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“Techniqued to death…”

Sittiing in the conference room of RE/MAX Indiana, I was across the table, listening to one of the smartest, most savvy guys I know: Dan Breault, Regional Director of the largest real estate organization in my home state.

We were discussing the ongoing challenge of professional improvement for any organization — particularly in an industry that has been hammered by the nation’s economic conditions, such as the real estate market.

Then, Dan said the phrase that exploded my brain: “We have been ‘techniqued’ to death.”

“Sales are down?” he continued, “Let’s go get a sales training seminar to teach us a few sales techniques. Not getting enough referrals? Let’s go get a referral seminar to teach us a few referral techniques. Need more leads? How about a lead generation seminar to teach us a few…well, Scott,” he said, “you get the picture.”

In other words, you end up with professionals who know an abundance of techniques…but, somewhere along the line lose sight of the “meaningful whole” of what it’s really all about.

We developed a list of compelling questions that every RE/MAX broker — or ANY professional — should confidently be able to answer:

• WHO am I?
• WHAT am I doing?
• WHY am I doing this?
• HOW can I improve?

If you went into your organization and asked your colleagues these questions, would they be able to answer with clarity and confidence?

Would their answers sync with how the organization would answer? (Which, of course, makes a pretty big assumption — does your organization even know the answers?)

If you are just pushing techniques — if your people are getting “techniqued” to death — without also engaging in discussion about the big stuff you have to get in place — you are just sticking Band-Aids™ on cancer.

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More Stories By Scott McKain

Scott McKain is a business leader, bestselling author, and Hall of Fame professional speaker.
Scott's latest book, "The Collapse of Distinction: Stand Out and Move Up While Your Competition Fails" reached the #1 spot on Amazon.com list of Customer Service Bestsellers! He is the author of two #1 additional business bestsellers (Amazon.com & 800-CEO-READ): "What Customers REALLY Want" (currently available in trade paperback) and "ALL Business is Show Business."
He is the Co-founder and Principal of The Value Added Institute, a think-tank that examines the role of the customer experience in creating significant advances in the level of client loyalty, and has appeared on multiple occasions as a commentator and analyst on FOX News Channel. His platform presentations have run the gamut from the White House lawn with the President in the audience carried live on CNN and NBC's "Today" show...to a remote outpost near the Amazon...all 50 states, seven Canadian provinces...and from Singapore to Sweden...Mexico to Morocco.
An inductee into the Professional Speakers Hall of Fame, he is also a member of "Speakers Roundtable" -- an elite, invitation-only group of twenty of the world's top business speakers.