Recruiting: What Does a Zip Code Tell You About a Candidate?

To conduct effective interviews, it’s helpful to know as much about the candidate as possible.   Additional insight can guide you to ask better questions and anticipate some of the issues potentially impacting a new hire.

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Esri, a California-based technology consultancy recently introduced a free web-based tool with the power to give you this extra insight.

Esri’s mission is to “enable people to positively impact the future through a deeper, geographic understanding of the changing world around them.”  In essence, Esri makes the case that where people live (down to the zip code level) significantly impacts who they are as individuals.  Continue reading

Peak Performance: Sending Emails Your Agents (and Customers) Will Actually Read

Most of us use email as our primary communication tool.  If we were the only ones sending emails, our messages would all be read with interest.   But, the rest of the worlds sends email too—a lot of email.

BoringEmail - Oct 30th

Whether we like it or not, our messages often get buried among other emails and sometimes get glossed over.  It’s the nature of email communication and cannot be avoided.

However, according to Dean Levitt, the email guru at Mad Mimi, there are some simple things you can do to get more of your emails read.  According to Dean, the number one factor whether or not your emails will be engaged is the subject line.  Continue reading

Recruiting: Are Virtual Interviews a Viable Replacement for Face-to-Face Interviews?

We often get questions about the possibility of new technologies changing the real estate hiring process. The hope of saving time and increasing efficiency is of interest to all busy hiring managers.

There is no doubt technology has increased productivity in many areas of our professional and personal lives. Wouldn’t some of these improvements also apply to the recruiting process?

Of course, they do. For many of the tasks contributing to the hiring process, technology advances have powered improvements in efficiency (ex. scheduling, recording feedback, team communication, etc.). However, hiring outcomes become difficult to predict when new technologies are applied to environments involving human relationships. Continue reading

Peak Performance: Learning to Build Community with the Help of Your Friendly Sociologist.

I love the work Richard Millington does at FeverBee. I know most of you have not heard of him, but Richard is a subject matter expert on a topic that has profound implications for the real estate industry.

Building Community.

Building community became a high-profile issue a couple of years ago when large technology companies such as Microsoft made big investments in the world of online social networking for business applications.sociology

At the time, Richard predicted these large-scale investments would not produce the growth and the return on investment (ROI) many companies hoped to see.

Why did Richard make that prediction? Because communities don’t grow and flourish as a result of technology. They grow and flourish because of people. People join and participate in communities based on the rules of sociology—not the rules of technology. Continue reading

Coaching: Teach Your Agents to See Problems as Challenges

“I wish I didn’t have this problem!”

Have you ever heard someone say this in your office? I’ve heard it many times, and not just in the office. I’ve heard it at home. I’ve heard it in my social groups. And yes, I’ve even said it myself more times than I care to admit.

Problems ApproachingIn fact, I said this to one of my mentors a few years ago and he zinged me with the following comeback:

 “Be careful what you wish for. If it weren’t for problems, you probably wouldn’t have a job. Most things in business could be completely automated if it weren’t for problems (usually involving humans) continually popping up. It’s the business leader’s job to solve problems and keep things moving. Without problems, we wouldn’t need you.”

Unknowingly, my mentor was tapping into a profound truth that researchers have recently started to discover and document. Continue reading

Coaching: Alternatives to Accountability

Perhaps my favorite line from the Michael Scott character (played by Steve Carell) in the popular television series The Office came during an episode when he was visited by a supervisor from corporate. The supervisor was filling a newly created regional manager position designed to oversee all operations in local offices.

Concerned about the new development, Michael Scott feels the need to express his concern to his (now former) boss who works in the remote corporate office. In the phone conversation, Michael suggests,

“Listen, why don’t we just leave this regional manager position vacant? Truth be told, I think I thrive under a lack of accountability…”

LackofAccountability

This quote makes us laugh because we all relate to this feeling in some way. At some time or another, we all find ourselves hating accountability.

Why does accountability get such a bad rap? Isn’t it a good thing, both for individuals and for organizations?

It is. But, in most situations (and for most people), the word “accountability” elicits a flight or fight response in the nervous system. In some sense, we’re probably all uncomfortable with how it initially makes us feel.

Strangely, there are also many of us who (at times) seek out accountability on our own. For example, a new workout regimen, a new diet, a new golf swing tactic, or any other newfound discipline motivates us to voluntarily find someone with whom to be held accountable.

What’s the difference between the two scenarios?

One difference is the first scenario is authority-imposed while the second scenario is self-imposed. Both scenarios are valuable and necessary (could you imagine a world without either one of these?), but they do conjure up different feelings.

Accountability is one of the reasons we all grew up, graduated from school, and left home as polite, responsible individuals.

If you think about it, accountability attributes to almost every worthwhile endeavor. There is no doubt the dynamics inherent in accountability are valuable to any noble pursuit.

I know accountability is good. I know accountability is necessary. But, the externally-imposed version of authority still conjures up the negative emotions associated with a punitive authoritarian structure.

What can be done about this dilemma?

An alternative recently surfaced during a conversation with Dan Stull, a faculty member at the University of Washington. This issue came up during a class discussion Dan facilitated on the learning curve associated with continuous process improvement.

One of the students in Dan’s class who works for a large aerospace company told a story about a department he was sent to review. The group was having trouble getting up the learning curve on a new process.

While the tasks were new, it shouldn’t have been hard to implement over time unless there was constant turnover (which was not the case).

To prove his point, the student implemented a series of baseline metrics, so he and those working in the group could get visibility of what was happening.

He also prompted those on the team to be disciplined in following the established procedures (i.e. the new process they were trying to implement).  Without this discipline, the data produced by the metrics would be invalid.

It sounds simple, but if everyone was disciplined in their work tasks, the metrics would lead them to a more accurate assessment of what needed to change for the process to improve.

Here was my “ah-ha” moment: For some reason, the words “visibility” and “discipline” don’t elicit the same negative feelings as the word “accountability.”

Of course, the two concepts are very similar. For improvements to be made in any process there must be visibility of what’s happening and the discipline to consistently measure outcomes.

Doesn’t that sound a lot like accountability?

In your next coaching session, try using the words “visibility” and “discipline” rather than accountability. My hunch is these words will elicit much less resistance. Not only are they less authoritarian, they more clearly define what lies at the heart of accountability.

I’ll write more on this later and provide some specific examples in both the recruiting and coaching process where this change in verbiage may be helpful.

In hindsight, maybe Michael Scott was right. We all might thrive under less accountability. Some visibility and discipline would have been much better received.


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