Over time I realized that if everyone on the team followed these four simple rules, we would all have a much more productive and harmonious team environment. I would even go as far as saying that it would solve 89% of team issues. I know some of you might say that I copied these rules from the Four Agreements, but I promise you that I read the book after I came up with this list. If anything, the book cemented the fact that I was on the right track.

Rule #1 – Hit Your Goals (Before You Complain)

Over my years of experience in leadership positions I found a strong correlation between people who complain a lot and people who don’t hit their goals. I realized most of the problems people complain about would be solved if they just hit their goals. Which is why if a team member isn’t hitting their goals, we won’t tolerate their complaints.

Most of the things we worry about in this business can be solved with more activity and hard work. Don’t believe me? My friend used to joke “There’s nothing more leads can’t solve in business”. Whenever I would complain to him about 1 prospect his advice was “Go get 5 more prospects and then tell me how you feel.” We were both 20 years old at the time. I really feel he was on to something. The funny thing is he still says that to this day.

Rule #2 – Don’t Make Assumptions

I know that we’re all smart and we all know everything and therefore love to speculate. But speculating and assuming is dangerous. It takes you on a wild goose chase that sucks your energy and stresses you out. The funny thing is that everyone is on auto-pilot when it comes assumptions. I passionately dislike assumptions. Which is why for anyone that knows me I ask a lot of questions and am very straightforward. I never like to assume.

Here is an example of a conversation I had recently with a team member.

TM: “I can’t believe she listed the property with that agent!”
Me: “Are you sure she listed it with that agent?”
TM: “What do you mean?”
Me: “Maybe she didn’t list it with that agent. Maybe that agent put it on there without her knowing? Maybe xyz, point is you don’t really know.”
TM: “Really? You really think her property would be re-listed without her knowing??”
Me: “Chances are super slim but look you never know…. Don’t assume.”
TM: “I just can’t believe she didn’t bring this up when we met with her.”
Me: “Once again, don’t assume. Just call her and ask.”
(10 minutes later)
TM: “Omg. You were right. She didn’t know!”
Me: “Like I said…. Never assume….”

Rule #3 – For Every Problem You Bring to Us, Bring a Solution

This is my favorite rule. Because this is the golden rule that fosters self-reliance. It promotes independence, creates confidence, and helps agents generate conviction in their opinions. Similar to a therapist, I don’t like giving prescriptive advice. We’ve all heard the saying right, feed a man a fish, feed him for a day, teach a man to fish, and he gets super fat. Just kidding. He’s fed for a lifetime.

That’s what we’re trying to create here at KingSide. Agents that are confident in their faculties, able to make independent decisions, and trust their instincts. If I gave junior agents the answer every time they came to me for help, then they will always rely on me to solve their problems. Because their ability to think creatively and problem solve will be hindered since I’m not helping them practice that skill.

Whenever an agent comes to us with an issue our response usually is: “Ok so I know what I would do, but before I tell you that, what do you think you should do? And why?” Then I ask enough questions to understand their process. Because if an agent is mistaken in their answer, you don’t correct the action, you correct the philosophy.

So I ask enough questions to understand their mental framework, and help them come to the conclusion on their own. Even if the conclusion is the wrong one. Sometimes failure is the best teacher and that’s how agents learn.

I used to think that if I gave people all the answers, they would never make any mistakes, and I realized from personal experience that couldn’t be farther from the truth. No matter what, agents will always make mistakes. All we can do is help them make less of them, and help them learn from them.

I never force an answer on anyone, because people will usually resent you if you do. Instead I give them the space to think creatively, make decisions, and be supportive when they need me. The result is they gain confidence in their skills and craft, EVEN if they make mistakes.

Rule #4 – Do What You Say You’re Going to Do

This is the most important rule of them all. If you already forgot everything else I said, I strongly suggest you remember this one. It’s the simplest rule to follow, but also the hardest. It goes like this…. Do what you say you’re going to do. That’s it. Plain and simple. Only make promises you plan on keeping. Otherwise… don’t make them at all.

Crazy simple right? Not! We all love to say were going to do things, but then when we’ve lost the enthusiasm from the state we said them in, we neglect our responsibilities. And hey, don’t get me wrong, I’m preaching to myself on this one as well. But here’s the bottom line. My father used to say “a man’s word is his bond.” And I live by that.

How important is your word to you? And what is your relationship to your word? Because usually that is an illustration of your relationship to yourself. Do you value your word? Do you protect your word? And when you break your word, do you do everything in your power to restore integrity in your word? Can you count on your own word? Can others count on your word?

This is everything. And this is the foundation for everything. If you can’t count on your own word, then how can a team member count on it? If I can’t count on you to keep your word, then I can’t count on you at all. In a team environment…. You need to have team mates that you know will come through when you need them.

What do you think about this list?

What are the rules in your company that govern your organization?

Let us know!