Thoughts on Leadership: Omotenashi

By Gino Blefari

This week, my travels took me to Orange County, CA, where I joined our dedicated HSF Affiliates team for a series of inspiring meetings and dynamic filming sessions at our headquarters. To cap off a bustling Tuesday, I had the wonderful opportunity to join Tom Ferry in his Santa Ana studio to record a podcast that I can’t wait for you all to hear. Each moment was filled with insightful exchanges and laughter, truly embodying the joy of our collaboration.

I returned home Wednesday evening, and earlier today, I had the privilege of joining forces with Intero Real Estate Services, East Bay, and the legendary Mike Ferry. Immersed in Mike’s invaluable wisdom and coaching, our session was enlightening. I’m eagerly anticipating our next meeting at the Superstar Retreat in Las Vegas, NV, next month.

Read more: Thoughts on Leadership: Omotenashi

This week, I also came across an inspiring article shared by my friend and esteemed colleague, Rishi Bakshi, Broker & General Manager at Intero Real Estate Services, East Bay. Authored by Matthew Ferrara, the piece explores the elegant Japanese concept of omotenashi, which represents the heart of hospitality, focusing on hosts dedicating themselves to ensure the happiness and success of their guests.

I’m thrilled to credit Matthew for sparking the idea behind this week’s blog. I’m excited to share his insights with you and hope you find them as valuable as I did. Dive in and let the spirit of omotenashi enrich your day as it has mine. Enjoy!

IT’S TIME TO EXCEL

This summer is your big opportunity to get out in front, and stay there!

As the summer approaches, changes to business, technology, even politics promise to alter the landscape forever. But for most people, the real opportunity isn’t reacting to what’s new: It’s learning to do things at an unparalleled level of excellence that will set them apart. Here’s how.

OMOTENASHI

Let me introduce you to my favorite Japanese concept: omotenashi. Simply put, it’s the mindset of a host who is fully committed to the hospitality and success of their guest. Or in our case, the client. It’s a cultural phenomenon in Japan, and something anyone can learn with practice. A way of thinking about clients that redefines contractual relationships entirely. And of approaching our work where guests are cared for so deeply, we anticipate their satisfaction, not their service requirements.

It would be a fresh take on what’s happening in real estate, where everyone is much too worried about contracts and not focused enough on our contacts.

YOU NEVER FORGET THIS KIND OF EXPERIENCE

A few years ago, I was in Tokyo fulfilling a lifelong bucket-list trip. While Japanese politeness and manners are legendary – and sometimes awkward for Westerners – I was definitely enjoying the attention-to-detail. Cab doors that open themselves. Checking into my room from the lounge, not a line at the desk. The cleanest bathrooms I’ve ever seen — in the subway station!

At one point, I was so overwhelmed with the feeling of being cared for that I wondered if I was being watched.

One morning, I tossed an empty toothpaste tube in the trash; After lunch, I found two fresh tubes left by housekeeping on the sink. Grabbing my camera, I asked the concierge for directions to the subway; by the time he explained, a nearby colleague had printed a map with the route from the lobby, and reminders about buying passes.

She even wrote her name and phone number on the paper in case I got lost walking around by myself!

Later that evening, I returned to find an envelope on my desk. Inside, a pamphlet of photography spots around Tokyo had been highlighted, with a special star next to a night tour, courtesy of the Concierge. For a moment, I thought about checking my room for hidden cameras: Then, I laughed out loud. Imagine taking your guest’s experience in your country so seriously, that you anticipated what they would enjoy — not just what you were obligated to serve — and then offered it —

Wholeheartedly!

BEYOND PAR

For the past few months, real estate has been talking about articulating value propositions. Smart, since the press has deeply tarnished the industry’s image. I’ve written recommendations, including going all-in, and hosting a webinar on articulating invaluable propositions, plus an ebook on Ten Things Buyer’s Agent Should Do Today.

So you should have plenty of great ideas to get prepared.

But to be honest, getting ready is just par for the course. You’ll easily do what you’ve always done: adapt, adjust and accelerate your approach to new conditions. But here’s the catch:

So will 1.5 million other real estate agents!

By the end of the summer, you’ll be doing new things, back on an even playing field with everyone else.

ACT (EXCELLENTLY) WHILE OTHERS ARE DISTRACTED

Which is why you might want to practice your Japanese this summer.

I believe there’s a historic opportunity for our industry this summer. While many people remain distracted by the noisy parts of the post-settlement world, you could be working on something even better. Forget about disruption, replacing NAR, or something-something-artificial-intelligence (today’s Chia pet). None of that creates anything close to the one thing serious sales professionals can do that will resonate for years:

GET EXCELLENT AT DELIVERING EXCELLENCE

Think about my experience in Tokyo: It was a level of excellence that’s unforgettable. More importantly, it’s rare in too many areas of the modern world. In places where great service once excelled — five-star hotels, first-class seats, top-notch universities, platinum/black/premier everything have been cutting corners and hedging bets for the past couple of years. And it shows; you’ve felt it:

They just don’t take your coat and hat like they used to anymore.

And yet, an opportunity exists this summer to change all of that, if only for yourself and your career. The time is now, because by November, it will be too late. Everyone else will have caught up on the changes, and ready to put energy back into competitive advantages.

