I have seen the future and it is…GROWTH!  Without question, the need for our company to consistently produce double-digit revenue growth rates is here to stay.  We are asking team members from every level of the organization to get on board the sales train and in many cases spend significant time and money to improve their sales skills and relationship management skills.  We have made the investment in technology and have hired and retained the most talented professionals in the business.  We are clearly doing the right things to promote the spirit of growth in our industry.

  And yet, I meet with people from all over the country who are not yet satisfied they have reached their potential or are even moving closer to their goals.  Rather, they are tired, frustrated and suspicious about their future.  How can this be?  The answer is simply stated: It’s the culture!  Rather, it’s what is missing in the culture…Leadership.

  In my estimation, the greatest threat to our successful future and to corporate America is a significant vacuum of leadership.  The vast majority of firms focus only on what they do (provide financial services) and forget to pay any attention to who they are (a leadership organization) or what they stand for. It is vitally important to know the difference between these concepts.  Those firms who have made the decision to cultivate a culture of leadership (General Electric, The Home Depot, ServiceMaster, Avalon Legal Copy) have clearly reaped the rewards.  Creating a culture of leadership begets a culture of sales leadership, relationship management leadership, and so on. 

  When we develop into a leadership organization dedicated to providing comprehensive financial services to successful individuals, families and institutions, only then will we be on the path to realizing the true potential of our firm.

  The most fascinating part of this story is the paradox that exists between knowing what to do and doing what you know!  For example, take two minutes and make a written list of the characteristics or qualities that you believe describe great leaders.  Your list probably includes attributes such as vision, courage, honor, leads by example, honesty, passion, belief in possibility, and many others.  You know what leadership is.  Now comes “gut-check” time.  Are you a leader?  Are you doing what you know?  Would others describe you with similar characteristics?  Dr. Stephen Covey points out in his work that “leadership is a choice, not a position.”  What do you choose?

  There is a great deal of responsibility that comes with the conscious awareness that you must choose or decide to be a leader.  As we will see below, the alternative is to be a victim.  Again, what do you choose?

  So, where do we begin? I believe the following five principles, when consistently implemented with focus, discipline and intensity will make a dramatic difference in every firm.

   1.   Everyone is a leader, regardless of position, title or experience.  Each of us has the responsibility to set the example of behavior for others to follow.  What kind of example have you set? From the great leader, Mahatma Ghandi, we learn “you must be the change you wish to see in the world.”  Leaders are proactive.  Leadership is a choice.

   2.   Declare victory over your desired outcome, then work backward.  It is critically important for us to have a clear vision of where we are going, of where we see our firm in the future.  When we commit ourselves to that vision, we then develop a plan of attack or mission to achieve it.  Finally we develop values that describe how we will conduct ourselves along the way.  When we declare victory, we have decided we will achieve our desired outcome or vision.  When we decide, we cut off all other possibilities.  The outcome, therefore, is no longer in question.  This exercise is most valuable when the team develops the vision, mission and values.  That common bond creates a synergy and excitement that is evident in terms of feelings and results.

   3.   Serve the team before we serve ourselves.   We must conduct ourselves with the greater good of the team in mind.  Only in team victory do individuals truly prosper.  Focus on the higher purpose of your vision.  This is all about selfless service to the team.  We can serve our team by completely executing our activity or business plans and supporting those around us in completing their plans.  Furthermore, we can help the team keep their focus trained on the desired outcome and engage in enthusiastic, motivating, can-do behavior all the time.  One cannot serve the team with a pessimistic outlook and negative demeanor.

   4.   Never, ever, ever allow yourself to be a victim.  Victims are not responsible for their behavior or for the firm’s lack of success.  They do not like to be held accountable; they point fingers and place blame on others.  It is never their fault and their conduct is above reproach.  They represent a dark cloud in the room.  Leaders, on the other hand, believe they have a personal responsibility to contribute to the team’s success.  They place the firm ahead of themselves.  They like to be held responsible and accountable; they “own it”.  They conduct themselves with honor and character.  They are sought out for their energy, contribution, optimism, and enthusiasm.  They brighten the room.  They constantly seek opportunities to learn and grow.  Leadership is a choice…so is being a victim!

   5.   If it ain’t broke…break it and break it and break it again.  The status quo is not good enough!  Being mediocre or average or good is boring and is a recipe for failure.  We have an obligation to constantly and consistently challenge how we do what we do.  In so doing we accomplish one of two very desirable outcomes.  First, if we determine that a new method or approach will move us closer to our desired outcome more quickly, then we win.  Second, if we determine that the current process is valid and will help us achieve our goals, then we have confirmation and we win.  Simply accepting processes or procedures or business practices as they are, without challenge cannot consistently produce a win.  Breaking it always will.  Breaking it involves change.  We must learn to thrive on change and uncertainty for change is the very essence of life.  Breaking it also involves an element of self-renewal.  Leaders are curious about everything.  They are constantly learning, reading, growing.  They take care of their physical, mental and emotional health. 

  Take the time to learn these principles, take ownership of them.  Then, teach your team members, the next level up in the organizational chart, your friends and family. 

  When an organization is built upon a strong foundation or culture of leadership, all of the other initiatives and efforts the firm engages in (training, coaching, sales, relationship management) will then come together to provide the kind of growth and success we desire and are capable of achieving.  What do you choose?   

Bob Knowles is President of The Culture of Leadership, a firm specializing in Leadership Development, Motivational Speaking and Sales and Relationship Management training