IS YOUR AGENT OF CHANGE ENOUGH …

When does the ‘agent of change’ exceed the ‘fear of change’ so that change is possible?  Change can be a scary proposition, and most of us delude ourselves into believing that we can control change, or that change is only necessary to avoid or recover from a catastrophic event.  Whether change involves a personal relationship, a job or in how we see ourselves; we seem to be driven not by what will bring us fulfillment, but avoidance of fear.  That seems to defy all logic – but then again does it?

Maslow’s ‘hierarchy of needs’ proposes an order of physiological needs that must be meet to bring about action.  Maslow’s model states fundamental, lower-order needs have to be satisfied in order to pursue higher-level motivators such as self-fulfillment.  However, we all have experienced a time when the uncertainty or fear of change prevented us or caused us to pause when action might be our best course.  At this point you might be asking yourself “who cares”?

Recently, Keller Williams Coastal Properties’ (“KWCP”) management and leadership counsel gathered for an all day business planning retreat.  The day was spent considering such topics as a mind-shift from a competitive model to a collaborative model (foreign concept for most real estate sales organizations); creating a raving-fan experience with all of our customers (defining who the customers are becomes a significant discussion within the realtor world); and finally a comprehensive vision that fundamentally alters the typical brokerage model.  A vision that will require the help of every agent, employee and service provider in order to accomplish – bringing a real estate company into Web 2.0 as a business model is difficult due to several inherent resistant points both within KWCP and the brokerage model.  Several technology pundits have stated that the realtor world is at least ten years behind other businesses as it relates to technology, innovation and business modeling.

But at the end of the day, the broker brought it home in a concise sentence – tomorrow how are we going to accomplish the Keller Williams International agent recruitment challenge of 24/8/4 (team leader in charge of agent recruitment is responsible for 24 new agent appointments, 8 new agent hires, with 4 agents leaving the company PER MONTH).  The vision discussed growing KWCP from 246 agents to over a 1,000 full time agents within two years.  Doing the math you will quickly conclude that the Keller Williams recruiting model is irrelevant in light of the new goal.  Here is the other rub – most brokerage companies look for the ‘low hanging fruit’ when recruiting (meaning hiring agents from other companies that are looking to move because they are unhappy with their current broker).  So picking up three or four new agents a month (or finding 48 per year) that are looking to move is difficult, but not impossible.  But finding approximately 42 new agents a month for the next 24 months (1,008 total agent hires, and then you need to allow for agent losses) is a whole different proposition!  This means Keller Williams will need to attract agents who right now have no desire to move or have not even thought about changing brokerage companies.

So this begs the question, will creating a ‘value proposition’ so overwhelming be sufficient to overcome the innate ‘fear of change’ to motivate those that maybe happy where they are to make a change anyways?  Logic would suggest that if the value of the brokerage services is so much better than their present reality, then of course … but most people typically don’t act solely out of logic (Logic vs Emotion).  When does the value of action or the ‘agent for change’ become so compelling as to overwhelm our fear of change or our ‘avoidance of pain’ (notion that people make decisions either to gain pleasure or avoid pain – which most often people choose to avoid pain rather than gain pleasure)?  To be honest, I’m not sure of the answer to these questions.  But the process will result in creating a company that is truly special because it will deliver a better customer experience in the end (admittedly a few other hurdles exist, i.e., under the present KW model how is one person going to identify, interview and hire 42 new agents per month?).

What do you think?  In any sales environment, we all come across people who understand the value of your product or service, and how it will significantly contribute to their life or business experience; but they don’t buy because of that ‘fear of change.’  How have you motivated these people to move beyond the fear?  How have you systemized your value proposition?

I encourage you to look at your personal situation and consider your business model.  Look at how a shift in your reality can significantly make a difference in yourself or in your business; and thus open doors to abundant opportunities.

I hope you enjoyed the reflection, and let me know how you embrace change even through the fear.  Most of all I hope you make it a GREAT day and week!!  If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com.  Or if you or a friend is looking to buy or sell real estate anytime soon, please look us up at www.coastalcommunityhomes.com. 

As always, I welcome your feedback and your reflections (please don’t hesitate to share your thoughts with me).  If I can be of service to you or your friends, please let me know.  And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!!  Jim Peys