So act, now.

PRACTICE OMOTENASHI: EXCEL AT THREE THINGS

It’s a rare moment, where excellence instead of tools or technology or price can set you apart in such a lasting way. If you decide to capture the moment and make excellence your partner in success, you can start by developing a wholehearted client experience in three ways:

  1. Focus on being present. Let empathy, not systems guide your manner of increasing value with clients. Your attention is the rarest commodity today.
  2. Develop a habit of thinking ahead. Practice chess not tennis, where your actions are focused on the end goal, not merely a compensated service request.
  3. Act with heartfelt intention, such that the time together with clients becomes unforgettable, more than delivering the goods specified in a contract.

Delivering excellence like this means developing a way of acting and being with others that cannot be copied, and therefore cannot be commoditized by others.

Just as your invaluable proposition by your personality and core values, your excellence can only be experienced at the moment, heart-to-heart, in flow with someone who matters.

EXCELLENCE BECOMES PRICELESS

Mastering the minor changes to business practices and contracts will be the easy part. Using the moment to raise the excellence of care will insulate your success against future consumer skepticism. Clients won’t compare it to anything else, past or present, because it’s not delivered by an artificial formulaonly a human interaction. Competitors can’t copycat it either, because excellence must be experienced, not packaged or price-reduced.

Best of all, your personal care will rise as well: Any lingering doubts about your worth, especially in novel buyer conversations, will fade as you become so focused on delivering unparalleled excellence that there’s no time for anxiety. As your excellence rises, it will become a magnet for something just as valuable:

Excellent clients — who wouldn’t dream of asking for more for less.

Let’s get excellent this summer!

—M

Remembering My Idol—Willie Mays 

By Gino Blefari

Good evening from the shores of Cabo San Lucas, where I’m soaking up the vibrant spirit and stunning vistas of Mexico. This week, I’ve experienced two intense emotions—pure happiness and joy, and another—profound sadness.

The happiness and joy is why I am here in Mexico—celebrating the wedding of a dear friend. The sadness came earlier this week when I learned about the passing of my idol, Willie Mays.

Read more: Remembering My Idol—Willie Mays 

The world-famous baseball player had such a big impact on me during my childhood, and now, during my adult life. His legacy and story taught me so much—to always be the hardest working player on the field, and to always maintain a child-like enthusiasm. 

As a tribute to Wille, I wanted to share two articles I have previously written. I hope that you enjoy them as much as I did writing them and that you cherish his story and the lessons he shared as much as I do. 

THOUGHTS ON LEADERSHIP: A TRIBUTE TO WILLIE MAYS

I have a list of 18 connecting questions that help strengthen team chemistry and allow us to know each other better. One of those questions is, “Who from your childhood had the biggest impact on you?” My answer is always my dad and my mom (naturally) but if I had to pick one other person it is my all-time favorite baseball player, Willie Mays. So, to celebrate Black History Month and highlight Black leaders, I’d like to share a little bit about my hero, Willie Mays.

He was born on May 6, 1931, in West Field, Alabama. His father had been a legendary semi-pro player and trained him to play baseball since before he could walk. Willie Mays first made his mark as a member of the Chattanooga Choo-Choos and later began his baseball career—still just a teenager—playing for the Birmingham Black Barons in 1948. He was only 19 years old when he signed with the New York Giants in 1951.

Willie Mays was the kind of ballplayer who could do everything. He could run, throw, hit with power and field. He had every tool of a five-star player. Here are a few incredible stats about his career: His lifetime batting average was .302. He played Major League Baseball for 22 seasons and was named to 24 All-Star games. MLB player Ted Williams once said, “They invented the All-Star Game for Willie Mays.”

Willie Mays was the very first player in the league to join the exclusive 30-30 Club—batters who achieved 30 home runs and 30 stolen bases in a single season. For eight years in a row, he drove in more than 100 runs and finished his career with 660 home runs. At the time of his retirement, he had hit more home runs than anyone except Hank Aaron and Babe Ruth. In the outfield, he recorded 7,095 putouts, the most in Major League history. According to the New York Yankees great Joe DiMaggio (Joltin’ Joe), Mays had the greatest throwing arm he had ever seen.

There’s one word to describe the way Willie Mays played the game of baseball: excitement. Anyone who saw him on the field felt it because he not only just played that well, it was so evident that he loved what he did more than anyone else. (He once said, “It was such a beautiful game that I just wanted to play it forever.”)

He was more “into” the game than any other player, too. A tremendously focused player every time he stepped on the field or up to bat.

Watching Willie Mays play, I’ll always remember the way he’d run the bases. First, a slam into the outfield and next, he’d skid around second base just like one of the Olympic skiers at the Winter Games but as he ran, you knew he was taking note of every little thing happening on the field. He was at once focused on the task in front of him and the entire game. His teammates and opponents would often comment just how much he knew about the game. MLB player Monte Irvin said, “I think anybody who saw him will tell you that Willie Mays was the greatest player who ever lived.”

Though he set many records, Willie Mays was not the first Black Major League ball player (1951). On April 15, 1947, Jackie Robinson broke decades of what was called the “color line” when he appeared on the field to play for the National League Brooklyn Dodgers.

