KW: The Eighth Model – TECHNOLOGY

Photo by William Iven on Unsplash

Gary Keller told Brad Inman at the CONNECT Conference in January that Keller Williams is a “technology company.” What did he mean by that? Aren’t they the world’s largest real estate company?

Gary also told the audience, and thousands of online viewers, that the future of real estate will be controlled by Artificial Intelligence driven by Big Data. What does all this mean for the real estate agent? What does it mean for consumers.

In his twenty-minute Warrior Talk podcast, Dave provides the answers, and gives the proper perspectives. Enjoy this tech-world, eye-opening excursion!

The Truth About Keller Williams – Part 2

How has KW risen to the top of the real estate industry? How has it become #1 in the world, and is 40% bigger than any other company.

In this podcast, Dave reveals the answers.

He tells us the truth about Keller Williams.

He’s earned the right to talk about this. Dave has been in the real estate business for over 30 years, he has been with three different national companies, and he has co-authored five best-selling real estate books.

You will appreciate the wisdom and the depth of his analysis.

Free Warrior Tour of America

Dave’s Free Warrior tour of the west included the states of Wyoming, Idaho, Montana and South Dakota.

Before heading east, Laurie joined him in Montana where they toured Glacier National Park in northern Montana. This magnificent park borders Canada and in 1932 joined with Canada’s Waterton Lakes National Park to become the world’s first International Peace Park.

Dave’s photo captures the beauty of Glacier National Park as the fall display of color is framed by the beauty of an early snow in the mountains.

Free Warrior Tour of America

Dave Jenks, our senior wizard and chief creativity officer is off on an adventure. He left Boulder this week for the start of his Free Warrior Tour of America.  
 
So what is the Free Warrior Tour you might ask? Dave has been yearning to travel the country for several years. He will travel the highways and bi-ways of America at his own pace. He’ll stop in small towns, big towns, and everything in between.

He’ll be open to what shows up and allow his curiosity to be his guide. Spurred on by his deep interest in the spirit of enterprise, we’re sure to hear stories that will inspire, inform and entertain us.  

We’re looking forward to hearing from him!

Apologies don’t work . . .

. . . accountability does.  Apologies are weak; accountability is strong.  Apologies are depressing; accountability is uplifting.  Apologies usually feel insincere; accountability feels honest and trustworthy.

“We’re sorry for the delay.” “We’re sorry to keep you waiting, your call is important to us.” “Please forgive the inconvenience, we are under construction.” “I’m so sorry to have to tell you this.”  “Please excuse me, but I only found out yesterday that I was to speak to you.”  We’ve heard all of this many times.  These phrases have lost any true meaning they may have had.  They don’t make us feel better and they don’t make the situation any more acceptable.

Many years ago, I was taught in the Dale Carnegie Course that you should never begin a talk with an apology.  They were very clear about this: it didn’t make you look good, it didn’t make the audience feel better and it didn’t prepare them to embrace what you were about to say.  “Just start your talk” was the advice; be enthusiastic about what you are saying and tell them the benefits of what they are about to hear.

Accountability is the opposite of apology.  It is proactive, responsible and empowering.  It says: “I own this” – “I am going to do what is right” – “I care about what happens.”   When we hear someone being accountable, we are relieved, we are reassured and we begin to relax.  We have great trust that things will be taken care of and our needs will be met.

We experienced a great example of this as we were building our new Free Enterprise Warriors website.  We had reached the final stages of site design, and we told them we wanted the final steps taken care of “ASAP.”  They then turned the site on and redirected Internet traffic to it.  That created a period of time in which people couldn’t find us and then took them to our site that wasn’t yet ready.

When we let them know of the problem, we immediately got a call from Chad Johnson, one of the co-founders of Agent Evolution (our web design provider), who said they had not followed their own protocol, that this was a serious error and that it would be corrected immediately.  Then, he thanked us for letting him know since they would now add a step in their process that would prevent this from happening in the future.  He did what he said he would do, the problem was corrected and we felt well taken care of.   Our respect for Chad and his company was increased.  He did not apologize; he took ownership and got it taken care of.

