PROView - April 2008 - (Page 10) Brokerage design Fine Tuning Your Team for the New Market: Revisiting From Good to Great by Jeremy Conaway, President, RECON Intelligence Services Our industry is currently experiencing what may go down in history as one of its most dramatic moments. Because the circumstances that characterize this drama are not appearing evenly across the national market, it has yet to reach the point at which it can be discussed in polite company. Wise and learned men and women are still debating what it is and what it means. It has become sort of like a “Katrina syndrome” where experts argued for years about whether it was wind damage or water damage, all the while ignoring the human reality of the storm. For some brokers the current situation is a blinding reality while for others it is merely an item of interest, referenced like the weather or the latest sports scores. Judging from the comments made by the participants of a recent meeting of several very important Houston brokers it is obvious that whether a broker’s market is experiencing a twenty percent dip or a forty percent decline there is much we can learn from how our industry is managing its current situation. Each month I have the opportunity to talk with brokers across the country who admit, once the initial bravado had receded, that the current market configuration is a bit intimidating and they don’t know where to start. The solution to that dilemma is simple. Start where you can have an impact. There is nowhere you can have a greater impact right now and for any smaller a financial investment than your own organization. One of the things we know for sure is that when this market transition returns to a sustainable level there will be observers, scholars and analysts who will study who did what, who didn’t do what, what worked 10 PINELLAS REALTOR® ORGANIZATION and how it could have been done better. Accordingly, it seems to make sense to start that process while the benefits of the lessons to be learned can still be of some benefit to those who are navigating their way through the situation. For those who believe in learning on the go there are few books in print today on the subject of company performance under stress that can match Jim Collin’s magnificent 2001 book entitled From Good to Great. Without hesitation I would earnestly and passionately recommend that every one of you either pull it off your shelf and reread it or visit your local bookstore and have the experience for the first time. Greatness was defined as financial performance several times better than the market average During the late 1990’s and early in this decade, Collins, a long time Stanford professor and big league business consultant, employed the services of a research team to identify eleven companies that, during a fifteen-year period demonstrated a sustained record of “great performance.” “Greatness” was defined April 2008 http://www.foreclosuresaveyourhome.com http://www.foreclosuresaveyourhome.com
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