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Wanna Succeed? You Need A Moon-Walk Mind-Set AND A Fed/Ex Skill-Set

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Wild Long Term Success Requires Skill-Set and Mind-Set.

MIND SET (What & Why – Action Orientation)

Their grand plans glitter. They’re raucous. They imagine possibilities and promise where others predict pitfall.  They see what’s “now”, imagine what’s “next” and chase-it.

Gliding across planet possibility, Mind-Set Wonders dominate entertainment, leadership and sales.

In our real estate world, agents, muscle bound with Mind-Set, become top performers, famous, ego maniacs and burnt out.

The pursuit of “what’s possible”, creates chaos, disruption and opportunity.  Imagineering, experimentation and innovation is valuable in any business (Somebody has to  fan the flames of creativity, rattle the cage of convention and make it rain money).  But, promise, possibility and opportunities wilt and eventually wink away without reliable execution (Skill Set – Detail Orientation).

We have friends and colleges who Moon-Walk from shiny object to new project, to new client, to closing, to new client, to closing.   But alas, their success is churn-ish, choppy and chaotic – which tends to lead to burnout.

Why?  What’s missing?

The answer = greater measures of Skill-Set ( How & When – Detail Orientation); the ability to execute consistently.

SKILL SET (How & When – Detail Orientation)

Their contracts, when they have one,  are skin-tight.  They’re tame and respectful.  Data entry is error free, paperwork pristine.  Fine-detail is their best friend. Order, protocol, logistics and time lines are gripped with strict respect.

Feet firmly planted, Skill Set Wonders gravitate to accounting, engineering, logistics, management and administration.

In our real estate world, agents over weighted with Skill Set, become transaction managers, Team cast members, RELO specialists or former agents.

Why?

Rigid focus on the Right-Way creates a blind spot for innovation, re-creation and risk.  Detailed knowledge of how and when to do things plays a valuable support role in real estate and business (Somebody has to tame the flames of creativity, manage the chaos and monetize  the magic of the Mind Set jet-set.).   But, without a healthy dose of Mind-Set (Action Orientation), at best,  one can only expect mediocre success, at worst, out right failure.

We have friends and colleagues who are supremely detailed, accurate and consistent, but alas, they are list-less and sale-less.  Why?  What’s missing?

The answer = greater measures of Mind-Set (What & Why – Action Orientation).

What Does It Take To Kick Ass and Take Names In The Real Estate Business?

Success beings with a blend of both.  If success was a cocktail, I’d order mine with a double shot of Mind Set.

Here’s why…

Mind Set (Action Orientation) + Skill Set (Detail Orientation) = Success Chain Reaction

Hard truth follows…

The Skill Set (Detail Orientation) tribe have 3 options:

  1. Grow a Mind Set (Action Orientation) and thrive.
  2. Slot themselves as support and thrive
  3. Leave sales.

The Mind-Set (Action Orientation) tribe  have 3 options:

  1. Grow a Skill Set (Detail Orientation) and thrive.
  2. Hire or partner with Skill Set (Detail Orientation) and thrive.
  3. Live with choppy success and the looming specter of eventual burnout.

What Do You Think?