Last week, Laurie and I were having lunch at Turley’s Restaurant, here in Boulder.  Our waiter brought us the wrong check and then did not return to our table for a long time.  So, I went looking for him and met a woman who seemed to be the manager.  I told her about the issue.  She smiled and said “I’ll take care of this and thanks for letting me know.  Your lunch is on us.”  I was astounded; no excuse, no apology – just a thank you and a very positive correction.  I guess there is such a thing as a free lunch – at least at Turley’s.  When I expressed my appreciation and asked her name, she said “I’m Sandy Turley, my husband and I own this restaurant, and we truly appreciate your business.”  I believed her, not just because she said it but because of how she handled our situation.

Accountability means you own the problem, you find the solution and you take care of what the other person needs.  When that is the mindset and when that is how things are handled, apologies aren’t necessary.

Do Your Best

I was preparing for two very important presentations this week.  Each one could lead to a great business opportunity for our Free Enterprise Warriors team.  I was anxious about them.  In my life, as an aspiring person, I have often had a bad case of “preparation anxiety.”  I want so badly to do well that I stress out.  Often this causes “preparation paralysis” or worse yet “preparation procrastination.”  I don’t like the feelings of fear, so I just try to ignore them and distract myself doing something else.  It doesn’t work.  I end up not enjoying the avoidance activity, even if I normally would, because my subconscious knows and keep reminding me that I should be doing something to get ready.

I have often taught people to “let fear be your compass.”  Meaning: if you have a fear about doing something it means you care about the outcome; therefore, it is a sign that you should do it.  If you didn’t care you wouldn’t have the fear.  So, doing what you fear is the right thing. But, how do you not let that fear overwhelm you, cause you distress and interfere with your preparations.

People say, “don’t worry, just do your best – if you do your best, then that’s all you can ask of yourself.”  That sounds like good advice.  But, then I’m worried about doing my best.  What does that mean?  How would I know?  Can’t I always find some way in which I might have done better?  What if I don’t really do my best – what if someone else points out what I should have done better?  Isn’t “doing your best” just another form of mental pressure?

Yes, in my experience it is.  So, I have learned not to do it.  It took me a long time to come to a very simple self-awareness: I am always doing my best.  That’s just what I do.  Actually, that’s what we all do.  If we want to sincerely have things work out, we try to do whatever we can to have it work out.  We simply do our best.  That’s how we are motivated, that’s how we are built.

How well we do is determined, not by driving ourselves with critical or fear-based self talk, but, by preparation for the task.  Then, we just act, we just do.  We give it a try.  Sometimes it works out as we intended, sometimes it doesn’t – in which case we now have a great learning experience.

I’ve learned to not be attached to the outcome, but to enjoy the preparation.  I know I want to do well, but the only difference I can make in what I do, is how I prepare.  Steven Pressfield says “Do the Work” – in fact that’s the title of his latest book.  And, I loved it.  He says that if we are artists or entrepreneurs, the most important thing we have to do is the work – the preparation, the practice, the study, the rehearsal, the building of the skills.  Then we just create, we do, we act, we show up, we ship.

For me now, having pretty much left “anticipation anxiety” and “fear of failure” behind, I simply enjoy the game.  And, I get ready to play the game – I just prepare.  I remember that the definition of worry is “stewing without doing.” I have actually returned to my childhood Mad Magazine anti-hero Alfred E. Newman who always said: “What, me worry?”  Now, I just ignore the fear, detach from the outcome and do the work.

The Master Motivator

For most of my adult life I have been fascinated by the idea of motivation.  In fact, my doctoral work in educational psychology, at the University of Albany in New York, was focused on “learning and motivation.”  I wanted to know what made people want to do things and how did they learn to do them. 

Recently, I read a very pragmatic book about workplace motivation: Daniel Pink’s Drive: The Surprising Truth About What Motivates Us.  He says that research points to three big motivators: autonomy, mastery and purpose.  I’ve memorized them by using the acronym: AMP.  These three things (Autonomy, Mastery, and Purpose) get us “amped” for action and achievement.

