the area—stories of old mining towns and Lewis and Clark’s adventures along the Missouri river—as we continued on our own journey west. Then Dan spoke about first arriving in Montana as an 18-year-old college student at the University of Montana in Missoula, eager to make his mark on the world, ready to pursue his dreams in this sprawling land of opportunity.And there on I-90, a turquoise Montana sky stretched before us, hearing Dan describe his early years in business and Mike talk tales of the past, I thought about how difficult but rewarding it can be to traverse uncharted frontiers, eager to blaze a new path.As leaders, this is often our defining struggle: How do we innovate while trekking (somewhat) fearlessly into the unknown? I can only imagine how Lewis and Clark felt, crossing the Continental Divide as it snakes across Montana, navigating the very spine of the Rocky Mountains without a road or map to guide them …
”… the river being very high, the sandbars were so rolling and numerous, and the current so strong, that we were unable to stem it even with the oars added to our sails; this obliged us to go nearer the banks, which were falling in, so that we could not make, though the boat was occasionally towed, more than fourteen miles.” – William Clark, June 15, 1804So, what’s the message? There’s a certain inherent fear in tackling any new endeavor, whether it be starting a new job, meeting a new client, or crossing dangerous rivers and traveling across undiscovered land. But true growth never comes easy and the only way to find it is by journeying onward—no matter how uncomfortable—while always keeping your eyes on the road ahead.
April 2, 2015
This week, while working from home in Northern California, (average temperature, 85 degrees) I was reviewing Real Living’s Premier Service® 2014 National Customer Satisfaction Results, and I’m happy to announce that for a seventh consecutive year, our Real Living agents scored a 96% customer satisfaction rating, significantly exceeding the industry average. This number speaks to the strength of Real Living’s customer service culture and its hard-working brokers and agents but it also gets to the heart of an issue that must always be top-of-mind for all leaders across any industry: service.
We can discuss service from every angle possible; in fact, I could probably dedicate “Thoughts on Leadership” to the topic for the rest of the year and still have more to say about service in 2016. Today, I want us to take a look at service from the perspective of the challenges we face as leaders and how it can be used as a remedy in even the most difficult situations.
We’ve all been there: We’ve all received that phone call or email from a less than happy client. Often when adversity strikes, our first instinct is to react with similar passion, defending our actions or practices. However, when the going gets tough, the tough need to maintain their composure and remember the high standard of service they must provide.
In a recent blog post by the Ritz-Carlton Leadership Center, the organization stresses adopting a “cooperative attitude” and choosing “empathy over orders.” For this service-first company, compassion is the best combatant to controversy. And I couldn’t agree more.
So, what’s the message? The next time you run into a tricky situation in your business—and I promise, we all will—think about the importance of quality service and then respond with poise, calm and efficiency because that’s what every customer deserves.
March 19, 2015
“Now the first of December was covered with snow, and so was the turnpike from Stockton to Boston. The Berkshires seemed dream-like on account of that frosting, with ten miles behind me and ten thousand more to go.” – James Taylor, Sweet Baby James, 1970Last week, my travels took me to the magnificent Aqua Turf Club in Plantsville, Connecticut to attend the Berkshire Hathaway HomeServices New England Properties Awards and Service celebration hosted by president and CEO Candace Adams and her fantastic team of agents, managers and staff. After years of living in California, enjoying the Golden State’s ever-present palm trees and perpetual sunshine, I had a distinct sense of nostalgia spending time in the decidedly chillier Northeast. Something about being back among the charm of a snowy New England town made this visit feel like a trip home.It makes perfect sense; I was actually born in Pittsfield, Massachusetts in the heart of the Berkshires and a 60-mile stone’s throw away from Plantsville. (According to Google Maps, Plantsville is exactly 101 miles from my birthplace and the house where I spent the first three years of my life.) My heritage is—and always will be—in Pittsfield; both my grandmothers worked at coat factories in Pittsfield and much of my family still lives there today. And, in a twist of historical fate, Pittsfield is not more than 15 miles from Adams, Massachusetts, where the Berkshire Cotton Manufacturing Company was established in 1889. In 1955, this textile company—then