I am going to pose a statement that, although I can’t back up with science, could help change your perspective on everyday leadership. This insight has been developed from my personal experiences, playing sports, and attending workshops with various performance coaches and psychologists. It can also be applied in many different settings.
The statement I propose is that your personal and business success is dependent on the questions you ask yourself regularly. If I asked you, “What does a pink and green elephant look like?” you immediately visualise a pink and green elephant. The questions you ask shape your mind’s focus and attention.
Before you read the first paragraph, you likely weren’t thinking of a green and pink elephant, and now it’s filling your mind. If I say to myself, “Don’t mess up,” I immediately think of messing up. It’s almost as if the brain doesn’t recognise the word ‘don’t,’ and you visualise messing up. Asking yourself questions is the first step in finding the solution.
Next time you face a challenging business scenario, ask yourself, “What does a good business decision look like?” Immediately, my brain tries to find the answer. Positive questions such as “What does success look like here?” or “What do I want to achieve?” can shape visualisation and turn your thoughts into positive actions.
Applying This in Mortgage Advice Firms
How do we apply this in a mortgage advice firm? It can be applied in almost every situation that you face daily, both in your business and personal life. Consider a common scenario where a member of your team is not reaching their potential and their performance has dipped due to a lack of motivation.
A poor leader will confront the situation by pointing out that their performance has deteriorated and compound the problem by applying pressure. A good leader will ask themselves the question, “What can I do to help motivate and support the employee?” In this scenario, the difference is that you are positively identifying a solution instead of making the situation worse.
The lack of motivation could be due to feelings of underappreciation, lack of involvement or direction, poor incentives, and limited progression opportunities. These are all the responsibilities of the leader, not the employee.
For mortgage advice firm owners, fostering a motivated and high-performing team is crucial. Asking the right questions can help you identify the real issues and take effective action to resolve them. Here’s how you can apply this principle in specific areas of your business:
1. Client Relationships
Ask yourself, “How can I improve the client experience?” Focus on identifying what clients value most and how you can exceed their expectations. This will not only boost client satisfaction but also increase referrals.
2. Staff Development
Consider, “What training and development opportunities can I provide to help my team grow?” By investing in your team’s professional growth, you can enhance their skills and boost their confidence, leading to better performance and job satisfaction.
3. Business Strategy
Ask, “What does a successful business strategy look like for my firm?” Reflect on your long-term goals and the steps needed to achieve them. This will help you stay focused on your vision and make informed decisions that drive growth.
4. Innovation
Ponder, “How can I innovate in my services to stay ahead of the competition?” Continuously seeking new ways to improve your services can help you differentiate your firm and attract more clients.
Real-Life Example: Motivating a Team Member
Imagine you have a mortgage adviser who has been underperforming. Instead of saying, “Your performance is not up to par,” you ask, “How can I help you feel more motivated and supported?” You might discover that they feel overwhelmed by their workload or unclear about their career progression.
By addressing these issues, such as redistributing tasks or setting clear career goals, you can reignite their motivation and improve their performance. This approach not only resolves the immediate problem but also fosters a supportive and empowering work environment.
Remember, good leadership is about helping ordinary people achieve extraordinary things. Here are some questions I ask myself regularly:
- What do I want to achieve?
- Have I achieved what I set out to do?
- What can I do to meet the needs of my stakeholders?
- How will I inspire those around me to see my way of thinking?
- What will I do today to make tomorrow better?
- What does a good decision look like in this situation?
- How could I improve to benefit the business?
- What choices will I make to encourage growth?
By asking myself these questions regularly, I confidently know that my brain will find a positive solution. For mortgage advice firm owners, this practice can transform challenges into opportunities, leading to sustained success and growth.
Author: Martin (Ken) O’Callaghan, Head of Marketing, HLPartnership
