1. Presented by: Eric Lawrence Frazier, MBA The Power Is Now, Speaker Series Lead, Follow or Get out of the Way! www.thepowerisnow.com

2. Leaders are born not made Leadership Loyalty Leadership is a Gift! Leadership Culture Leadership’s #1 Responsibility Leadership – The Analysis Effective Leadership Styles Leadership in Real Estate Sales A Call to Action Today’s Topics August 2011 2 LPS Conference - Power Is Now Speaker Series

3. Legitimate Power. The authority a manager has by virtue of his/hers positions Reward Power. The ability of a manager to withhold tangible rewards Coercive Power. The ability of managers to punish others Expert Power. The special skills or knowledge you possess Referent Power. The respect you have from others. You are well liked, respected and a role model Power in Leadership August 2011 3 LPS Conference - Power Is Now Speaker Series

4. Fiedler contingency Model: Leadership is contingent on the characteristic of the leader and the situation. The House Path Goal theory: Effective leaders motivate employees to achieve group or company goals by demonstrating, engaging or mandating specific behaviors and that will maximum their effectiveness Theories of Leadership Power August 2011 4 LPS Conference - Power Is Now Speaker Series

6. Referent Power Legitimate. Authority unquestioned Reward. Motivation received Coercive. Discipline accepted Expert. Vision & Knowledge embraced You become an: Effective organizer and communicator Trusted advisor and mentor Team builder and community leader Creator of the Standard & Environment Source of Power August 2011 6 LPS Conference - Power Is Now Speaker Series

8. Leadership requires an extraordinary toughness and natural talent

9. Extraordinary leaders are born with the talent to leadLeaders are Born – Not Made August 2011 LPS Conference - Power Is Now Speaker Series

10. Today we are going to examine: The role of leaders in sales organization What is effective leadership Our objective is: To understand that as leaders we must be uncommonly uncompromising in achieving goals. Leadership is everything and compromise is a cancer eating away at performance and profitability As a leader everyone on your team must be aligned with your vision and be able to deliver everything the organization needs and more Focus on Leadership August 2011 8 LPS Conference - Power Is Now Speaker Series

11. Make their own path Create their own plan Take the initiative & are big on execution Focus on Results and not Effort Initiate the difficult conversations about performance Initiate the difficult business decisions that affect lives Desire to be the captain of their ship and the mastery of my destiny Characteristics of Extraordinary Leaders August 2011 9 LPS Conference - Power Is Now Speaker Series

12. They want to leave an indelible footprint or legacy on the organization they built or serve They want the leaders who come after them to know that they were there For sales people it’s the production record For Leaders it’s what they have built What will your legacy be? Characteristics of Extraordinary Leaders August 2011 10 LPS Conference - Power Is Now Speaker Series

13. Increase their production/productivity by added support Increase their compensation Increase the frequency and/or quality of their recognition Increase their autonomy, authority and responsibility; if they desire it Retaining Extraordinary Leaders August 2011 11 LPS Conference - Power Is Now Speaker Series

15. Number one responsibility is to produce an acceptable level of profitAugust 2011 LPS Conference - Power Is Now Speaker Series

16. Employees are the tool of production and represent the great expense to any business organizations Employees are rapidly being replaced by artificial intelligence, computer programs and more efficient systems, and that are designed to eliminate jobs Employers are outsourcing labor in emerging world markets to reduce cost The Unpopular Truth August 2011 13 LPS Conference - Power Is Now Speaker Series

17. Leaders are looking for ways to get more from their employees Leaders must feed the insatiable appetite of the corporate machine Leaders are the advocate of the shareholders Leader must create an environment where their employees feel supported and respected Remember Referent Power The Unpopular Truth August 2011 14 LPS Conference - Power Is Now Speaker Series

18. Extraordinary Leaders have great attributes: Integrity, dedication of purpose, selflessness, knowledge, skill, implacability, and determination Failure in business or failure to be in strong relationships with their people is not option for an Extraordinary Leader It is a weak leader who cannot separate holding people accountable for results and firing people who fail to demonstrate the talent for the job Characteristics of Leadership Loyalty August 2011 15 LPS Conference - Power Is Now Speaker Series