called Berkshire Fine Spinning Associates—merged with Hathaway Manufacturing Co. to form an organization called Berkshire Hathaway Inc. Sound familiar? But back to our thoughts on leadership: Life charges forward at speeds that are sometimes difficult to keep pace with, and as leaders, it’s important to look back and remember where we came from in order to realize where it is we want to go. For me, this meant taking a minute to reflect on my roots, to think about my childhood growing up in Pittsfield and to put all the milestones—and hurdles—of my career in perspective so I could better understand how each one brought me to this very moment in Plantsville, standing not far from where it all began.Reflection also can be a tool to combat the challenges faced by leaders. In a 2007 article for the Harvard Business Review, Robert Kaplan, former vice chairman of the Goldman Sachs Group, summed up this concept nicely: “It’s hard to see [a solution to your problem] when you’re in the midst of it,” he wrote. “I have learned that a key characteristic of highly successful leaders is not that they figure out how to always stay on course, but that they develop techniques to help them recognize a deteriorating situation and get back on track as quickly as possible. In my experience, the best way to do that is to step back regularly … and honestly ask yourself some questions about how you’re doing and what you may need to do differently.”So, what’s the message?In a world focused on the future, on implementing the latest technology or on discovering the newest gadget, we should always remember that progress is a byproduct of history and experience. If we take time to heed lessons learned from the past—both good and bad—we’ll be fully equipped to build a better, wiser future. And that’s exactly what we’ll do together as I travel on this journey from the Berkshires to the coast of California and back again.
March 12, 2015
One of the stops on my travels this week was to Indianapolis where I met with the fine agents and managers at Berkshire Hathaway HomeServices Indiana Realty and spend time with Kevin Kirkpatrick, CEO; and John Dick, who recently retired as co-owner and president. I’ve known John and Kevin for about 14 years and they’re more than my colleagues, they’re my friends.
Friendship is sometimes overlooked in business but it’s one of the most important assets in every company, office … and even sports team that has ever found lasting success. I’ve always said that I love what I do largely because of who I get to do it with. I get to work with my best friends in the world
This idea played out in the fall, when baseball fans around the country shed a collective tear as they said goodbye to then-retiring star shortstop Derek Jeter of the New York Yankees. It wasn’t just extraordinary athleticism that drew people to this enigmatic sports figure, or made an entire nation sad to see him go. It was also his ability to be the consummate teammate: supportive, loyal and selfless. Derek Jeter managed to achieve the perfect balance between legendary leader and every baseball fan’s friend.
Forever humble, Jeter once attributed this quality to those around him: “Surround yourself with good people,” he said. “People who are going to be honest with you and look out for your best interest.”
The Captain gets to the heart of a very important leadership lesson; success doesn’t happen alone. It takes a talented team to build a business and then it takes cohesiveness and collaboration to make that business thrive. In other words, it’s not enough to put together a group of the greatest people you know and expect great things. There’s a component that must be present in order to make it all work: friendship.
And often, friendship can prove an even more powerful motivator than ability. The reason Buster Olney, senior writer at ESPN, declared the 1998 New York Yankees “the best team of all time” wasn’t because they were the most talented team that year. It was because the 1998 Yankees had developed an unbreakable morale; they were all close friends. These strong bonds carried them through every tough game won at the bottom of the ninth and every hit made when there were two strikes in the count, ultimately turning the Bronx Bombers into World Series champions.
So, what’s the message? There’s a direct correlation between friendship and performance. If you want to build a business set to last, make sure you do it surrounded by hard-working individuals you’re proud to call your friends.
March 5, 2015
This week, my travels took me to Minneapolis, Dallas and St. Louis. I thoroughly enjoyed visiting all three cities but for today’s post, I want to focus on Dallas and what exactly brought me to the Lone Star State. As many of you know, the Berkshire Hathaway HomeServices Sales Convention is fast approaching and during the event, I’ll have a chance to address a crowd of agents and affiliates from the stage at the Mirage Hotel in Las Vegas, explaining my vision for our company and our future.
