I'm going to give you a name. It's Randy Pausch, whose book is The Last Lecture. It has nothing to do with real estate but everything to do with leadership. Pausch was a professor at Carnegie Mellon University, where every year, the professors would make a presentation. The topic was more or less, "If this were my last day, what would I want to leave behind?" It was talking about their legacy and what would inspire their students.
Randy was walking the walk because he was diagnosed with pancreatic cancer and had six months to live. One thing that really stood out was the ability to care. Make sure you go to YouTube and watch the video. It's about 45 minutes long. Have lots of Kleenex. It's very powerful.
He was saying that as leaders, coaches, mentors, think back to when you made a mistake and a parent, guardian, or mentor would say, "Hey, kid, you know you've done wrong. You can do better at this, and here's what we need to do." What happens when somebody doesn't do that? As a manager, when you stop caring about your salespeople, that's when it really starts resonating. That's when they know there's trouble.
He's saying you've got to be involved. You've got to be a good leader but really care about your agents. If you care, it comes back. It's the law of reciprocity-the more you can give to them to be successful, they reciprocate. That's the way the universe works. I know that may sound hokey, but I live by that philosophy day by day.
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