Different Ways to Arrive at a 10X Vision
I love the last quarter of the year because it encourages us to reflect on the year that is fast coming to an end and look at all the accomplishments we’ve had so far throughout the whole journey of business building and life design.
Today I chose to look to the past and be filled up by the confidence gained there. Today, I am reflecting on how we set a “New Normal” back in 2002. It was our second year in business at 100 deals a year and we had hit a CEILING of what we could possibly do: a ceiling of time, effort, energy, mental capability and of Vision. We were already working 6.5 days a week and 10-12 hour days, but we wanted to continue to grow. We knew a shift needed to happen in our state of being to conceive a VISION that would allow and include more.
In spite of feeling completely against the wall, overworked and without the freedoms we wanted, we decided for EXPANSION. That meant mustering the courage and killing other options such as shrinking back to our comfort zone. We started asking ourselves how can we grow 10X and sell 1000 pieces of land a year versus just doubling our existing business. It was an audacious question, but intuitively we felt it necessary to help us stretch our thinking and existing paradigms.
If you are a visionary than you are used to such audacious exercises in creating future Visions. So for Jack, it meant thinking outside our existing bubble of how can we get more sellers faster or how we can find more quality buyers faster. His primary question back in 2002 became instead: What is the biggest bottleneck in our business, is it people, is it technology, is it sales?
For me, the strategic planner, the primary question development looked more like: How would a process that results in 1000 deals a year look like? How would I design it? Who and What are the moving pieces and key drivers that would need to be part of it? What technology would we need? What structured rhythm for cash would I need to develop to quarterly support 250 deals? I love the quarter BTW, and that is probably one of the best nuggets I took from my MBA education, which is thinking like the corporate world thinks about monumental goals and that is in quarters. It’s not a natural rhythm like the day, month, or year but a phenomenal time-frame to reverse engineer anything that seems overwhelming and impossible.
So we both became architects of the Vision and came it at in different ways but we concluded that our Sales Process was the bottleneck to overcome. Once this realization was made by us both, the possibilities started showing up and when we came across the live auction concept, we knew that was it! That was what we were looking for!
So to end this reflection, I am very grateful that as a small team of 2 back then, we honored each other’s approach and didn’t try to make each other think in the same way. As we have grown our real estate and online publishing businesses we have continued to follow this same principle with our growing team.
My questions to you are: Are you allowing for others in your team to get to their own conclusions using their unique way of getting there? What ways have you used in the past to break through mental or operational ceilings in your business? Do you know your unique way or that of your team for breaking through plateaus?
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