While in Dallas, I stood in front of a green screen rehearsing my presentation, making changes and deciding how best to convey my thoughts … and even after leaving rehearsals, the process of preparation is far from over.
Why? Because the only way to find real success is to prepare for it. Success isn’t instantaneous and it isn’t easy. True success is about sitting down and practicing your craft until you’ve mastered it, just as a concert violinist would go over a concerto hundreds of times before performing it to a crowd or a neurosurgeon would spend years observing and researching before stepping foot inside an operating room. Do you know how many shows the Beatles played in little clubs in Liverpool before becoming an international music sensation?
This concept of preparation is nothing new. In fact, it’s been around forever, although I think it was best explained in Malcolm Gladwell’s book, Outliers: The Story of Success. As the title suggests, the text delves into the concept of outliers or people “who do things out of the ordinary.” In less than 300 pages, Gladwell debunks the myth that success is some illusory concept, achieved only by the few who seem to know about some secret door behind which it can be found.
Success, as Gladwell defines it, is the end result of individuals—outliers who become world-renowned scientists, award-winning athletes or rock stars—putting in incredible amounts of time and effort to achieve extraordinary results.
In a 2013 editorial for The New Yorker, Gladwell illustrates this theory even further, defending it from naysayers who argue for natural aptitude over perseverance. He wrote: “The closer psychologists look at the careers of the gifted, the smaller the role innate talent seems to play and the bigger the role preparation seems to play. In cognitively demanding fields, there are no naturals.”
So, what’s the message? Success is hard. It requires dedication, practice and preparation. If you’ve found it, you probably already know this. If you haven’t, think of today as your rehearsal for a brilliant tomorrow. Go over your listing presentation, spend time perfecting what you’ll say when you call a client. And always remember those outliers who only found success because they worked at it every single day.
February 19, 2015
Last week, I wrote about former Navy SEAL Mark Divine and how his book, Unbeatable Mind, has recently inspired me in my career. At the same time my post was published, an email from Mark came in, which might seem like a coincidence but we all know it’s the universe at work.Mark’s email delved deeper into the topic of trustworthiness, a cornerstone of any successful real estate operation and a character trait every great leader must possess. In light of the importance we, as leaders, should place on trust, I found Mark’s comments particularly insightful and would like to share them with you now:
So, what’s the message?According to Commander Divine, trust is not only symptomatic of a genuinely honest person, it’s also a factor toward creating a healthy sense of selflessness in any team or organization. Trustworthy leaders understand how to lead their team, their business and themselves, guided by the sense of “duty” they feel to find success for all.
February 19, 2015
Last week, my travels took me all over the Golden State—from San Francisco to Palm Springs. And this week, I’m still in California, working closely with our staff at HSF Affiliates in Irvine. In between conference calls and meetings, I had the incredible opportunity to chat with author and former Navy SEAL Mark Divine, who penned one of my favorite leadership books, “Unbeatable Mind.” During our conversation, Mark was incredibly friendly, even extending an invitation for me to visit his SEALFIT training camp, which from what I’m told, is everything you’d expect from a hard-core fitness facility. Even over the phone, Mark’s can-do attitude and positive outlook fit perfectly with the resiliency and mental toughness he champions in his writing. More on his leadership philosophy later …
First, let me tell you how this all started.
A few weeks ago, I was in Tampa visiting Broker/Owners Dewey Mitchell, Allen Crumbley and their team at Berkshire Hathaway HomeServices Florida Properties Group. While speaking with Dewey, Allen and Mike Fields, managing director at Orion Commercial Services, LLC, which provides commercial technology support to the Berkshire Hathaway HomeServices network, “Unbeatable Mind” came up in conversation. I would be quoting from the book during my presentation later that morning and I mentioned the impact Mark Divine’s ideas about leadership have had on my life.
The following day, I was having breakfast with Mike Fields and his 22-year-old son, Derek. Mike mentioned how highly I spoke of Mark Divine and Derek told me he has a connection to Commander Divine. Talk about six degrees of separation!
