Earlier this week, I stressed the importance of spending less time at the desk and more time building value-added relationships.  How critical is this principle?  The following scenario provides a powerful example regarding the Real Estate Manager position, but I think it relates to the position of Real Estate Agent as well.  Answer the following question honestly:

If ownership announced tomorrow:

"As of today there are no longer Office Manager positions.  That job is no longer a part of our organizational structure.  From this day forward the Manager position will be replaced by a Coach/Recruiter position.  And furthermore, if you don't have a high number of agents who choose to be coached by you and a large pipeline of experienced agents from other companies who you meet with, or contact regularly in hopes of recruiting, then you no longer have a job."

How would that turn out for you?  A little scary isn't it?

Well guess what?  This actually happened recently in a fairly large real estate company.  (In an upcoming article I may share with you more about this company.  I'm awaiting permission to do so…)

If you would fare VERY well in the above scenario, pat yourself on the back for a job well done.  You can consider yourself part of the top 25% of managers who have managed to build a true and committed following.  If you would truly fear the above scenario, it's not too late.  At any time, you can commit to actions that will improve your "true following"– It's time to overhaul your weekly schedule and prioritize your schedule to better reflect what leaders actually do.

The title of "Leader" can be appointed, but the meaning of Leader is much more practical than that.  A true leader is determined by how many people would actually follow them, given the choice.  As I mentioned, sitting at your desk is not the way to build a following.

In the upcoming final edition on this topic, I'll provide three steps to becoming a good manager.