Look Back at your Contributions but Look Forward for Opportunities
One of the biggest challenges I hear from people in charge of any company-generated business lines that may include relocation, internet leads, affinity, or concierge-type programs is that they often have trouble getting the attention of their broker or leadership. And when they do get their attention, it is hard to convince them of the resources they need or changes they need to make. Their leaders tend to go with the mantra ‘if it ain’t broke…’. But business is down now, so our leaders are looking for ways to cut budgets or increase revenue. It may seem counterintuitive, but now is the time to use some resources to juice up your business.
Sometimes we need to break things and reassemble them to create a much more effective process or service. When we are too close to something, we often lose perspective. We can’t see how our efforts might achieve better results if we made some changes. And let’s face it, change can be hard.
Where do you go for advice?
When looking for advice and inspiration in our business of real estate and relocation we tend to look to our peers who have the same role as we do in other companies. That interaction can be very helpful in seeking out best practices, but it also has its limits. Our peers work for a variety of brokerages that are different sizes and have a myriad of affiliations and cultures. Sometimes the advice doesn’t really translate well to our particular situation.
Many of the Relocation Directors I speak with these days use the phrases “I feel stuck” or “I feel burnt out.” The last four years have taken a toll on all of us and have been a tipping point for many. But before people retire or move on, I encourage them to think about what brings them joy. Could they move into another role or create a new program that could reignite what made them love our industry in the first place? They are often clear about what they don’t want to do but haven’t really thought through alternatives.
Complacency can lead to boredom.
Granted, our business is much more tedious than it used to be. The rising referral fees charged from sources of business and the current real estate market are nothing to scoff at. It’s harder to get resources and make a profit by doing the same old things. I see people who are extremely capable and creative but have forgotten what it is like to create something or develop a new service. Some Relocation Directors are coasting. They are a little too comfortable, which leads to complacency and then, ultimately, boredom. They can do the day-to-day with their eyes closed. But just because we can, doesn’t mean we should. Keeping your head down doesn’t mean your leader won’t notice your business is off.
Sometimes, looking backward helps us move forward, and the start of a new year is a great time to do that. When in doubt about your impact on our industry, think about all of the friendships you have made. Remember the successes you have achieved and the value you have delivered internally in your company and externally in the industry. Think of all those you have mentored along the way. We don’t sell widgets (or even houses). We offer programs and services that make a difference in the lives of transferees and impact the bottom line and the success of corporations, which helps move our economy along. You help local buyers and sellers get the best service and resources and connect with great agents. Our impact is far-reaching, even though we may not always feel that, and others may not always acknowledge it.
Why an outside perspective matters
Bringing in someone like me to help you explore where we can switch things up can not only help your broker see you in a new light but also help you see yourself in a new light. The possibilities can be invigorating, and sometimes it takes an outsider to point out the incredible talent that is right before your own leader’s eyes. Just admitting that it might be a good thing to have a consultant come in tells them you want to be the best you can be and you want the best for the company. It says you are open to new ideas and concepts and that you want to thrive, not just survive. I can help people and companies come up with great ideas, evolve them, and get them the attention they deserve in a noisy world to set them apart.
So when we are feeling solitary or stuck, look back at all we have accomplished to get the motivation to move forward in a new direction. The bright and shiny new year gives us a chance to break some bad habits, learn something new, take a risk, and challenge ourselves like we may not have been challenged in a while. I’d like to be along for that ride.
“Inhale the future, exhale the past.” ~Unknown