Even if he wasn’t first, and despite the overwhelming admiration people had for his abilities, work ethic and talent, there were still many obstacles to overcome. Here’s a quote from author George Will that perfectly sums up the scenario:

Willie Mays was not the first black ballplayer, but he had his own barrier to break through—a kind of gentle, good-natured racism, but racism, nonetheless. If you remember when he came up, people would say, “Oh, what an instinctive ballplayer he is. What a natural ballplayer he is. What childlike enthusiasm he has!” Well, thirty years on, we can hear with our better-trained ears, the racism in that. [Was Mays] wonderfully gifted? Yes. Great natural ballplayer? Yes. But nobody—nobody—got to the major leagues on natural gifts without an awful lot of refining work.

He was an instinctive ballplayer, but he was also a tremendously smart ballplayer. As a rookie, he’d get to second base, watch two batters go up to the plate, and he’d go back to the dugout, having stolen the signs and decoded the sequence. He’d know the indicator signs from the other signs. Natural ballplayer? Sure. Hardest-working ballplayer you ever saw.

You know in football there’s an iconic play from Dwight Clark called “The Catch”? Well in baseball, there’s an iconic play with Willie Mays called “The Catch.” Let me set the stage for you on that. I was not born yet but I have watched it hundreds of times …

On Sept. 29, 1954, Willie Mays of the New York Giants was facing the Cleveland Indians. It was the World Series, and it was being played at the Polo Grounds in Upper Manhattan. What happened during that epic day is something baseball fans memorialize and will never, ever forget.

It’s the top of the 8th and Cleveland is up. The score is tied 2-2. Don Little, pitching from the stretch, Vic Wertz leans in, Willie Mays waits in center.

Here’s a transcript of the call from Russ Hodges in 1954 of “The Catch”:

There’s a long drive, way back in center field, way back … back … back … it’s … it’s … (he’s about to say off the wall but instead he says …) it’s CAUGHT! Willie Mays just brought the crowd to its feet with a catch, which must have been an optical illusion to many people.

Here’s what Bob Costas said about the Catch:

“It was more than just a great catch; it was a catch that no one had even seen before. When that ball left Wertz’ bat, and this is one of the great things about baseball. A ball’s hit into the gap. How good is the outfielder’s arm? Where is the cutoff man? A quick look and a glance, the runners between first and second, how fast is that runner? How many outs? Should he try for third? Is his history that he’s daring? Will he try for third? What is the third base coach doing?”

It was all overwhelming, but Willie Mays took it in within the span of a few seconds to understand his best possible outcome in this difficult scenario – and did it flawlessly countless times. Here’s how Bob Costas described the Catch:

When the ball left Wertz’ bat, in the massive Polo Grounds, where it was headed, where Mays was standing, there was only one possibility. Could he get to it before it was an inside the park home run? Could he hold it to a triple? Catching it was out of the question and Willie Mays turned and ran to a place, where no one could go to get that ball, starting where he started with the ball hit as it was hit. So, it was more than just a great acrobatic play, it was a play that until that point was outside the realm of possibility in baseball.

And here’s a little-known piece of trivia about that day: In the 8th inning, they brought in the left-hander Don Little to pitch to left-hand-batting Vic Wertz. Little relieved Sal Maglie and was sent in to pitch to one batter only: Wertz. As the story goes, Wertz hits the ball over 450 feet and Mays makes the Catch. Right-hander Marv Grissom is then waved in by manager Leo Durocher. Don Little hands the ball to Grissom and says straight-faced but in a moment of humor, “Well, I got my man.” Later in the game, Mays hit a triple to the exact same spot where he caught Wertz’ long drive and a teammate said, “The only player that could have caught it, hit it.”

A few years back I got Dwight Clark and Willie Mays together to commemorate “The Catch” and “The Catch.” It was a celebration of what in my opinion is the greatest catch in football and the greatest catch in baseball by my two all-time favorite players.

So, what’s the message? Well, here’s the message: We can all learn from Willie Mays to have a greater understanding of whatever our business is, always be the hardest working player on the field and always maintain that child-like enthusiasm. Thank you, Willie. 

THOUGHTS ON LEADERSHIP: WILLIE AND BILLY (AN UNEXPECTED STORY YOU’LL WANT TO READ)

Whenever I write these posts, I always receive incredible replies but when the last post about Willie Mays, written in celebration of Black History Month, was sent into the world, I received a response from William “Billy” Knox at Berkshire Hathaway HomeServices California Properties that I just had to share.

It was June 1961. A 10-year-old Billy was staying at his neighbor’s house, five blocks down from his own.

“Cmon,” Billy said to his friend, Bobby. “Let’s get Willie’s autograph.”

He was of course, referring to the great Willie Mays, who just so happened to be temporarily staying at a home nearby while his custom-built mansion in Atherton—a small town in San Mateo County, California—was being built.

What happened next? Billy and Bobby decided it would be totally fine (and absolutely fun) to ring the doorbell of a temporary home belonging to a living legend, so they did it.

“We were just two kids going to the Giants game the next day,” Billy writes.

Willie’s wife, Marguerite, answered the door—in amazing $500 gold shoes—and said Willie wasn’t home but that the boys could come back tomorrow for an autograph.

