Recap: Urban Land Institute (ULI) Women’s Leadership Initiative (WLI) Meeting – Judy Nitsch, Nitsch Engineering – The Value in Joining
The real estate industry is one founded on the art of the deal. And most business is done outside the walls of the office.
We can all be better at the art of networking and championing the efforts to join organizations. Judy Nitsch, Founding Principal of Nitsch Engineering, spoke to this at today’s WLI committee speaker series, emphasizing the value of memberships, joining organizations for professional, personal and charitable interests, and how networking impacts your career. To those in attendance and reading this post, the point was and is clear: joining organizations is a must in the real estate industry.
Below are the top five takeaways from Judy and her approach to success:
Top 5 Take Aways:
#1 Start Networking Now
People of all ages and all employees want to know “what’s in it for me?” Once part of an organization, it’s easy to see value if you and the organization are a good fit for one another. If you play a role in your office’s business development, it is imperative to be self-aware of which organizations will allow you to give back, market the firm, and make yourself more employable. The earlier you start networking, the larger your sphere of influence will be as your career progresses.
#2 Bring Your “A” Game
Know your value, and use it to bring value to the organization. Of the many nuggets Judy provided, she talked about the two categories in which people typically bring value:
Talent, Time and Treasury
Wisdom, Wealth and Work
Within each category, people typically add value via two of the three criteria. If you can add value via all three, you are a rock star, a rainmaker. Even bringing two of the three makes an impression on everyone in the room (usually your target prospects and clients).
Organizations are a great way to gain new clients if you choose the right ones. Showing you are able to take on a role translates to the way your firm does business and makes you more visible as a committee member or donor.
#3 The glass is 100% full – half is gas and the other half is water.
People give time and energy to things they like. In order to always see the glass as 100% full, join organizations you like and that are fun!
#4 Be a rainmaker and count on others
Every organization has finders, minders, and grinders. Finders go out and get new business, minders are managers of people and projects, and grinders are executing the day-to-day operations of the firm. By joining organizations, you can learn new information in your specialty and industry and meet new people. This is a great way to surface more business and ways you can work with people on your committees and in organizations.
Finders build the sales pipeline by adding opportunities to the top of the funnel, minders and grinders see the opportunity to fruition and execute on the work. The three work in harmony and learn from one another. You must understand where you can be successful, where you will make the biggest impact for yourself and your firm, and find an organization that helps you learn new things.
#5 The pathway to success is simple:
- Start immersing yourself in the organization
- Read their newsletter
- Attend the occasional meeting, determine if it is the right organization for you
- Write an article
- Join a committee
- Lead an initiative
- Chair a committee
- Speak or invite a client to speak
- Join the board
- Become President
- Advocate for the organization
Through all these, you realize personal and professional benefit.
Judy suggested reading “Rain Making and Creating Rainmakers,” by Ford Harding. As a final takeaway, Judy joked about the power of will and left us with these two quotes:
“80% of success is showing up” (Woody Allen)
“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” (Vince Lombardi)
At Nickerson, joining organizations and asserting a leadership role are among our core values and defining parts of our culture. We are encouraged to volunteer our time and hold leadership role for a charity of our choice. This has proven to be a successful model and we strive to be more involved in our professional and personal interests.. WLI is one of the many organizations we are a part of, and we encourage you to check out our “About” page to see where and how we spend our time http://nickersonpr.com/about/.