Iron Man

The leaders I’ve met, whatever walk of life they were from, whatever institutions they presided over, always referred back to the same failure – something that happened to them that was personally difficult, even traumatic; something that made them feel that desperate sense of hitting bottom; something they thought was almost a necessity. It’s as if at that moment the iron entered their soul; that moment created the resilience that leaders need.”

-Warren Bennis


I speak often of change, of its necessity and inevitability, whether we subscribe to it or succumb. Change is necessary only when the status quo becomes completely intolerable. Otherwise, change is optional, something you give lip service to, but readily dismiss and revert to the status quo should you fail, tire out, feel frustrated or assaulted. 


Each of us face similar opportunities (challenges) for even more changing as 2019 gathers steam. Will yours be the same tired real estate career ploughing along day after day, or a brand-new enterprise eagerly venturing out into the uncharted dawn? A business that took off like a bottle rocket on New Year’s Eve, but wimps out as soon as an agent quits, or a big deal falls through? 


Sadly, for many, change becomes just another choice – to do or not do, to adopt, adapt, or ignore. Change will never take permanent hold until you move your options from being “I’d sort of like to change” into “I absolutely HAVE to change.” Sometimes it takes having your back against the wall to get things finally moving forward. There’s no alternative – you either change or die!


Brokers and agents call me. They’re frustrated, unsure of themselves. “How do I get my book of business? You know – do the prospect, network, follow-up. We all have similar frustrations – LEADING as opposed to stoically watching our business flap in the gale, hoping that circumstances (the market) look favorably upon us. Leadership requires liters of courage, confidence, and a great big gulp. Confident or scared, you must grab hold of your business and steer it. Sadly, most real estate folks won’t take this giant leap of faith and grab the wheel. They instead let the wind carry them to “wherever” whenever.


All meaningful and lasting change starts first on the inside, and then works its way out. How you think may need dramatic changing before your actions will dramatically change. Not before you convince yourself that your business is unacceptable, intolerable, loathly and disgusting will you do what it takes to make it better. In every case, this means getting comfortable being uncomfortable – sweaty, stammering, feeling awkward, even foolish. No different than your first baby steps, or your first gutter ball at the local bowling alley. Take bold baby steps, one foot at a time. GET UP should you stumble and fall. It gets better, I promise – you’ll walk faster, taller, straighter, more confidently. 


BUT first, let that iron enter your soul.