The Stuff You're Made Of

Here's to the people who get it.

Note to Self: It’s the Stuff We're Made Of

What a whirlwind week! From Texas to Connecticut to California, I have poured my heart out in events with people who get it. And they've poured their energy right back into me. See that smile on my face? It's there, despite five-hour flight delays, missed connections, and lost car drivers in the pouring rain. I'm smiling because it was worth every ounce of effort, because I keep finding myself in a room full of my people:

The ones who don't work just to sell more stuff:
But the ones who show up because of the stuff they're made of!

Let me tell you a story.

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What gives your work purpose?

I hope it’s not market share alone.

I use that phrase all the time, because frankly, why would you go to work just to rack up some stats that, let’s be honest, someone else will rack up higher in the future — even if it’s after you retire? Making money is easy. There are certainly far easier ways to do it than being a speaker or real estate broker or leader in turbulent times. Market share is nice, but what a boring reason to come to work, obsessed with something nobody will ever remember you for, after you’re gone. Crushing the competition makes for a nice sound bite, but doesn't sound like the chicken soup for the soul I signed up for in my life.

There's so much more to life than your unit count, average sales price, margin and stock price.

For what will it profit anyone to be the loneliest person at the top?

You Can Decide What Matters

This week was all about defining the future.

Not just the future of our work, but the future of who we wanted to be at work. Each of my audiences courageously spent the days visualizing the kind of leaders they wanted to be known for, using words like vulnerable and trust and curious and courageous and fun and optimistic. I can't think of more fulfilling terms to define one’s growth!

We explored ways of investing not in "artificial" intelligence but the "authentic intelligence" of a mindset that creates strategies which lift up whole markets, not just one or two companies. People shared their biggest insights on panels and sat at lunch tables offering cheerful suggestions to people they’re told are "their competition" (or worse).

I want to be in rooms like THAT any day, no matter what it takes!

As I shared with audiences this week: I'm honestly worried about what's happening in our business today.

People are too angry, too offensive, too vested in being right at any expense. It’s leaving them unable to do good in the meantime. They’re too often willing to let the ends justify the means. And much is being lost along the way. Increasingly, we lack leaders whose initial instinct is to work together, like we know how. They’re driven by finding reasons to set ourselves apart. Few remember how much we’ve accomplished, or can still become, by working collaboratively — even while competing effectively.

We don't have to agree, but we can still be agreeable.
Leaders must learn to DO DIFFICULT.
Not just BE difficult.

I’m endlessly optimistic about the future

Thankfully, lots of such people still exist.

I recall two moments in particular: The first was a single-word answer to the question: What’s the most important contribution of a leader today?

“Values,” said the CEO of an international service brand without hesitation.

He didn’t say authority or strategy or venture capital or accountability. He said values because he knew none of that other stuff will work if you cannot get people aligned in the first place.

The second was a kind compliment from a President of a State Association of REALTORS. “Thanks for reminding us to just be kind to each other.” She didn’t say, “If people would just agree to do it one way,” or “If the market would just change.” She knew that for things to change, WE must change. If things aren’t as bright as we’d like, we must increase our own light first.

Sadly, you won't hear them on conference stages or read about them in media headlines or see them twitching on social media or financial television. That's not the kind of message that stirs algorithms and sells clicks.

But you’ll find them in your corner office. The local meeting room. Across the table at the Association meeting. In the seat next to you at the seminar. They don’t believe business is a battle. They know big problems can be solved by sharing options, not defending positions.

Those people are sitting next to you.
This week I travelled across the nation and found plenty of them.
The ones who still GET IT. And hope you do, too.

So as the week wraps up, all the challenges of the road fade as I recall that in the best of times and toughest of times,

I find myself surrounded by people who know that the most important asset in this business isn't all our stuff.

It's the stuff we're made of.

Stay always inspiring, my friends!

—M

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