However, I think that just ONE of these three is really the key to high achievement.  Certainly all three are powerful motivators for taking action.  We all want to gain AUTONOMY: the freedom to do what we want to do, when we want to do it and in the way we chose to do it.  And, most of us look to follow a higher PURPOSE: to make a difference for and in the lives of others – friends, loved ones, colleagues, clients and the world we live in.

But, the key to high achievement, in my experience, is the middle one: MASTERY.  First, learning to master new skills, knowledge and techniques is inherently motivating. But even more important, mastery of the right things is what really leads to the highest achievements – in the arts, in athletics, in scholarship, in the professions and in business.  Those who make the greatest contributions must master the fundamental skills.  They must do it at the beginning and they must keep doing it along the way – continuing their mastery to an ever higher level.

In the end, if someone is not motivated by MASTERY, they may not fully gain AUTONOMY or fulfill their PURPOSE.  The willingness to put in the work, do the time, invest the effort and endure the failures on the path to mastery – that is what makes the biggest difference.  It’s walking the talk, putting rubber on the road, paying your dues and staying the course.

In fact, it is MASTERY that tells us what we are truly meant to do.  When we love the learning, the practice, the rehearsals and the feedback, we know we are in our “home zone,” our “sweet spot,” our “wheelhouse.”  If we’re bored with the repetition or tired of the labor – if we give up on the effort; we know that we are not doing that which is our true calling. 

We are best served when we seek those endeavors where we enjoy the work, the constant repetition and the slow but steady progress. 

That is the path to MASTERY – that is the big, sustaining motivator with big, long-term payoffs!

The War of Enterprise

We call ourselves “free enterprise warriors” for a very powerful reason.  Not because we are mercenaries or soldiers whose goal is to harm others.  Or, that we seek to gain from others losses or at their expense.  We are warriors in the classic sense of being guardians and protectors – we stand up for the values of human freedom, individual rights and common justice.

As entrepreneurs we seek to play fair and succeed based on our own skill, production and creativity.  We want to achieve our goals because we have the courage to aspire, the willingness to learn and the determination to persist.  We are willing to pay the price, make the commitment and do the work.

This is the challenge of launching, growing and sustaining a worthy venture; whether for profit or not.  In this age of social entrepreneurs and conscious capitalism, the goal is not always about money.  However, the wise uses of money and resources are always a part of the equation – do well and do good.

The reason we call it war is because, at the deepest level of heart, mind and spirit, it is.  There are a set of forces that work against the desire to create, to produce and to build.  In the natural world of science, these are the forces of entropy – anything left unattended falls apart.  Hot becomes cold, structures give way to gravity and life gives in to death.

The opposite of this entropic pressure is the life force- some philosophers call it extropy.  It is how things become organized, orderly and functional.  It is how new technologies are invented, new products are manufactured, new structures are built, new services are delivered and works of art are created.  It is that mystical, magical energy that motivates us, focuses us and empowers us.  It is LIFE in capital letters. 

As entrepreneurs, that is the battle we fight – to bring order out of chaos, to bring profit out of poverty, to bring competence out of confusion, to create and enhance life.  But, we are always challenged to take on and overcome that dark side – the forces of entropy: doubt, denial, distraction, discouragement and defeat.  We seek to be optimistic, enthusiastic and confident, but we must learn to overcome the forces of pessimism, lethargy and self-doubt.

Steven Pressfield calls this “the war of art” in his book of the same name.  And, he takes that theme even further, with solid and pragmatic strategies, in his recent book Do the Work. I highly recommend both – they are well written, concise and uplifting.  They show us how to have the courage to create that which we were meant to create; to overcome resistance; to embrace life: to be free enterprise warriors.

The Secret Power that Drives Business

For over 30 years I have been researching business performance and what propels the growth of small businesses into big businesses – or at the very least, bigger and more profitable businesses.  Of all factors of entrepreneurial success, the one that stands above the rest is the ability of the entrepreneur to implement systems.