19. Characteristics of Leadership Loyalty Be a person of integrity and help people discover their talent but failure to do the job because they lack the talent cannot be an option You can be well liked and held in the highest regard by your lowest performing employees because you’re willing to accept failure and mediocrity You can be well liked and held in the highest regard by your most talented employees because you are not willing to accept failure and mediocrity August 2011 16 LPS Conference - Power Is Now Speaker Series

21. To follow is a gift

22. To get out of the way, believe it or not, is a giftAugust 2011 LPS Conference - Power Is Now Speaker Series

23. When you believe that you are important and that there is nothing you can’t achieve if you put your mind to it things start to happen Your life changes and gives birth to many opportunities for your natural leadership talent to manifest itself You have to believe you “Got Game” that you are a 10, and not a Zero and live it out naturally daily. Be who are! Don’t wait for others to validate what you should already believe and know about yourself The Gift of Leading August 2011 18 LPS Conference - Power Is Now Speaker Series

24. Scottie Pippen, NBA forward said, “I’ve always led by example, and I’m not that vocal” Scottie Pippen was a role player he wasn’t the leader on the team. It was Michael Jordon. Know your limitations and where you are the most talented or gifted People who see themselves as followers are leaders in their role as followers because of their gift Make someone a leader who is not a leader and they will fail The Gift of Following August 2011 19 LPS Conference - Power Is Now Speaker Series

25. High Productivity Operational Efficiency Perfect Compliance High Customer Satisfaction High Profitability High Market share High ROA and ROI Low turn over High Morale Positive relationship with managers or stakeholders Measuring the Gift of Leadership August 2011 20 LPS Conference - Power is Now Speaker Series

26. Getting the entire organization headed in the same direction is no simple feat You are constantly selling the vision and mission of your organization You are constantly measuring performance You are constantly training and developing people You are consistently recognizing the talent in your organization Measuring the Gift of Leadership August 2011 21 LPS Conference - Power is Now Speaker Series

27. You are only good as your last month It’s like paying the mortgage or rent Productivity and Profitability is your credit report Have a one bad month and your score will drop Have two and you may not qualify to lead Have three and you may lose your job Measuring the Gift of Leadership August 2011 22 LPS Conference - Power is Now Speaker Series

28. How are you measuring your success? Is it by: The success of your agents? The success of your accounts? The success of your marketing? The success of your recruiting? The success of your training? What are the indicators? Profitability, Productivity and more Are things looking up? Measuring the Gift of Leadership August 2011 23 LPS Conference - Power is Now Speaker Series

29. Our greatest expense and asset is our personnel We must hire the best talent. Then leave them alone! Don’t tell them how to get to the goals you want them achieve unless they ask you Ask them how they plan to achieve the goals and what they need to exceed them Ask them what type of recognition for extraordinary performance is meaningful to them Inspire them by support and constant recognition Measuring the Gift of Leadership August 2011 24 LPS Conference - Power is Now Speaker Series

31. Communication Accountability Minimum production/productivity standards Teamwork & buddy systems Competition Recognition Compensation Motivation Creating Culture August 2011 26 LPS Conference - Power Is Now Speaker Series

34. The primary role of the leader is to find talented people Focus on quality not quantity Secondly, to established a relationship & influence over your people to retain them Thirdly, to create an environment for success, where people feel challenged, accountable, engaged and rewarded for results Leadership Responsibilities August 2011 29 LPS Conference - Power Is Now Speaker Series

36. You embrace the vision and mission of the shareholders You recognize that the best interest of the company and the shareholders is most important to you You are totally sold out; you have drank the “Kool Aid” You bleed the company colors and you recognize what is right for the company You are loyal to the company and you are the advocate for the shareholders The Analysis of a Leader August 2011 31 LPS Conference - Power Is Now Speaker Series

37. You embrace the vision and mission of the company and your leader You’re in tune with the vision of your leader You think and manage like your leader You make decisions that reflect your leader’s policies, procedures, and the leaders vision of the work place The Analysis of a Follower August 2011 32 LPS Conference - Power Is Now Speaker Series