“And you bet we did,” Billy says.

At 9 a.m. the next day, Billy and Bobby waited as patiently as two young kids about to meet their hero could, on the stoop of the Mays’ home for the now-promised autograph. Finally, Willie emerged, dressed in a yellow cardigan and brown slacks, sauntering with characteristic cool toward his lime-green Cadillac convertible. (“The one with those famous fins,” Billy describes.)

Sensing his opening, Billy asks for the autograph with more casual reserve than you’d expect from a 10-year-old baseball enthusiast and Willie agrees. The two boys follow him—“like puppies”—to his car when, as Billy explains, “a bolt of chutzpah hit me.”

He told Willie they had tickets to the game that day and wondered if he could give them a ride. Could you even imagine? Two children arriving at the Giants game in the Caddy of the team’s star player and arguably, the best player to ever set foot on the baseball field?

“Hop in the front, guys,” Willie says in a dreams-really-do-come-true moment for the two young fans.

But as soon as the boys got into the car, they realized they were missing a crucial element to the game: their tickets.

Willie asked where they lived and with the calm of an outfielder waiting to catch a long drive way back in center field, he drove the boys to Bobby’s house to retrieve the tickets.

Here’s how Billy describes what happened next: “Then the greatest hitter in the history of the game left his motor idling and waited patiently while we tore up the stairs to Bobby’s room to retrieve the tickets.”

So, they get the tickets and return to Willie’s car, this time traveling just one block before more trouble brews in the inning.

They forgot their lunch.

Without cell phones to instantly get in touch, they were worried their families would think something happened to them. (And would probably never guess they were simply riding in the lime-green Cadillac of Willie Mays to see him play that day.)

Willie goes back (again) and Billy writes: “To this day, I can still see my mom standing at our dining room picture window with her hands on her hips, mouth ajar, as the white top convertible sped off.”

What. A. Play.

But the inning wasn’t over yet. Bobby and Billy had planned to meet Billy’s 13-year-old brother and his friend at the game. When they all convened in their section, Billy told them Willie Mays drove them to Candlestick Park. Of course, the boys were skeptical— Who wouldn’t be?—but Billy had a plan. After the game ended, the baseball crew went to the lot where Willie was standing, ready to depart after yet another epic day of baseball. Willie Mays spotted Billy and pointed to his car. So, of course the boys did the next logical thing any baseball fan would do: They got into the back seat and told Billy’s brother and his friend to crouch down low, hidden from sight.

When Willie got into his car, he spotted the extra boys and asked who they were. Billy said, “Uh, uh, um, Willie, these are my brothers, and they were at the game and uh, we’re going back to my house. You wouldn’t mind giving them a ride too, would you?”

What could Willie say?

And that’s the story of how four 10- and 13-year-old boys from Northern California spent a day with Willie Mays. Says Billy: “One of my fondest memories of that ride home was viewing my brother’s friend, slipping his youthful hand into Willie’s legendary glove as it lay perched on the edge of the back seat.”

So, what’s the message? In this case, it’s that if you find yourself like William “Billy” Knox did, living a few doors down from your childhood hero, always ask him for a ride.

The Art and Power of Journaling: A Legacy in Words

By Gino Blefari

This week, as I settled into the familiar comforts of my home office, I began Monday with my usual WIG calls. In anticipation of the week ahead, I spent Sunday afternoon clearing my email inbox, which naturally led me to reflect and write in my journal about my objectives for Monday and beyond—a practice that not only organizes my thoughts but also ensures that I start my week with clarity and purpose.

This habit of jotting down my plans and reflections was inspired back in 1991, when I attended a Jim Rohn conference. There, I was introduced to the transformative practice of journaling, and I have maintained journals ever since. In our fast-paced world, the act of journaling offers a unique blend of personal reflection, professional growth, and creative expression. The benefits of keeping a journal are both immediate and enduring, impacting not only our daily productivity but also leaving a valuable legacy for future generations.

Read more: The Art and Power of Journaling: A Legacy in Words

Professional Clarity Through Journaling

Journaling in a professional context can significantly enhance decision-making and focus. When we write down our goals, intentions, and daily tasks, we crystallize our thoughts and outline a clear path forward. Leadership expert Robin Sharma highlights the importance of clarity in achieving mastery. By asking oneself pivotal questions like, “What must happen today for this to be a day well-lived?” we elevate our daily productivity and direct our energies towards meaningful actions. Journaling aids in this process by serving as a tangible record of our commitments and achievements, fostering a disciplined approach to our professional lives.

Boosting Willpower and Promise-Keeping

The practice of writing in a journal also reinforces accountability and willpower. Each entry acts as a pledge to oneself, a reminder of the promises made and the standards set. Whether it’s reflecting on a successful negotiation or strategizing over a complex project, the act of jotting down these moments enhances our ability to keep these promises to ourselves and others. Additionally, journaling helps you capture those sudden ‘aha!’ moments, making sure your best ideas are saved and looked at again later.

