Q. How do you become a better listener?
The key is to be an active listener. You have to concentrate on listening. Look at your subject and focus on what they’re saying. Note body language. Put away your BlackBerry and close your computer or turn off the screen. I always try to get out of my chair — if I’m going to have a conversation with someone, I don’t want to have it across my desk. So I have a little conference table in my office and I get up and move to the table so we’re all on equal footing.
Sometimes you take notes so you won’t have to ask questions. Sometimes I sound like a psychologist — ‘How do you feel about that? How did that make you feel? I understand how you feel; others have felt that way in the past, but here’s what we found to solve that kind of problem.’
Q. How do you lead by example?
You can’t be afraid to do anyone’s job. Do the simple things. Clean up the conference room after a lunch meeting. Take phone calls at the receptionist’s desk if everyone is out or late coming in.
Don’t be afraid to join your workers in a tough situation. Be the best at most tasks you ask others to do. Anything you want your employees to do, you need to do it, too.
Q. Once you understand your employees, how do you empower them to succeed?
You give people the tools to succeed and then get out of their way. I’m not a taskmaster hovering over people. I trust them.
You need to keep track of what is important and tell employees what you expect. You want to see results. You have to somehow keep in touch with everybody to understand whether they’re doing well or not.
If they’re doing all the right things and they’re not getting the right results, then something’s wrong and you have to react to the symptoms.
Q. What is the benefit of being honest and open with your employees?
You can trust them. When I go away, I don’t have to have people baby-sit them. I hope when I give them a task to do that they know I’m not looking over their shoulder, so they feel pride.
How to reach: Transworld Business Brokers LLC, (954) 772-1122 or www.tworld.com