Fast forward to this Monday and to my phone conversation with The New York Times bestselling author. It was amazing to hear the personification of what had previously been inspiring words on a page and to dig deeper into the former Navy SEAL’s mindset for undeniable, unbeatable success, as explained by the man himself. I told Commander Divine how his breathing techniques allow me stay calm in stressful situations; how his advice for controlling fear—“feeding the courage wolf”—have helped me find inner strength when it’s needed most; how his ideas about the importance of trustworthiness provide endless motivation in my new role as CEO of HSF Affiliates.
He was both gracious and amiable, and glad to hear how his book had been so significant to my life. However, as much as “Unbeatable Mind” has influenced my own professional journey, its tenets can just as easily be applied to anyone in any field looking to accomplish goals and move forward with strength and determination. For instance, take Commander Divine’s discussion of trustworthiness and loyalty, or, what he refers to as “the glue that holds relationships and teams together.” In “Unbeatable Mind,” he lists seven qualities that trustworthy individuals display:
So, what’s the message? Stay committed, humble and motivated. Be a trustworthy and loyal leader and member of your team. That’s the kind of person we should all aspire to be, a person just like the one I was fortunate enough to meet this week.
February 12, 2015
Leadership can spring from unexpected people in unexpected places. I was struck by this fact Sunday watching the Seahawks and Patriots in Super Bowl XLIX. This incredible game matched all the hype, with lead changes, hard-hitting and dramatic plays.
Both teams’ stars came out to play with quarterbacks Tom Brady (the game’s eventual MVP) and Russell Wilson orchestrating scoring drives involving key players; and the defenses flexing their might at important junctures.
This was pro football’s biggest stage in front of more than 70,000 screaming fans and the largest audience in American television history (114.4 million) – certainly no place for the meek.
Yet two players emerged seemingly out of nowhere to change the course of the big game.
Seattle wide receiver Chris Matthews caught four passes for 109 yards and a touchdown. His first catch in the Super Bowl was the first catch of his NFL career. His next two pass receptions led to Seattle scores. That’s a nice night for any receiver but even more so considering Matthews was released from the Canadian Football League and was working as a Foot Locker security guard in early 2014. He tried out for the Seahawks in 2014 but was cut just before the season started, and then languished on Seattle’s practice squad until a late-season call-up placed him on the 53-man roster just before the playoffs. Matthews’ recovery of an onside kick helped Seattle beat Green Bay to reach the Super Bowl.
New England cornerback Malcolm Butler, an undrafted rookie, didn’t start the game and wasn’t even on the field when the Seahawks huddled for their fateful, last offensive play. With time running out, Seattle had the ball on New England’s 1-yard-line and needed only a touchdown to win. Butler was rushed into the game to counter a Seattle formation. Shocking everyone watching except possibly Butler, Seattle threw a pass that the cornerback calmly intercepted. Game over. New England won.
Butler had a tough childhood and played only two years of high school football. He was excused from his junior college football team before returning and later transferring to the University of West Alabama. He played there with enough distinction to merit a contract from the Patriots.
There’s a good chance both players will be on their teams’ respective rosters when the 2015 season starts. They deserve it.
The simple message is this: It doesn’t matter if you’re an undrafted free agent, a real estate pro or anything else you love to do; when it’s your time, and things are most on the line, seize the opportunity with everything you have.
February 6, 2015
January 29, 2015
“If you can keep your head when all about youAre losing theirs and blaming it on you,If you can trust yourself when all men doubt you,But make allowance for their doubting too …”– Rudyard Kipling, “If”
Stepping off the plane in Seattle Monday, I was overwhelmed by the number of travelers at the Seattle-Tacoma International Airport who were sporting Seahawks jerseys, although it made perfect sense. Only one day before, in a thrilling overtime triumph, the Seattle Seahawks had earned their spot in this year’s Super Bowl match- up. Let me explain …
Trailing 19-7 with just over four minutes remaining in the final quarter of the 2015 NFC Championship game, it looked like the Seahawks, defending Super Bowl champions, were done. The bright blue and green section of the crowd was already trickling out of CenturyLink Field and it seemed “The 12th Man,” Seattle’s rowdy fans, had been silenced.