Personal and Creative Exploration

Transitioning from professional benefits to personal enrichment, journaling offers a sanctuary for our thoughts and feelings. It allows us to document life’s magical moments—a beautiful meal, a breathtaking sunset, or heartfelt conversations. These entries serve as a double joy: first in experience and again in reflection. Positive psychologist Sonia Lubomirski has found that happiness is less about external circumstances and more about active gratitude. A journal can be a powerful tool in cultivating this mindset, turning everyday observations into a wellspring of joy and appreciation.

Jim Rohn, a mentor to many successful individuals, famously encouraged the practice of keeping a journal, not just as a record but as a dialogue with oneself about one’s progress and perspectives. It is in these pages that we can ruminate on our deepest thoughts, celebrate our successes, and navigate our failures with grace.

A Treasure for Tomorrow

Beyond personal fulfillment, journals act as a lasting testament to the life we lead, a treasure trove for future generations. Imagine the value of a well-maintained journal, filled not only with professional insights but also with personal stories and creative expressions. It’s a holistic portrait of who we are: our thoughts, our successes, and our lessons learned.

As Rohn advised, invest in a quality journal. It challenges us to create content that is worth more than the paper it’s written on. This is not just about recording life but about enriching it, making every word count, every memory preserved not just for oneself but for those who follow.

The Power of a Simple Habit

In conclusion, the practice of journaling is more than just a habit—it’s a powerful tool for self-improvement, a canvas for creativity, and a legacy in the making. Whether through a bullet journal, a photo journal, or a digital diary, the act of writing enriches your life and equips you to handle both the triumphs and trials with equanimity and insight.

So, what’s the message? As you embark on this journaling journey, remember that each page turned is a step towards a more mindful, grateful, and intentional life. It’s an invitation to explore, reflect, and ultimately, leave a part of yourself for others to cherish. Start journaling today; it’s not just an act of self-expression but an act of self-preservation and legacy-building.

The Legacy of Stonewall—Lessons in Courage and Unity

By Gino Blefari

This week, from the familiar setting of my home office, where I began Monday with my usual WIG calls, I delve into this week’s “Thoughts on Leadership,” dedicated to Pride Month. This time is globally recognized for its critical role in promoting diversity, equity, and inclusion (DEI), values that are at the heart of transformative leadership.

Championing diversity isn’t just about speaking up for equity, equality, and inclusion—it’s also about listening, giving a platform to transformative leaders, and supporting messages that drive us toward a more inclusive future.

Read more: The Legacy of Stonewall—Lessons in Courage and Unity

Pride Month not only celebrates the LGBTQ+ community but also elevates awareness of their rights, while honoring the significant contributions that lesbian, gay, bisexual, transgender, and queer individuals have made throughout history—locally, nationally, and internationally. As we engage in these celebrations, our commitment should also extend towards continuous learning, support, and collaboration to shape a more inclusive future for everyone. It’s in this spirit of reflection and aspiration that we delve into the historical significance of the Stonewall Riots of June 1969, which are frequently recognized as a pivotal catalyst for the LGBTQ+ rights movement.

These events, occurring at New York City’s Stonewall Inn, marked a turning point, signaling a shift from silence to activism within the LGBTQ+ community. This uprising not only challenged societal norms but also ignited a global movement to fight for equality and justice. Here are five leadership lessons we can draw from the Stonewall Riots:

  1. Courage in the Face of Adversity: The participants of the Stonewall Riots demonstrated immense courage by standing up against systemic oppression. This teaches us the importance of bravery when confronting injustices, even if it means challenging the status quo.
  2. Unity is Strength: The riots were a collective action that showcased the power of unity. Diverse members of the LGBTQ+ community came together with a common goal, highlighting how solidarity can amplify voices and foster change.
  3. Persistence Pays Off: The aftermath of Stonewall was not immediate change, but a gradual process that spurred the formation of advocacy groups and further activism. The persistence of these early activists reminds leaders that change often requires sustained effort over time.
  4. The Power of Visibility: Stonewall helped bring LGBTQ+ issues to the forefront of social consciousness, proving that visibility can be a powerful tool for social change. Leaders learn that by stepping into the light, they can challenge misconceptions and advocate for underrepresented communities.
  5. Embracing Diversity: The riots underscored the diversity within the LGBTQ+ community itself, teaching that embracing a range of perspectives can strengthen a movement. Effective leadership involves acknowledging and valuing diverse experiences and views within any group.

So, what’s the message? As we honor Pride Month and recall the Stonewall Riots, we’re reminded that true leadership involves championing change and inclusivity. These events exemplify the importance of courage, unity, persistence, visibility, and diversity. Each lesson from Stonewall continues to inspire leaders to advance equity and inclusion in every community. Let’s carry forward the spirit of Stonewall by supporting and leading with inclusivity at the forefront of our actions.

REFLECTING ON MEMORIAL DAY

By Gino Blefari

This week, after settling back into my home office post-holiday weekend, I moved our usual Monday WIG calls to Tuesday morning. Adjusting our schedule after a three-day weekend is key to keeping our leadership team’s momentum alive and preventing the disruptive whirlwind that often follows a missed week.

This morning, I had the enriching opportunity to discuss recruiting and retention—or as Allan Dalton puts it, ‘Selection and Development’—with the talented leadership team at Berkshire Hathaway HomeServices Florida Realty. Our conversation centered on the fundamental pillars of company culture, relationships, coaching, and commitment. Additionally, I shared insights from 15 of HomeServices of America’s top recruiters.

