One of the biggest mistakes I made for years as a leader was setting goals for my people.
If you’re a leader and you want more productivity, you better read this one.
Back in 2014, our 5 agent team was setting our goals at our office in Wenatchee, WA.
We had just doubled our sales from 101 closings to 199 year over year. Now, we all were one year older and more experienced.
The night before, I looked at our roster and added 40% growth to each agent.
If you had sold 20 homes, your goal would become 28 this year.
I came into the meeting excited to unviel to the team their new individual goals for the year.
As we went around the room and I gave each agent their new goal, I was shocked to experience…
…nobody was excited.
It made me as a leader get fired up. I doubled down on inspiration and motivation. Nothing changed.
This is the moment I learned a valuable lesson.
‘Your people don’t want to be you.’
If you never learn this lesson, your people will eventually leave you because…
…they will never live up to your perception of who you want them to become.
Think about that. You are judging them based on who you want them to be.
If you are like all the other high performers, you are hard on yourself. You hold yourself extremely accountable and are willing to sacrifice everything to hit your goals.
Have you ever stopped for a second and realized that it is why they have you as a leader?
Not to mimick you but so that they don’t have to.
You have to help them see their potential, but you can’t want it more than the people you lead.
You have to help them discover it. Stop giving it to them top down.
When you command versus a process of discover, they lose control.
Nobody wants to be told what to do.
Back in 2014, after handing out their goals, my top agent came up to me.
She said, ‘I know I can sell 36 homes this year, but I don’t want to. I’m happy and content selling 26 a year. Don’t worry. This doesn’t mean I won’t work any less. This doesn’t mean I’m not motivated. I just don’t want what you want.’
This agent has been with me ever since. She has never sold less than 26 homes per year.
Nick McLean Real Estate
509-670-1071 | email@example.com