The Seahawks’ opponents, the Green Bay Packers, played a solid three quarters, even with their star quarterback, Aaron Rodgers, suffering from an injured calf. In fact, they overwhelmed Seattle at every turn. But if there’s an antidote to combat impending defeat it comes by way of one simple word and one very complex concept: faith. Whether it’s faith in your team, faith in your abilities, faith in fighting until the very end or some combination of all three, faith can be enough to pull through and succeed.
And faith is certainly what carried the Seahawks to an overtime victory, beating the Packers 28-22 and sending the team to Super Bowl XLIX.
“Such a classic challenge and our guys found a way to get it done,” said Seahawks coach Pete Carroll in a post-game interview. “That took tremendous faith by everybody, not just Russell.”
Carroll alludes to Seahawks quarterback Russell Wilson, a 2012 third-round draft pick who arguably played one of the worst games of his career … until he didn’t. As the fourth quarter began, the Seahawks had already committed five turnovers, four from interceptions thrown by Wilson. However, late in the fourth quarter, Wilson put a drive together that ultimately allowed the Seahawks to cut their deficit to 19-14 with 2:09 remaining. Then, Seattle’s recovery of an onsite kick kept the dream alive. The team took its first lead a few moments later when running back Marshawn Lynch dashed 24 yards for a TD and the Seahawks added a two-point conversion. But the game wasn’t over yet. Green Bay tied the score in regulation only to have the Seahawks win the game with a dramatic touchdown pass in overtime.
This week, let’s let Russell Wilson explain the leadership message. “Just [make] the plays at the end and keep believing,” he said, tearing up after the spectacular Seahawks victory on Sunday. “There was no doubt … we had no doubt as a team.”
In other words, the Seahawks never lost faith and now, they’ll play the New England Patriots in the Super Bowl. It’s an important lesson for us, as leaders, to remember. No matter how dire it seems, no matter how far behind you may be in the fourth quarter, keep fighting and maintain your confidence because there’s always a chance.
“If you can force your heart and nerve and sinewTo serve your turn long after they are gone,And so hold on when there is nothing in youExcept the Will which says to them: ‘Hold on! ’”– Rudyard Kipling, “If”
January 22, 2015
While enjoying the College Football Playoff national championship game Monday night and the dramatic duel between two exceptional quarterbacks—Oregon Duck Marcus Mariota and Ohio State Buckeye Cardale Jones—I was reminded of a Chinese proverb:
“Not the cry, but the flight of a wild duck, leads the flock to fly and follow.”
The Duck pun is somewhat unintentional. The message, of course, is that true leaders through their actions—not necessarily their words—inspire others to achieve.
Though Mariota and the Ducks lost the title game, there’s no question the quarterback led Oregon football with the talent, skill and composure rarely seen from a college athlete. He has additional credentials worth mentioning. Mariota won the 2014 Heisman Trophy—college football’s MVP honor—and was the 2014 consensus national player of the year. As a three-year starter, Mariota led the Ducks to a 36-5 record, and set an NCAA record by passing for a touchdown in all 41 career starts. He is the only three-time, first-team all-Pac-12 quarterback in conference history.
The soft-spoken Mariota was rarely penalized and widely recognized by teammates and opponents for his sportsmanship, character and selflessness. Good guy. Lethal competitor.
In accepting his Heisman last month, Mariota said the award belonged to his Oregon teammates and coaches, and thanked other coaches and teachers in his life for the “countless life lessons that have shaped me.” Mariota credited his Polynesian elders for teaching him “humility and respect” and to be “mindful and faithful.” Finally, through his tears, Mariota thanked his parents for their love and sacrifice.
Oregon Head Coach Mark Helfrich said his quarterback has “everything you’d want in a football player.” I humbly add that Mariota is beyond his years (he’s 21) as a leader with confidence, intelligence, drive, poise, focus, perseverance and the ability to inspire a disparate group of athletes to the brink of their greatest goal.
In speaking to reporters after the loss, Mariota simply said: “It’s a gift to be a part of this team.”
