It’s unbelievable. It shows how good intentions and bad instruction design lead to a mess.
By Bryant Nielson, Managing Director On December 15, 2008 No Comments
“People are definitely a company’s greatest asset. It doesn’t make any difference whether the product is cars or cosmetics. A company is only as good as the people it keeps.” — Mary Kay Ash
It has been said, by far to many CEO’s, that their companies greatest assets walk-out the door at the end of every business day. Meaning, that the unified knowledge, skills, workflow, ideas, networks, relationships and strengths are embodied within a company’s people. The tragic aspect of the relationship is that those human capital abilities are lost when people leave a company.
The idea of capturing the collective knowledge of a company’s people has been a goal for thousand-years. For 99.9% of that time, we have not been capable of achieving this goal. Much of it was due to a failure to have the proper tools.
For many organizations, their efforts were initially in writing down on paper some ideas. Which then evolved into more complex work-flow management systems. All which were great, but had the weakness of not being ‘modifiable, searchable, distributable and adaptive’. Recently, we created complex CRM systems which started to capture much of the client side of the company knowledge-base, but failed to integrate the sales-cycle knowledge that was developed.
By Bryant Nielson, Managing Director On December 8, 2008 No Comments
Here are a couple of good questions for you: How do you prove the value of training? How can you accurately quantify the value of the time and money you invest in advancing your career through training and education? If you strive to be a true professional in your industry then you know it requires an ongoing educational process involving constant training. So how can you measure the effect of previous or potential training on your success?
By Bryant Nielson, Managing Director On December 1, 2008 No Comments
Only high-level industry training will allow you to become a trusted adviser to your clients.
Hold onto you hat and please do not fall out of your seat. I am going to dispel a common myth that some people hold so dear, they may see it as blatant heresy. “The customer is always right.” No. No the customer is not always right. Now, I know that many have learned to believe this old saying as fact. However, the fact is that the customer is not always right and actually, much of the time the customer is wrong. Before you shut me out here, bear with me and let me explain.
Think about this: if your clients knew exactly what they needed and exactly what was best for their situation, then there are only one of two possible reasons: One; they know as much or more about the mortgage lending industry or the real estate business than you do; or you just don’t know a whole lot. Does that make sense? I am not saying that your clients do not know what they want and desire more than you, but you should have a far deeper understanding as to what they need to achieve want they want, more than they do. You are the expert right? (more…)