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Assuring Accountability

In working with a team, you need to create accountability through action. Progress is made faster when everyone is
on the same page and knows what is expected. Your wealth team will be more efficient if the measurable results of
any action are clear. It’s essential to set up tracking for any project or task you request from a wealth team member.
Remember, the more efficient you are, the better use you’ll make of everyone’s time—which will save you money.
Here’s a formula I’ve found that works. List:

1. The task to be completed
2. The time or date it will be completed
3. The people who will complete it
4. The person who will enforce the accountability for its completion

The last step is not to be skipped. To support your goals, and keep your team focused and on track, you need to
establish accountability partners. These partners will lend their support to assure that the mission is accomplished as
planned and scheduled. It’s a bit like a professional nag, only you take it better when they say, “I know you are
committed to finish project A, and the deadline is quickly approaching.” The accountability partner should then ask
you to share, step-by-step, the tasks you still need to complete, help you, if necessary, renegotiate with your team to
get the work done, and support and help you in any additional ways.
Accountability partners support; they do not blame. There should be no fall guys. In accountability partnerships,
the questioner’s main goal is to prompt and support the partner’s intention. It’s a type of internal review that keeps
team members focused and on track. When team players take an active interest in outcomes, it gives the people
doing the heavy lifting a support system.
As you move forward, you’re also going to need a lifeline for your psychology. Make sure someone you trust and
respect is on the other end of that phone.

A Good Leader and Team Player
A leader leads through inspiration. People like to work with people going places and are starved for the energy and
excitement that business was always meant to have. As a good leader, you want to fill your team with other leaders.
Again, this doesn’t mean your team will have a dozen chefs and no choppers. It means that the team will be
composed of strong characters who know how to play their position and play it well, to the benefit of the team and
themselves.
You do not manage a wealth team, you lead it. Select franchise and utility players who are self-managers. If you
have to micromanage you are defeating the purpose and wasting valuable time. All the players on your team should
be excited by your vision and energized by your pursuit. And since you will provide them with fair participation in
deals, or pay them well for their services, they will be eager to serve you in the best way possible.
Leadership breeds a cooperative, self-propelling team. If someone on your team seems overbearing or puts down
your vision, do what I do: trade up. It’s a waste of everyone’s time to keep people on board who are not on board.
It’s not fair to you or the other members of the team. There are several qualities of leadership that I believe to be the
thrust of a good wealth builder.

Intuition: Listening to the Room
Intuition is the one leadership quality we were all born with and which we somehow lost along the way. In order to
be an effective wealth builder, you’ve got to bring your intuition back home. Most of the time, you know you’re in
the ballpark, you can feel it in your gut, but you don’t have the courage to speak your convictions. When I want to
respond to the general vibe in the room, the thing that I know will make or break a deal, I use the phrasing “I sense
this.” It allows me to speak to what I’m hearing in the room. Because, really, that’s what intuition is—the highest
form of listening.
There are three levels of listening. Most people live at level one. Leaders need to live at level three. Level one
listeners listen to themselves, as well as the conditioning voices in their head and the mass of stimuli and
impressions blasting at them daily. I think 80 percent of the planet lives here, in this loud, chaotic place, constantly
reacting, busy, but unproductive. Level two listening is when you are captured contently in a conversation with