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:
- Grow a Mind Set (Action Orientation) and thrive.
- Slot themselves as support and thrive
- Leave sales.
The Mind-Set (Action Orientation) tribe have 3 options:
- Grow a Skill Set (Detail Orientation) and thrive.
- Hire or partner with Skill Set (Detail Orientation) and thrive.
- 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?
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Cheers and Thanks For Reading.
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!
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.
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
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!!
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
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.
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.
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;-)
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.