I could be completely wrong (cough, doubtful).  I’d love to hear what you think.  Which of these is your strength?  What will you do next?

~~~~~~~~~~~~~~~~~~~~

Cheers and Thanks For Reading.

Ken Brand - Prudential Gary Greene, Realtors. I’ve proudly worn a Realtor tattoo for over 10,957+ days, practicing our craft in San Diego, Austin, Aspen and now, The Woodlands, TX. As a life long learner, I’ve studied, read, written, taught, observed and participated in spectacular face plant failures and giddy inducing triumphs. I invite you to read my blog posts here at Agent Genius and BrandCandid.com. On the lighter side, you can follow my folly on Twitter and Facebook. Of course, you’re always to welcome to take the shortcut and call: 832-797-1779.

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19 Comments

19 Comments

  1. Matt Thomson

    September 28, 2009 at 11:08 am

    I think you’re dead on. I tend to be skill-set oriented, and while my broker loves my contracts, it does create issues. Fortunately, I landed in blogging and social media, an area for me that stretches my mind-set but in a way I can handle and enjoy.
    I keep the skills, but get to try new things and learn new things in an evolving arena. It’s been great for my business.
    What’s next? Diving into the world of video!

  2. Andy Hemmings

    September 28, 2009 at 4:53 pm

    You’re right, it’s definitely a balance and most have a tendency towards one or the other. I am definitely more “Mind-Set” oriented. Wayyyy too many ideas tumbling around in my head. Hey, it’s fun to dream. Unfortunately it leads to “paralysis of analysis” and I can end up doing nothing. But when I look back on what has made the difference in my sales career, it’s taking just a few simple but good ideas and systemizing them, forcing them into my skill set.

  3. Atlanta Real Estate

    September 28, 2009 at 10:03 pm

    Ken – that’s one crazy post my man!

    Andy – it’s “paralysis BY analysis.”

    RM

  4. Debbe Perry

    September 28, 2009 at 10:03 pm

    Ahhhh, balance… . Isn’t learning it the basis of what life’s about?? It’s also one of the great things of aging (though I’m not, of course…). LOVED reading this!!

  5. Joe Loomer

    September 29, 2009 at 7:09 am

    I find it amusing that one accepted definition of insanity is doing the same thing over and over again and expecting a different result – yet in our industry a big part of the “skill set” is doing what works – OVER AND OVER again, and NOT doing what doesn’t work.

    Great post Ken – I can put pretty much all 140 of the agents in our firm into the different skill set/mind set categories you listed…

    Navy Chief, Navy Pride

  6. Carrie

    September 29, 2009 at 9:47 am

    Great post! I’m definitely a “Mindset”. I agree that you have to do something about it, but it’s so hard! Would love to hear more ideas on how people have overcome their weaknesses in this area.

  7. Susie Blackmon

    September 29, 2009 at 2:41 pm

    I’m of the mindset to find a good partner who wears Cowboy boots and loves dealing with clients but hates sitting at a computer.

  8. Ken Brand

    September 29, 2009 at 5:45 pm

    Matt – Sounds like you’re on the right track, balance with skew towards mind-set is what I’ve seen work the best and the brightest;-)

    Andy – Amen. You don’t really want to tame the stallion like ideas, just sorta point them. Hope all is going well for you. Cheers.

    Debbie – Thanks for the compliment.

    Joe – You’re right about that Joe – Don’t confuse me with facts and imagination, this is how we’ve always done it and done it and done it…. Rock on NC.

    Carrie – What I’ve observed over the years is that’s it harder to grow a Mind Set than it is to deploy or employ a skill set – keep pursing, inch by inch, etc. I think you’ll find some useful mind and skill-set ideas throughout the AG posts. Good Luck.

    Susie – You’re on the right track, once you find this Cowboy, it’d probably be lights out, so to speak;-)

  9. Troy Roark (ILRealEstate @Twitter)

    September 30, 2009 at 10:44 am

    I’ve seen this idea wirtten differently (sort of). I believe it was “Some of us are starters, and some of us are finishers.” I used to be a starter… and only a starter. I’d get things started and never finish (ie. not following-up with leads after working my tail off to get them in the first place.)

    Once I recognized my skill set (or lack of), I put a great deal of emphasis of working on systems to help get me to the finish line. According to the responses, it sounds like most of us Think Big like we breathe, it’s the skill set that holds us back. For me, it was all about 1) recognizing my limitations, and 2) creating systems keep me focused on the skill sets where I was lacking.

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Business Marketing

Snapchat’s study reveals our growing reliance on video

(BUSINESS MARKETING) Snapchat released a report that shows some useful insights for future video content creation.

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Snapchat is taking a break from restoring people’s streaks to publish a report on mobile video access; according to Social Media Today, the report holds potentially vital information about how customers use their mobile devices to view content.

And–surprise, surprise–it turns out we’re using our phones to consume a lot more media than we did six years ago.

The obvious takeaways from this study are listed all over the place, and not even necessarily courtesy of Snapchat. People are using their phones substantially more often than they have in the past five years, and with everyone staying home, it’s reasonable to expect more engagement and more overall screen time.

However, there are a couple of insights that stand out from Snapchat’s study.

Firstly, the “Stories” feature that you see just about everywhere now is considered one of the most popular–and, thus, most lucrative–forms of video content. 82 percent of Snapchat users in the study said that they watched at least one Snapchat Story every day, with the majority of stories being under ten minutes.

This is a stark contrast to the 52 percent of those polled who said they watched a TV show each day and the 49 percent who said they consumed some “premium” style of short-form video (e.g., YouTube). You’ll notice that this flies in the face of some schools of thought regarding content creation on larger platforms like YouTube or Instagram.

Equally as important is Snapchat’s “personal” factor, which is the intimate, one-on-one-ish atmosphere cultivated by Snapchat features. Per Snapchat’s report, this is the prime component in helping an engaging video achieve the other two pillars of success: making it relatable and worthy of sharing.

Those three pillars–being personal, relatable, and share-worthy–are the components of any successful “short-form” video, Snapchat says.

Snapchat also reported that of the users polled, the majority claimed Snapchat made them feel more connected to their fellow users than comparable social media sites (e.g., Instagram or Facebook). Perhaps unsurprisingly, the next-closest social media platform vis-a-vis interpersonal connection was TikTok–something for which you can probably see the nexus to Snapchat.

We know phone use is increasing, and we know that distanced forms of social expression were popular even before a pandemic floored the world; however, this report demonstrates a paradigm shift in content creation that you’d have to be nuts not to check out for yourself.

