Lessons from an NBA coach: “We are learning to win!”
Several years ago, I had lunch with NBA Coach Scott Brooks (Oklahoma City Thunder), and my notes came up in my memories today; they are just as relevant now as they were then:
- Never accept NO as it relates to your dream
- Create a BURNING desire to get to your goals and break them down into daily activities
- Can’t is not a word. There is always a way… get resourceful and figure it out
- Character counts: being a good role model of integrity, honesty, and giving back all matters. Your players watch you.
- Don’t be afraid to have tough conversations, even with your superstars
- Focus on the process and the activity; the results will follow
When going through a losing streak, we focused on the fundamentals and the mental state of “we are learning to win!”
What Learning to Win Looks Like in a Brokerage
A losing streak in real estate is a slow quarter, a run of lost listings or a recruiting drought. Brooks’ approach works the same way off the court:
- Go back to fundamentals: daily conversations, follow-up and preparation. Not a new strategy every month.
- Watch the mental state: your team mirrors your mood. “We’re learning” keeps people in the game; “we’re losing” sends them looking for the exit.
- Have the tough conversations: your top producers deserve honest coaching too, maybe most of all.
- Measure the process: track activity weekly. When the process is right, results follow.
Your Turn
Which of Brooks’ six lessons does your team need most right now? Pick one and make it the focus of your next sales meeting.
Learning to win!
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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