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Business Rule #9:
Follow the Leader’s Cue
November 5, 2004
(PAGE 3 of 3)
If you are an employee at a great company and want someone’s job there, find out what they did to get it. Increase your amount of face time with the boss, and impress him any chance you get. Sure your
co-workers may call you a suck-up, but who cares? Success will be ultimately yours, not theirs. Business is about what you want and what you are willing to do to get it. Find flaws in the person whom you are seeking to replace and exploit them by working harder and smarter. Also, know your boss and find out what he likes in his employees. If Chris had been paying attention, he would have known better than to open his mouth and complain—and wouldn’t now be in the hot seat as the project manager next week, for a bridal project of all things.
Speaking of following the leader, I once had a young gentleman come into my office for a job interview, seeking to become a commercial real estate scout.
I explained to him what the salary and commission was for the position, and he said that the amount I was offering was lower than scale. I knew that he was right, but at the time it was all I could afford for a position that didn’t have much of a turnover rate—especially if a bum got the job. So what did he do? He looked me square in the eyes and said, “I’ll work for you at a lower pay for now, to allow me to show you what I can do—but in six months agree to see me for a performance review and, at that time, we can discuss a pay increase.”
I was so impressed by this young man’s tenacity that I agreed. I appreciated the risk he was taking by accepting a lower pay than expected initially. For me, it was a no-brainer. I could also have him appraise other properties that I had my eye on. He was essentially going to be doing two jobs for a salary lower than one. It was a good deal, and like Trump, I love a good deal.
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This young man followed me around for a good couple of weeks, learning what I appreciated about properties and what I hated. He started to wear dark colors like I do and to understand how my mind worked. When I finally let him out into the field on his own, not only did he appraise properties for me but he also brought back a full cash-flow analysis on each one. He scouted fabulous commercial properties and gave me the highs and lows of each and every building that he toured. Best of all, he could make a full presentation on each property in five minutes or less. Greatest of all, he could negotiate the initial contract and price and also secure finance options. He was an animal. I closed more deals with that one young man than I ever had before.
In six months we had our meeting and he is now a vice president in charge of acquisitions here at The LaVelle Organization. He makes a great salary and is worth every dime. He followed my cue and knew that I loved negotiating to a bottom price on each property and wrapping up deals fast before anyone can change their mind. He is a valued member of the team here.
So, you would do well to keep in mind that you must always take example from who you aspire to be. Study from the best and eventually you will be the best. Good luck in your endeavors and keep your head up.
Until next time,
LaVelle Ward
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Business is about what you want and what you are willing to do to get it.