Hats off to Ohio State, which has a remarkable quarterback of its own. Sophomore Cardale Jones began the year as the team’s No. 3 player at his position, and started only three games all year—the last being the national championship. Still, Jones engineered a relentless Buckeye offense that eventually wore down the Ducks and keyed his team’s victory.
The future looks bright for Ohio State, just as it does for Marcus Mariota, who announced Wednesday that he’ll forgo his final year of college eligibility to enter the NFL draft. Mariota, who already earned his bachelor’s degree in general science, is prepared to lead—on or off of the football field.
Let this soaring Duck serve as reminder to all of us that talent, drive and vision, combined with humility and respect, are the playbook for effective leadership.
January 15, 2015
My thoughts this week are less thoughts than they are a written tribute to someone I’ve forever admired and respected as a titan in the sports-reporting industry, a kind-hearted man who famously prized family above fortune and still rose to the status of a cherished icon in his field. If you haven’t guessed, I’m speaking of renowned sports commentator Stuart Scott, who tragically passed away several days ago at the age of 49, leaving behind a legacy of compassion and strength, and a message any leader can learn from: Even when faced with an opponent as merciless as cancer, there’s always an opportunity to fight.
In a touching speech delivered at the 2014 ESPY Awards ceremony, Stuart eulogized his own life, acknowledging his then 7-year-long battle against a rare form of cancer while also refusing to succumb to its malice. “When you die it does not mean that you lose to cancer,” he explained as he accepted the Jimmy V Award—named after the late basketball coach Jimmy Valvano—for sports broadcasting excellence. “You beat cancer by how you live, why you live, and in the manner in which you live.” Later Stuart added, “Our life’s journey is really about the people that touch us.”
Well, touché, Mr. Scott.
I’ll count myself among those touched by Stuart’s sentiments, an avid sports fan who remembers Stuart’s impassioned “boo-ya!”s and near-lyrical descriptions of three-point shots and touchdowns. I also remember the infectious joy he brought to countless rivalry showdowns and playoff games, possessing a passion for all sports that nearly bubbled across my television screen. And even as he fought his disease, this joy never waned, making him the epitome of a true leader, a brave, valiant and confident fighter, and a sportscasting soldier who battled for victory until the bitter end.
So, what’s the message?
I’ll let Mr. Scott tell you in his words, once delivered on the ESPYs stage this past July, as he stood tall against the podium, inspiring millions of leaders listening to his every word. They watched this beloved longtime commentator stand tall in the face of death and still speak with dignity and pride.
“Fighting is winning,” he said. “Every day, I fight.”
January 8, 2015
“When it comes to setting goals, the law of diminishing returns is as real as the law of gravity.” – The 4 Disciplines of Execution by Chris McChesney, Sean Covey and Jim Huling
It’s an age-old tradition: The clock strikes midnight. It’s Jan. 1 and we mentally run through our list of resolutions for the new year, ready to conquer all of them. And by New Year’s Eve of the following year, we celebrate our accomplishments, satisfied with the fact that we’ve achieved every single goal we set out to attain, right? Well, maybe.Goals are important and you know I’m the first person to advocate for their creation and adherence. However, if set incorrectly, goals can be just that, simple words written down on a page, devoid of any meaning or purpose. So, how do you set goals you can actually accomplish?Here’s one trick: Set fewer goals and you’ll see better results. In truth, nobody has the ability to multitask. Studies show that human beings are genetically wired to do only one thing at a time with excellence. For goal-setting, this translates into the careful selection of no more than two to three goals you’ll accomplish in the new year.
Observe the following chart from The 4 Disciplines of Execution:
Number of Goals
As you can see, the more goals you set, the less likely you are to achieve them. The concept isn’t brand new, it’s been used for years by successful business leaders around the world, but it is often overlooked. Here are 10 examples of preeminent leaders who understand the concept of realistic goal-setting:
“Quality is much better than quantity. One home run is much better than two doubles.” – Steve Jobs, former CEO of Apple
“Success is never getting to the bottom of your to-do list.” – Marissa Mayer, CEO of Yahoo!