Read more: REFLECTING ON MEMORIAL DAY

While reflecting on the Memorial Day holiday, a time for remembrance and reverence, I am compelled to share a story that deeply moved me. It’s a tale that isn’t mine but one that resonates with the themes of leadership and sacrifice.

Recently, I revisited a powerful talk from TED 2016, where Wes Moore, a former U.S. Army captain and paratrooper, presented on “How to Talk to Veterans about the War.” Moore’s journey is compelling; he was not initially drawn to the military out of a desire for combat but was enrolled in military school by his mother to curb his youthful indiscipline.

It was at military school that Moore discovered he was “part of something bigger, part of a team,” and began to truly understand the essence of leadership. His military friends eventually deployed to obscure corners of the globe, while Moore himself studied at Oxford University, absorbing history from textbooks as his friends wrote it with their lives. This contrast deeply affected him, and after completing a Master of Letters in International Relations, Moore served in Afghanistan. His return home was marked by a challenging reintegration into civilian life, a theme he candidly addresses in his talk.

Moore expressed that while the common phrase “thank you for your service” is appreciated, it often feels insufficient for veterans. Instead, they desire to be truly heard. He highlighted that for many returning soldiers, the battle lingers in their minds and memories, making it difficult to regain a sense of normalcy.

The real takeaway from Moore’s message is that while it’s important to thank veterans, we must also listen to their stories and ensure they feel genuinely understood. On Memorial Day and every day, let us remain committed to honoring not only those who have returned but also to remembering those who have not. Their tales of bravery and ultimate sacrifice continue to shape our understanding of courage and leadership. So, what’s the message? let’s ensure our gratitude towards veterans transcends mere words, allowing us to grasp the depth of their experiences and the sacrifices made in the name of service and leadership.

The Essential Role of Sleep in Leadership and Success

By Gino Blefari

This week finds me once again in the familiar setting of my home office, where I began Monday with my usual WIG calls. As we steadily approach Memorial Day weekend—a time for reflection and rejuvenation—it’s fitting to discuss a fundamental aspect of our wellbeing: sleep. With the holiday providing a moment to pause and honor those who have served, it also reminds us of the need for restorative breaks in our demanding schedules. Let’s delve into why mastering the art of sleep is essential for sustaining our energy and enhancing our leadership.

Read more: The Essential Role of Sleep in Leadership and Success

In the high-stakes world of real estate, where clarity, courage, and stamina are indispensable, sleep is not merely a pause from our busy schedules; it’s a vital investment in our health and professional prowess. Vince Lombardi’s words, “Fatigue makes cowards of us all,” resonate deeply here. As I emphasize in my mindset routine talks covering the pillars of MEDS (Meditation, Exercise, Diet, and Sleep), today I want to focus on sleep, the keystone habit that catalyzes small wins and profound successes.

The benefits of profound sleep are supported by substantial scientific evidence. Sleep deprivation is now recognized as a leading factor in shortening life expectancy. It’s not a luxury but a necessity, forming the bedrock of a successful life. Research confirms that during sleep, our brains engage mechanisms that flush out toxins, repair stress-damaged brain cells, and efficiently integrate memories. This cleansing process enhances creativity, boosts productivity, refuels energy, and stabilizes emotions by managing the amygdala—the brain’s stress response center.

Ever noticed how trivial irritations escalate into major conflicts after a poor night’s sleep? Or how decisions made in a state of exhaustion seldom bear the fruit we hope for? I’d venture to say that a majority of our missteps are made when we’re tired. A splendid night’s sleep restores our perspective, enhancing our decision-making and interpersonal interactions.

Practical Tips for Quality Sleep

Here are some strategies that have worked wonders for me, and I believe they can transform your rest too:

  • Engage in Physical Activity: Evening walks have always been a staple in my routine. Remembering Kona, who loved our strolls and lived a joyful 14 years, keeps me inspired. Now, June, my spirited 2-year-old puppy, has taken up the baton. She ensures we’re both thoroughly exercised by bedtime, ready to sink into a deep, restorative sleep. These walks not only boost my physical activity but also connect me to joyful memories and present companionship.
  • Digital Detox Post-8 PM: Avoid screens to protect your melatonin production, crucial for rejuvenative sleep.
  • Establish a Pre-Sleep Routine: My evenings are dedicated to unwinding with calming activities like reflecting on the day’s small wins. While at home, I keep my nights tranquil, but when traveling, I treat myself to a relaxing bath. I always request a room with a tub to ensure I can maintain this simple part of my routine, helping me avoid anxiety-inducing stimuli and ensuring a restful sleep.
  • Prepare for the Next Day: Organize your environment and lay out your exercise gear for the morning. A clear space promotes a clear mind.
  • Optimize Your Sleep Environment: Keep your bedroom cool, free from tech distractions. Consider a white noise machine to block out disruptive city sounds.

Incorporating these practices doesn’t just improve sleep; it elevates our ability to lead, sell, and thrive. This week, I challenge you to embrace these habits and observe the transformation in your professional and personal life.

