The Critical Leadership Message We All Need Today
Customers are waiting for this message. Your salespeople are, too. Let's make sure you're sending it.
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Still Waiting….
That’s the dominant feeling for both buyers and sellers of everything in the economy: And especially in the housing industry. Everyone’s waiting for something to happen before they take action: with inventory, rates, lawsuits - who knows?
Well, actually, I do know what they’re waiting for:
They’re waiting for your salespeople to show up and tell them to
Stop waiting.
Let me tell you why.
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Con Man
Last week, I went to the annual industry conference for speakers and trainers, attending sessions to sharpen my saw. In between, there was plenty of networking, which, as anyone who’s ever been to a conference knows, is where the real learning takes place. Of course, my friends know that my business card always makes for a fun conversation starter:
Matthew Ferrara, Philosopher
“What does that mean?” said more than one person I met.
“It means I’m a con man,” I answered with a smile — then waited in the awkward silence for them to recover.
“A…. con man? You mean….” they’d slowly start again.
“It means I help people find, build, and expand their confidence,” I’d finish for them.
“Oh! I see!” they’d respond, relieved. “That makes sense.”
“Yes,” I would add, “because without confidence in themselves, their products, and their advice to take action, none of their clients will hire them. So I make sure they have enough confidence to share.”
And the conversation would go on happily from there.
Confidence Givers
The job of a leader is to be a confidence giver.
Everything else is for someone else.
Trainers give skills.
Analysts give knowledge.
Salespeople give sales pitches.
Countless other professionals give advice, data, work products, whatever.
But a leader in any field gives that one thing that only leaders can offer:
Confidence that following their advice is the right decision for their followers.
And that’s exactly what your salespeople need to give to their clients right now, too.
Because the world is full of too many signals causing people to hesitate these days, and that not only interferes with our ability to make sales, it also interferes with our ability to help our clients achieve whatever dreams they’ve entrusted us to help them fulfill.
Giving confidence solves everything.
Someone’s Best Year Ever
How can leaders give — and teach others to give — confidence? There’s only one way.
Help your people see how they’re ready to handle anything, without having to be ready for everything. That no matter what they encounter today — low or high inventory, rising or falling prices, cheaper or dearer financing — they know how to help their clients navigate it, and turn their cautions into calculated risks.
Because that’s the job. That’s what we do. That’s what helped millions of people take action — and achieve successful results — during every recession, depression, financial crisis, disruptive period, pandemic, or swarm of murder hornets they’ve ever had to deal with.
This year, someone’s going to have their best year ever: both salespeople and clients.
And it won’t just be due to timing or skills or luck. It will happen because they confidently took action while others hesitated.
Because their confidence giver helped them discover it, too.
One Message to Rule Them All
Right now, there’s one message your entire organization needs to repeat, over and over and over again:
We’ve got this — so you can, too.
Repeat it to clients. Repeat it to prospects. Repeat it to competitors, to colleagues, and to partners. And most of all, repeat it to themselves.
Last week, dozens of companies reported their earnings and progress for the year-to-date. Some of them are having their best years ever, and others are simply having solid years. But here’s the secret:
It’s not because of their capital or their trade secrets or their artificial intelligence or any other “stuff” we often think they have, but we don’t.
Although it’s true they might have something we don’t have right now; something critically important, as you can see. But it’s neither scarce or rare nor in limited supply. All you need to do is work on it, and you can be full of it, too.
Because isn’t that what people always say about con men: You’re full of it.
You betcha. Full to the brim with the confidence it will take to help my clients and myself do whatever it takes to reach our goals —
Without waiting.
Get the message? Good. Let’s give it, too.
—M
TLC Members — keep reading below for a few more tips on how to build and share your confidence with others — perfect for your next office meeting or coaching session with your people.
9 Ways to Build and Share Your Confidence
A leader’s role extends beyond targets and KPIs. By deliberately nurturing confidence—in your people, products, and clients —a real estate leader creates a ripple effect that energizes people’s motivations and elevates interactions. Here are some reflective, actionable examples to weave into your leadership toolkit today.
Cultivating Self-Belief in Your Team
Facilitate Mentorship Circles
Gather small “trust pods” of two or three agents and rotate who leads each session. Ask people to discuss their latest wins and stumbles, and share quick, actionable tips. Then take a reflective twist: Ask the group to identify three strengths they saw in the group today, and one significant conclusion they can draw from the conversation.
