Jerry Siegel: A Blueprint for achievement: To succeed, the right attitudes and behaviors must prevail

In 2011, builders/developers, investors, owners, and brokers alike will continue to face significant challenges. Even with the economic recovery underway and capital markets and consumer confidence improving, there are still major residuals from the economic downturn not the least of which are the high level of maturing debt and the associated restrained level of bank lending. To achieve success now more than ever, the right attitudes and behaviors must prevail. Assuming and Cultivating a Can-Do Attitude It starts with believing you can succeed when everyone else is a naysayer. That's not easy to do, but it goes a long way in positioning an individual and/or organization to achieve. As an individual, developing an "abundance" mentality goes far beyond a positive attitude. It fuels positive energy and zaps negative energy. Some examples of how an abundance mentality manifests itself are, "The more I sell, the more there is to sell." "If I need money, I'll find the money." "If I need people, I'll find the people." To develop an abundance mentality, make a commitment to continuous growth by participating in educational, learning and development programs, while leveraging the support of synergistic groups whose members have similar interests and goals. Additionally, help others succeed through mentoring and volunteering activities. Optimize a can-do attitude by empowering employees. Empowered employees thrive in an environment that releases power, resources and responsibility to each team member. In doing so, employees are motivated and committed to make significant contributions, both individually and as part of self-directed work teams. Empower employees by asking for their ideas, turning over leadership of meetings, delegating training responsibilities, cross-training, implementing flextime policies, and surveying employees regularly for their feedback and suggestions. Many studies have reported that organizations with empowered employees realize important benefits, from increased rates of customer satisfaction and employee retention to enhanced market share, and higher corporate and shareholder wealth. Set and Write Down Goals A Harvard Business School survey found that goal setting or lack therein correlates directly to an individual's success. Of those surveyed, only 3% actually had written goals and specific implementation plan. The remaining: 10% had general goals, 60% behaved on a day-to-day basis, and 27% had no goals. Not surprisingly, the 3% enjoyed financial independence, while the 27% required financial assistance. The 3% with written goals and a specific plan also outperformed the 10% group (with general, non-written goals) at a ratio of 10 to 100 to 1 and had an average net worth 50 times greater than the 10%. The various reasons for not setting and recording goals can be overcome; from not recognizing the importance of this exercise or knowing how to set realistic goals, to fear of failure or failure to take responsibility. Through a guided process, everyone can establish specific, measurable and attainable goals with the related benefits in enhanced productivity, focus on priorities, communications, and personal and professional achievement. Listen Every great sales person is a great listener. This also holds true for successful executives, investors, property owners, builders/developers and contractors. These high achievers listen 80% and speak 20% of the time. They maintain eye contact and remain focused on what the other party is saying rather than thinking about what they will say next. It sounds cliché, but a good listener makes others feel valued and that in turn, creates a valued relationship in which existing business relationships can thrive and new ones can develop. While real estate fundamentals are improving, the recovery process will not happen overnight. During this period and beyond, real estate professionals in diverse sectors can be their own best advocate by following this simple blueprint for achievement. Jerry Siegel is president of JASB Management, Inc., Syosset, N.Y.