Bill Gates wasn’t the best software programmer, he built a system that was simple and would allow average people to use a computer.  Sam Walton wasn’t the most well-funded retailer, even in Bentonville, Arkansas.  He built a replicateable system for delivering low cost goods to the local consumer, one store at a time.  Michael Dell didn’t build the best computers, even when he was customizing them in his garage – he put in place a system for the cost-effective manufacturing computers and delivering them online.

Above all else, these entrepreneurs put in place systems which focused on connecting to and communicating with an ever expanding base of customers.  Jeff Bezos has now taken that into the world of books, CD’s and an ever growing list of products that are offered by his company Amazon.com. 

Recently I became aware of an interesting fact: Jeff and his company know more about me and my buying habits than anyone else.  They send me customized messages and tailor-made offers which I find very attractive.  Why?  Because, they are appealing to my own personal wants and interests.  And, when I order something, they give me instant feedback, a notice of when it was sent and a way to track its delivery.  Then they give me an opportunity to provide feedback on my satisfaction – with their service and with the products I ordered.

They have built a relationship with me and I am a satisfied and loyal customer.  But, I don’t personally know anyone at Amazon, certainly not Jeff Bezos, its founder and leader.  So how have they accomplished this?  One word says it all: SYSTEMS.  Systems that make it easy to do business with them (including free shipping).  Systems that pay attention to who I am and what I want – 24/7/365.  Systems that say thank you and seek to know how they could serve me better.

The best-selling book Mega Trends (1988) identified the “high tech – high touch” trend and its author John Naisbitt wrote a book by that title in 1999.  This is the key to the success of all the entrepreneurs I’ve mentioned: Gates, Walton, Dell and Bezos.  And, this key can unlock the power of any business enterprise.

Almost all entrepreneurs have intelligence, energy, focus and stamina.  Only a few of them truly understand the importance of systems in their business.  Implementing systems does not come naturally for the entrepreneurial spirit – they love the creativity and the excitement of promotion, selling and growth.  They avoid the details and the repetition.  And, as a result, they often crash and burn; or just struggle and stagnate.

To maximize the growth, reputation and consistency of a business requires a systematic approach to marketing (viral), customer service (relationships), financial management (cost control) and hiring (leverage).  With the right systems designed, installed, maintained and enhanced any business can grow consistently, stay profitable and remain stable for the long-haul.

This truth works for every entrepreneur, not just those who have become rich and famous.  When a business person really starts to think systems and begins to put them in place (usually with the help of those people who are naturally good at installing and maintaining them), they begin to feel the strength, stability and peace of mind these systems bring.

It is certainly true that vision, enthusiasm, creativity and social finesse may all be strengths for an entrepreneur, but in the end the ultimate success of a venture will be the result of the quality of the systems that empower and sustain it.  The system is the solution.

Unleashing Your Inner Entrepreneur

There are three secret strategies that entrepreneurs use to launch and grow their own businesses. They’re not secret in that no one knows them, they are just hidden from view. Most people don’t recognize or understand them, and even many entrepreneurs do them without conscious awareness. But, as a student of the game, I have come to know them and to understand why they work. We will reveal these three powerful strategies so that you can apply them to your own enterprise.

Second, we will add even more practical material on how to succeed in the age of the Internet and social networking (Web 2.0) – how to deploy the power of Googlenomics. Toward that end we are bringing in two media and Internet marketing specialists: Jack Miller and Matt Haze. They will provide real-life tips and tactics for viral marketing, messaging and lead generation.

There are new ways to do business and they are cost-effective, fast and powerful. But, it is often difficult to tell the difference between what really works and what is just a distraction. My team of specialists and I will guide you through this minefield – and, mind-field.

As usual, we are providing a money-back satisfaction guarantee. Not because we have any doubts about the value of this session, but because we feel accountable to you. It can only be valuable if it is worthwhile for you. You get to decide.

Be a Free Warrior!!!