are you a manager or a leader?
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this industry, but leaders must stand very clear of this line.
Consistency Retention
need. Even in interviews, we should be asking questions and listening, rather than talking. Of course, in order to teach our salespeople to be better at converting prospects, we need to be able to teach them advanced questioning and listening skills. Selling and leading are not all that different in this regard. Great salespeople are also great leaders.
Great managers hire producers and great leaders retain those producers. Do you work harder at recruiting than you do in supporting your employees? Do you even know where they need help? This is again where following up and communication skills are essential. It is sometimes not easy to determine where our employees need help, however, spending the time and effort to find out Honesty A leader’s integrity can never be in is very important. question. Again, this brings us back to the point regarding being an example. Listening Great leaders are great listeners. Yes, we If we are not “THE” example in this often have to teach and inspire as lead- regard, how can we not expect the ers, but if we don’t listen, we will never same from our loan officers and operafind out what our employees really tional staff? Many walk a fine line in
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Leaders must be consistent in their direction. Are you someone who schedules a staff meeting when there is a catastrophe or sends out an “effective immediately” email? Or, do you schedule meetings on a regular basis to prevent these issues from arising? Can your employees count on your reaction day-to-day, or do they fear which personality will show up day-to-day?
A positive message A great leader carries a positive message. Again, we want to be the example in this regard. If you don’t carry a positive message, why should others around you do the same? This positive message should include thanking your employees and clients often. Even the way you carry your message is important. When you are “criticizing or pointing out a mistake,” it should be done in private. When you are lavishing praise, this should be accomplished in public.
Delegate Delegation by leaders is important with regard to your own time management, but also you can deliver more skills to your employees in order for them to grow. This is a key to retention and the “I do everything myself” mentality only retards the progress of those you serve.
Dave Hershman is a top author in the mortgage industry with seven books published, as well as hundreds of articles. Dave has delivered hundreds of keynote speeches, seminars and schools for the industry as well. He may be reached by e-mail at Dave@HershmanGroup.com or visit OriginationPro.com.