Everything is Earned. Nothing is Given.

One of the temptations we often have in leadership is to create a “fair” playing field for our teams. We want everyone to have the same opportunity and the same chance to succeed. This reminds me of kids sports where everyone gets a trophy, win or lose.? Another example is an elementary school requiring the students to invite the entire class to a birthday party.? Part of life is learning how to deal with disappointment. We grow from this.??

?

In theory, yes, things should be fair on your team. But there’s a lot of different ways of going about it.

?

The approach to creating this “fairness” looks dramatically different when you look at an experienced, veteran leader vs. someone who is new to leading a team/brokerage.

?

How amateurs approach fairness:

• Leads get distributed evenly between all agents on my team
• Everyone gets one on one training and development
• Standards are rigid and not adjusted to performance

?

The problem with this type of system is that your entire team tends to descend to the lowest common denominator—not the other way around. The standards might help to make sure that below-average is not tolerated, but there’s little strategy in place to make sure excellence is rewarded.

?

And where excellence is not rewarded, teams tend to shrink to doing what’s easy, rather than stretching to achieve what they’re capable of. Team leaders get frustrated because their agents “just don’t want it enough”, but really… they’re facilitating the problem. Because they’re not rewarding excellence.?

?

So experts approach fairness a little different:?

• It’s a meritocracy driven by numbers.?
• The best leads go to the best converters. Period. Both the ones most likely to convert, and the ones in the highest price points.?
• If you want a shot on the best leads, you’ve got to earn it with the crap leads. Once you show your conversion is above-average on those leads, we’ll give you a shot on the better stuff.
• You earn 1:1 coaching by showing up, being a valuable contributor to the team, and by actually executing on what’s discussed in the coaching
• You can earn flexibility on standards/requirements for yourself with high conversion and production numbers.?

?

It’s so, so powerful, and yet we don’t see it leveraged by nearly enough teams in this industry.?

?

A lot of them aren’t even thinking about it.?

?

A larger portion of them just don’t have the reporting, so they couldn’t run this data-driven-meritocracy even if they wanted to. (Sisu can help with that.)

But when you pull it off, it creates an “everything is earned, nothing is given” type culture. It’s actually way more fair to everyone, especially to your top performers. It creates a culture where excellence breeds excellence, where the team members executing on things the right way grow exponentially. It’s a fun culture that people love being a part of.