“Reach high, for stars lie hidden in your soul. Dream deep, for every dream precedes the goal.” – Mother Teresa
“Success is peace of mind which is a direct result of self-satisfaction in knowing you did your best to become the best you are capable of becoming.” – John Wooden, basketball player and coach
“The big secret in life is that there is no big secret. Whatever your goal, you can get there if you’re willing to work.” – Oprah Winfrey, O Magazine
“Success is the progressive realization of a worthy goal or ideal.” – Earl Nightingale, motivational speaker and author
“I don’t believe in perfection. I don’t think there is such a thing. But the energy of wanting things to be great is a perfectionist energy.” – Reese Witherspoon, actress
“True happiness is not attained through self-gratification, but through fidelity to a worthy purpose.” – Helen Keller
“A goal properly set is halfway reached.” – Zig Ziglar, author salesman and speaker
“Human beings only use ten percent of their brains. Ten percent! Can you imagine how much we could accomplish if we used the other sixty percent?” – Ellen Degeneres, talk show host and actress
It’s always good to keep goal-setting in perspective.
Here’s to a happy and prosperous new year,Gino
In my years of business, I’ve come across some exceptional leaders, men and women who can motivate with a single word, encourage with a single action and inspire without saying anything at all. Still, there’s one leader I’ve yet to meet, someone who I consider the epitome of enthusiasm, leading his employees with cheerful insights and sharing with the public nothing but pure joy.Who is this amazing person, you ask? Well, the happiest leader of them all … jolly old St. Nick.Think about it: He has a lot on his milk-and-cookie filled plate. St. Nick has to be efficient, discerning, motivational and steadfastly optimistic. He also must be punctual, trustworthy and someone who leads by example as Cheer Executive Officer for children everywhere. (And he most likely has to report all of his actions to the real boss of the North Pole, Mrs. Claus.)In fact, you could say St. Nick understands the four disciplines of execution: He knows his wildly important goals, (deliver gifts and spread holiday cheer), he acts on his lead measures, understanding the actions he must take—drive the sleigh, manage a department of reindeers—to achieve results. He also keeps a compelling scoreboard, checking his lists (twice). Finally, he creates a cadence of accountability and maintains a positive culture in his workshop. Can you imagine what would happen to toy productivity if his team wasn’t motivated or held accountable for their actions?And, most impressively, his business travels take him across the entire globe, shimmying through narrow chimneys the world over in the span of only one night. (I wonder how complicated those expense reports must get …)So what’s the key message to be learned from such leadership? Well, it depends. Because Santa represents the essence of the holiday season and the holiday season means so many things to so many different people. For some, it’s about spreading joy and observing the spirit of the season. For others, it’s about spending quality time with friends and family, or setting goals and reflecting on the year gone by then deciding to make this new one even better.Whatever the upcoming holiday means to you, be sure to make it a great one, filled with warmth, merriment and love.Happy Holidays,Gino
This week I was in Washington, D.C. to help celebrate the launch of Berkshire Hathaway HomeServices PenFed Realty. For those who have never been, Washington, D.C. is a beautiful city steeped in American history; you practically feel like a Founding Father walking the cobblestone streets. It’s also the place where you’ll find one extraordinary 132- room, 35-bathroom, six-story home, designed in the neoclassical style and painted white. (Once a real estate agent, always a real estate agent, right?) Inside this white house, some of the country’s—and world’s—greatest leaders lived and prospered, changing the course of history through their actions and words.One of its most inspirational residents was arguably Abraham Lincoln, the 16th U.S. president. Most people know Lincoln for his incredible triumphs for civil rights and basic freedom but did you know that these accomplishments only arrived after years of failure and rejection? Observe:
1832 – Defeated for legislature
1838 – Defeated for Speaker
1843 – Defeated for nomination for Congress
1849 – Rejected for Land Officer
1854 – Defeated for Senate
1856 – Defeated for nomination for Vice President
1858 – Again defeated for Senate
1860 - Elected President
So here’s the message: Sometimes facing defeat—losing a deal, making the wrong decision, struggling in your business, stumbling with a client—is ok. It is most often in these missteps that we find the determination to succeed, and it’s always because we believe in our cause, in our business, in our employees so much that we know if we just keep on moving forward, there’s no way we can possibly fail.