WEEK 35

JOT DOWN IDEAS FOR NEW OPPORTUNITIES

I’m a big believer in jotting down those random flashes of inspiration we all have. Instead of physically writing anything down, I dictate into my digital recorder, as I described in a previous chapter.

Several years ago, I decided to create a system to involve my whole staff in this process. So I created my “Idea of the Week” book. I’ve subtitled mine “the greatest success generating tool” because that’s what it is. I encouraged all my staff to enter thoughts into it when they get good ideas. Everyone is encouraged to page through it from time to time and adopt and adapt any ideas they find useful.

For example, one month one of my top buyer agents, Paul Corona, wrote this: “Old Idea but Good Idea: Having a great relationship with another agent or two so you have the ultimate in teamwork when you are out of town or need assistance with a client.” This ties into my system of referrals and teamwork around the office. We have started a buddy system whereby each new employee partners with someone for a while, not only to learn the ropes but also to have someone to inspire him and watch his back. Paul’s idea was a reminder to all of us that lone-wolf salespeople are less successful than those who can team up with others.

This idea has grown into a system for running a team-based real estate office. Recently, I partnered with John Featherston, founder and CEO of RISMedia, to co-author a book titled, Power Teams: The Complete Guide to Building and Managing a Winning Real Estate Agent Team. The best ideas have a way of developing into something great, taking on a life of their own, and opening your eyes to new business opportunities.

Sometimes the ideas are just simple little things to make life easier. A couple winters ago someone wrote this: “Get salt spreader fixed and salt entire parking lot instead of shoveling salt.” It was a reminder to me to take care of the everyday working conditions around my office.

A couple of years ago this suggestion turned up: “Make a checklist to put into buyer’s package when meeting with them, a reminder about insurance, etc.” Customers really appreciate any help we give them navigating the details of a transaction, so this was a very useful suggestion.

Another day, an employee reminded me that my “Voice mail message should be upbeat—not regular . . . Need enthusiasm!” You bet I followed up on this one right away!

One winter, our in-house lawyer, Peter Allen, wrote: “Geri to do fax cover sheets for each salesperson/loan officer.” Again, this wasn’t a giant brainstorm but just a little idea to make us more efficient. Along with all the other ideas we generated, however, it helped us achieve tremendous improvements in efficiency from year to year.

Starting an idea book is as simple as buying a notebook or journal and putting it in a prominent place in the office. Let everyone know they are free to jot down ideas and suggestions. They can sign their names or not as they choose.

One rule you may want to put into action is that all ideas must be constructive. In my office, I have a complaint box with the slot taped over to remind everyone on the team that I don’t want to hear complaints. I want to hear solutions and constructive criticism. Complaining alone does not lead to positive change. Challenge your staff to think creatively and share their ideas freely. Nobody should be bashful about expressing an idea.

Ralph’s Rule: To achieve continuous improvement, tap into everyone’s creativity day-to-day and year-to-year. Creating a system to capture flashes of inspiration will pay enormous dividends.