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Business Marketing

Technology is helping small businesses adapt and stay afloat

(BUSINESS MARKETING) Small businesses need to utilize digital platforms to adapt their businesses during COVID-19, or else they may be left behind.

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small businesses new tech

While many may not have imagined our present day back in March, and to what extreme we would be doing things “remotely” and via “hands-free contact”, we have to give some credit to small business owners who remain flexible and have pivoted to stay afloat. They deserve major credit on adaptations they have made (and possibly investments) in new technology (ordering online, online payments) especially at a time when their in-person revenues have taken a hit.

There are various marketing buzz words being used lately to say “let’s keep our distance”, including: curbside, to-go, hands-free, no contact, delivery only, order via app, social distancing and #wearamask.

The thing is, if you really think about it, small businesses are always in evolution mode – they have to pay attention to consumer consumption and behaviors that can shift quickly in order to stay relevant and utilize their marketing and advertising budgets wisely. They heavily rely on positive customer reviews and word of mouth recommendations because they may not have the budget for large scale efforts.

For example, we use Lyft or Uber vs calling an individual cab owner; we order on Amazon vs shopping at a local mom-and-pop shop; we download and make playlists of music vs going to a record or music store. Small business owners are constantly fighting to keep up with the big guys and have to take into account how their product/service has relevance, and if it’s easy for people to attain. In current times, they’ve had to place major efforts into contactless experiences that often require utilizing a digital platform.

If stores or restaurants didn’t already have an online ordering platform, they had to implement one. Many may have already had a way to order online but once they were forced to close their dining areas, they had to figure out how to collect payments safely upon pickup; this may have required them to implement a new system. Many restaurants also had to restructure pick up and to-go orders, whether it was adding additional signage or reconfiguring their pick up space to make sure people were able to easily practice social distancing.

According to this article from the U.S. Chamber of Commerce, “Studies have shown that 73% of small businesses are not aware of digital resources, such as online payment processing tools, online productivity tools, e-commerce websites, online marketing and other tools, that can help them reach customers around the world. If small businesses had better access to global markets, it could increase the GDP of the United States by $81 billion and add 900,000 new jobs. During the pandemic, this could also mean the difference between thriving and closing for good.”

There are some larger corporate technology companies offering ways to support small businesses whether it’s through small business grants from Google, resources and grants from Facebook or Verizon giving them a break on their telecom bill. The challenge with this may be whether or not small business owners are able to find time from their intense focus on surviving to applying for these grants and managing all that admin time. Many business owners may be focusing on what technology they have and can upgrade, or what they need to implement – most likely while seeing a loss in revenue. So, it can be a tough decision to make new technology investments.

It does seem like many have made incredible strides, and quickly (which is impressive), to still offer their products and services to customers – whether it’s a contactless pay method, free delivery, or even reservations to ensure limited capacity and socially distanced visits. There are still some that just haven’t able to do that yet, and may be looking at other ways to take their business to a wider audience online.

We would encourage, if you can, to support small businesses in your community as often as you can. Understandably there are times that it’s easier to order on Amazon, but if there is a way you can pick up something from a local brewery or family-owned business, this may be the lifeline they need to survive and/or to invest in new technology to help them adapt.

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Business Marketing

There’s a shortage of skilled workers, so get learning

(BUSINESS MARKETING) COVID-19 may end up justifying training funds for lower-class workers to learn new skills. Skilled workers are desperately needed right now.

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skilled worker

The COVID-19 pandemic (yes, that one) has ushered in a lot of unexpected changes, one of the which is most surprising: An increased call for skilled workers — a call that, unfortunately, requires a massive retraining of the existing workforce.

According to the New York Times, nearly 50 percent of Americans were working from home by May; this was, reportedly, a 15 percent increase in remote work. The problems with this model are expansive, but one of the greatest issues stems from the lack of training: As employees of lower-class employment transitioned to working online, it became increasingly evident that there was a shortage of skilled workers in this country.

The Times traces this phenomenon back to the Great Recession; Harvard University’s Lawrence Katz points to some parallels and insinuates that this is an opportunity to elevate the lower class rather than regressing, and it seems fair to put the onus of such elevation on lawmakers and senators.

Indeed, Congress has even addressed the issue of skill equality via “bipartisan support” of a $4000 credit for non-skilled workers to use toward skill training. For Congress to come together on something like this is relatively noteworthy, and it’s hard to disagree with the premise that, given the invariable automation wave, many of our “non-skilled” workers will face unemployment without substantial aid.

COVID-19 has accelerated many trends and processes that should have taken years to propagate, and this is clearly one of them.

Supporting laborers in developing skills that help them work within the technology bubble isn’t just a good idea–it’s imperative, both morally and economically speaking. Even middle-class “skilled” workers have had trouble keeping up with the sheer amount of automation and technology-based skillsets required to stay competent; when one considers how lower-class employees will be impacted by this wave, the outcome is too dark to entertain.

It should be noted that non-skilled workers don’t necessarily have to scale up their training in their current fields; the Times references a truck driver who pivoted hard into software development, and while it may be easier for some to focus on their existing areas of expertise, the option to make a career change does exist.

If we take nothing else away from the time we’ve spent in quarantine, we should remember that skilled labor is integral to our success as a society, and we have a moral obligation to help those who missed the opportunity to develop such skills fulfill that need.

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