So, what’s the message? Sleep is a powerful tool that boosts our mental, emotional, and physical health. It sharpens our decision-making and stabilizes our emotions. For leaders, prioritizing sleep is crucial—it’s an investment in ourselves that pays dividends across our professional and personal lives.

The Power of Small Wins in Leadership

By Gino Blefari

This week finds me once again in the familiar setting of my home office, where I began Monday with my usual WIG calls, continuing the tradition of starting my week focused and connected.

These regular WIG calls, simple as they may seem, are much like the ‘small wins’ highlighted in leadership studies. Each call, a small victory in itself, contributes to the larger framework of our organizational success, illustrating how minor accomplishments can lead to significant outcomes.

Read more: The Power of Small Wins in Leadership

In the vast expanse of academic literature, there’s a concept that resonates deeply with the principles of effective leadership—the “small win.” These are precisely what they sound like: minor victories that set the stage for broader, transformative changes. Research robustly supports that small wins, though seemingly modest, wield an influence far greater than the sum of their parts. They are the steady application of a small advantage that catalyzes a series of further victories.

Leadership Lesson #1: Focus on the Process, Not Just the Goal The journey to significant achievement often starts with small, consistent steps. The construction of the great pyramid provides a poignant example of this. It was built by laying one stone at a time, not with the entire structure in mind but with each individual action focused on correctly placing that one stone. This method teaches us a critical leadership lesson: the true power lies in focusing on the process rather than fixating solely on the goal. By paying attention to the process, every small action becomes a part of a larger narrative of success. Please take a moment to reflect on this point. It’s not just about reaching the pinnacle but about valuing each step that takes you there.

Leadership Lesson #2: Cultivate Patience and Steadiness We live in a time where instant gratification is often sought after, yet the magic of leadership lies in patience and the wonder of tiny triumphs. The daily disciplines that might seem trivial are what build up to grand achievements over time. This calls for a leadership style that values steadiness and the consistent effort of small actions, reinforcing the second lesson: the importance of patience and persistence in achieving long-term success.

Leadership Lesson #3: Commitment to the Journey True leadership is measured not by the culmination of efforts in grand achievements but by the depth of commitment to the ongoing journey. It’s about making daily progress toward your highest ideals and staying true to the path you’ve committed to. This approach to leadership celebrates the process itself as the real victory, not just the end result, which is merely the icing on the cake.

Reflect on the wisdom of Robert Louis Stevenson, who advised not to judge each day by the harvest you reap but by the seeds you plant. Equally important, consider the words of author Dale Carnegie, who observed that “any fool can criticize, condemn, and complain—and most fools do.” These reflections underscore the value of focusing on constructive actions and the positive steps we take daily, rather than dwelling on criticism or setbacks.

So, what’s the message? If we adopt the mindset that every small step is a part of a larger journey, we transform our approach to leadership and life. Just as the great pyramid was built one block at a time, effective leadership is built on the foundation of daily, small wins. These wins, though minor, are the building blocks that lead to significant achievements.

Embrace the small wins, for they compound into monumental victories over time. Your commitment to this steady, patient approach will not only lead to success but also define the kind of leader you are.



 



Honoring the Leadership Journey of Motherhood: A Compassionate Salute to All Mothers

By Gino Blefari

This week, my travels find me at home, where I began Monday with my typical WIG calls. Despite facing a challenging week, I remain optimistic, acknowledging that the professional landscape is often marked by unpredictability, and each challenge presents a distinct opportunity for organizational growth and learning.

As we approach Mother’s Day this Sunday, I want to express my profound respect and admiration for all mothers—those who are planning to start families, those eagerly anticipating the arrival of their children, those who are navigating the early days of motherhood, and those who have years of experience. Each of these women demonstrates remarkable leadership qualities that we can all learn from.

Read more: Honoring the Leadership Journey of Motherhood: A Compassionate Salute to All Mothers

As a father, I’ve seen the strength and grace of motherhood up close, and it’s a source of continual admiration and inspiration. The patience and strategy required in managing a household, the endless compassion in caring for children, and the unyielding strength in facing parenting challenges—these are the hallmarks of true leadership.

This year, the theme of motherhood resonates on a personal level as I mark the first Mother’s Day without my mother, who passed at the age of 93. She taught me that leadership—much like motherhood—requires compassion, patience, and, above all, the courage to “Grow for it!” These lessons shape the way I view and approach leadership, both in my family and in broader contexts.

Motherhood is a lifelong commitment that molds resilience, fosters empathy, and demands adaptability—traits that are indispensable in leaders across all spheres. To every mother in every stage of this journey, we celebrate you this Mother’s Day not only for the roles you assume but for the inherent leadership you demonstrate daily. Motherhood is perhaps the most profound example of leadership, where joy, trials, and triumphs mingle with a boundless love that nurtures the next generation of leaders.

Moreover, the influence of a mother’s leadership extends beyond the confines of home. It reaches into our communities, schools, workplaces, and beyond, shaping society in ways that are often underestimated but always essential.

So, what’s the message? As we honor this special day, let us all, acknowledge the powerful leadership lessons bestowed upon us by the mothers in our lives. Grow through the challenges, grow in love, and continue to grow in spirit and wisdom.