38. You recognized that you are not aligned with the vision or mission of the company You and your leader are not on the same page You do not have the respect for your leader to mirror their thinking and their values in the work place You are not operating at your best or even trying to give your best to the organization It is time to get out of the way. The Analysis of Getting out of the Way August 2011 33 LPS Conference - Power Is Now Speaker Series

39. When you fail to lead: You create chaos and your people lack direction When you fail to follow: You create inefficiencies, breakdowns, failure, and low morale When you fail to leave: You create division, strife and an unhealthy environment that stunts growth, creativity, and destroys morale The Analysis Summary August 2011 34 LPS Conference - Power Is Now Speaker Series

41. Transformational leadershipAugust 2011 LPS Conference - Power Is Now Speaker Series

42. Pros: Works if employees are motivated by rewards Proven compliance strategy Top leaders must be capable of making most of the important decisions and has a strong personality Cons: Will create great followers but will stunt their growth as leaders Will inhibit employees from thinking ‘outside the box’ because they get used to doing as they’re told Original thinking not promoted New leaders will be tough to find from the lower strata's of the power hierarchy Productivity maintained but innovations and breakthroughs will be tough to find Transactional Leadership August 2011 36 LPS Conference - Power Is Now Speaker Series

44. Most leaders of organizations may not have the force of character to achieve that

45. Does not support the worldview of most shareholders or owners

47. Drives the organization with innovations

48. Almost guarantees higher output and efficiency

49. Will naturally develop future leaders from the lot of followers

50. Employees will work for the leader, even at lesser pay, as they’re inspired by his visionTransformational Leadership August 2011 37 LPS Conference - Power Is Now Speaker Series

51. Effective Leadership for Teams Extraordinary leaders, because of their God-given talent to lead people, are both transformational and transactional They blend both theories together to maximize effectiveness in leading teams They may favor on one style more than the other but they possess and demonstrate both styles. August 2011 38 LPS Conference - Power Is Now Speaker Series

53. Never make excusesAugust 2011 LPS Conference - Power Is Now Speaker Series

54. Broker/owners continue to enable poor performer This increases their expenses, decreases their profitability, lower the morale and diminish any effort to create an environment for success They complain about them but they do nothing about them. Leadership in Real Estate August 2011 40 LPS Conference - Power Is Now Speaker Series

55. It’s okay to try leadership It’s not when you are not effective Leading people and running a profitable business is the expectation of the stakeholder’s Do not make excuses for your lack of success Put yourself in a situation where you can succeed in the right job where you have the talent Never make excuses for your lack of success. Make an adjustments and find your talent sweet spot Leadership in Real Estate August 2011 41 LPS Conference - Power Is Now Speaker Series

56. Excuses are the substance of dreamers who find satisfaction in the dream alone and not in the work to make the dream a reality. Excuses are the tools of failure that only build monuments of shame. Excuses are the pathway to poverty traveled only by those who lack vision and heart. Excuses are the ramblings of the ill-prepared and the untrained who find solace in their incompetence. Excuses are the stuff broken commitments are made of by those who lack the resolve to do whatever it takes. Leaders Don’t Make Execuses August 2011 42 LPS Conference - Power Is Now Speaker Series

58. Referent Power can encompass all the Power sources so that you can maximize your effectiveness Extraordinary leaders are: tough and talented born, not made rise to the occasion feel a divine calling on their lives to lead other people Extraordinary leaders do not make excuses they make adjustments A Call to Action What’s your Plan? August 2011 44 LPS Conference - Power Is Now Speaker Series

59. Today we examined: The role of leaders in sales organization What is effective leadership Our objective was: To understand that as Leaders we must be uncommonly uncompromising in achieving goals. Leadership is everything and compromise is a cancer eating away at profitability and productivity. As a leader everyone on your team must be aligned with your vision and be able to deliver everything the organization needs and more Focus on Leadership August 2011 45 LPS Conference - Power Is Now Speaker Series

60. Lead, Follow or Get out of the Way! Presented by: Eric Lawrence Frazier, MBA The Power Is Now, Speaker Series www.thepowerisnow.com