To all the mothers—those with us and those watching over us—you are cherished and valued as the indispensable leaders you are. Happy Mother’s Day.

The Formula for Excellence: Insights from Top Performers

By Gino Blefari

This week, my travels find me at home on Monday morning conducting WIG calls with our CEO’s. On Monday afternoon I traveled to Orange County, CA for business meetings and to participate at the Mike Ferry West Coast Management Retreat.

As I reflect on the vibrant discussions at the Mike Ferry West Coast Management Retreat, I am continually inspired by the collective wisdom and energy of leaders striving for excellence. This annual retreat is a catalyst that recharges my commitment to growth and resilience. The insights gained here resonate deeply with the formula for success that distinguishes outstanding leaders. It is in these moments of collective learning and personal reflection that the essence of mastery begins to crystallize—where the fundamental principles of growth, repetition, mentors, and robust associations blend seamlessly to forge not only resilient leaders but also visionary architects of the future.

Read more: The Formula for Excellence: Insights from Top Performers

What distinguishes the most successful CEOs, Realtors, entrepreneurs, professional athletes, and leadership teams? If I were to distill their secret into a simple formula, here’s what it would look like:

Growth: The journey to excellence begins with a commitment to constant learning and refinement. The best in any field don’t just participate; they immerse themselves in their craft, gaining insights that elevate their performance beyond the average.

Repetition: Mastery requires more than just talent; it demands hard work. The adage “practice makes perfect” holds true, as repetition converts potential into unparalleled expertise.

Mentors: Behind every great achiever is a mentor who has guided them. These experienced individuals sharpen your focus, expedite your learning curve, and help you avoid pitfalls, saving you invaluable time.

Associations: You are the company you keep. Surrounding yourself with individuals who are leaders in their fields can significantly influence your energy, drive, and success. Their attributes—mastery, boldness, and an unmatched work ethic—can inspire and elevate your own aspirations.

Resilience: The path to success is fraught with challenges. Resilience is about transforming failures into stepping stones. The most successful individuals use setbacks as fuel to propel themselves forward.

Longevity: True success is measured over time. Consider Tom Brady, who played elite football well into his 40s, Mike Ferry as an elite real estate trainer, or Warren Buffet and Charlie Munger as elite investors, exemplifying how longevity can define a career. Staying longer in the game than what might seem reasonable or rational can lead to legendary status.

This approach to your professional life, where growth, repetition, mentorship, the right associations, resilience, and longevity converge, is not just about achieving success—it’s about becoming transformative in your field.

So, what’s the message? Reflect on these principles. Trust your instincts, ignore the naysayers, and continue refining your mastery. The rewards—joy, satisfaction, and the often unspoken treasures of excellence—are within reach. Embrace this journey, and let your dedication to your craft illuminate not only your path but also inspire those around you. Remember, fortune favors the RELENTLESS.

PENAM: The Architectural Forces Shaping You

By Gino Blefari

This week my travels find me at home, starting the week on Monday with my typical WIG calls. On Wednesday, while working from the Intero Cupertino, CA office, I sat down to write this post to you. 

Have you ever pondered the intricate forces that mold your identity and influence your capacity for leadership? The acronym PENAM serves as a roadmap to understanding these pivotal influences in our lives. Each letter represents a significant force that shapes our beliefs, behaviors, and ultimately, our leadership potential.

Read more: PENAM: The Architectural Forces Shaping You

P: Parents
Our foundational influence comes from our parents. They shape our earliest understanding of the world, often imparting their virtues alongside their flaws. A child’s mind is impressionable; it subconsciously adopts the outlook and predispositions of those who raise it. Whether it’s a scarcity mindset or a tragic view of life, these early lessons frequently set the stage for our lifelong beliefs. I can see it to this day in myself and within my two sisters.

E: Environment
The environment envelops us with its influences, subtly guiding our daily actions and decisions. From the media we consume to the spaces we inhabit, our environment can either elevate our spirit or drag it down. This continuous interaction significantly dictates our performance, outlook, and overall well-being. Hence, I try my best not to tune into the daily news.

N: Nation
The nation or the societal dynamics where we grow up also sculpt our worldview. Living in a stable, prosperous society can foster a sense of possibility and safety, whereas growing up amidst instability can instill resilience or a guarded outlook on life.

A: Associations
Our companions and peers play a crucial role in our development. The people we surround ourselves with can either inspire us to greatness or pull us into mediocrity. As the saying goes, you are the average of the five people you spend the most time with, making our associations a powerful influence on our life trajectory.

M: Media
In today’s digital age, media is a pervasive force in shaping our perceptions and ideals. Daily, we are bombarded with messages that define success, dictate values, and outline societal norms. This relentless stream of information can profoundly influence our self-image and life decisions.

Conclusion: Navigating Life with PENAM
Understanding the impact of these forces—Parents, Environment, Nation, Associations, and Media—gives us the clarity to navigate them more effectively. By actively choosing positive influences and fostering awareness of these factors, we can better steer our personal and professional growth. This insight not only enhances our leadership capabilities but also enriches our journey towards self-actualization.

So, what’s the message? In embracing the lessons of PENAM, we can transform challenges into steppingstones for success, paving the way for a fulfilled and impactful life.

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