IJCRE Leadership: Always Speak with Purpose – Fearless Communication

Welcome back to Iconic Journey in CRE’s "A Year of Fearless Ethical Leadership" blog series. Our mission at Iconic Journey in CRE (IJCRE) is to empower commercial and multifamily real estate professionals to thrive, excel, and build meaningful connections. This series aims to equip you with the ethical powers and the fearless mindset necessary to navigate the dynamic Commercial Real Estate (CRE) landscape. This week, as part of our 'Power Through Character and Integrity' section, we delve into a crucial aspect of effective leadership: "Always Speak with Purpose – Fearless Communication".

The Essence of Fearless, Purposeful Communication

In a world where communication is constant, the quality and intent behind our words truly matter. "Always Speak with Purpose" means that every interaction, every conversation, and every message you convey should have a clear objective and be delivered with integrity and intentionality. This isn't about speaking more, but speaking effectively and authentically.

Drawing inspiration from The 50th Law, fearlessness in communication means overcoming the hesitation to speak truth, to clarify intentions, and to engage openly, even when it's uncomfortable. Fear, as The 50th Law highlights, can drain energy and momentum, lowering self-confidence. To communicate fearlessly is to actively confront this hold and find your inner strength.

Foundations of Fearless Communication

Robert Greene and 50 Cent's The 50th Law emphasizes overcoming fear to unlock potential and gain power. This mindset is fundamental to fearless and purposeful communication, as it equips you with the necessary mental and emotional fortitude:

• Intense Realism: Fearless communication requires seeing things for what they truly are, stripping away illusions and biases. This allows you to communicate with clarity and honesty, addressing challenges directly rather than sugarcoating or avoiding them. It means observing the world and acknowledging challenges without emotional clouding. As Liz Wainger advises, it’s not just about knowing your audience, but also "how they access the world" and "how they process" information.

• Connection: Fearless communication builds deep, genuine relationships and cultivates trust and loyalty through reliability, consistency, and transparency. It involves actively engaging with people, becoming vulnerable, and understanding your environment from the inside out. This deep understanding enables you to connect with your audience and make your communication more impactful. Herman Bulls highlights the difference between networking (which is transactional) and connecting, which involves doing something for others "without expectation of getting anything in return". This genuine connection builds powerful relationships and a strong network.

• Confidence and Action: Overcoming fear is crucial. A.J. Jackson suggests developing the confidence to "put your toe in the water" and "get in the arena," not being afraid of "sticking out a little bit". Bob Buchanan urges individuals to "Get in the ring" and "don't be afraid to get in the ring. And once you're in the ring, get back in the ring once you get thrown out". This mindset of persistence and learning from setbacks is vital for fearless engagement. Jessie Barter encourages, "Start now. Just do the thing," advocating for taking action and not waiting for things to happen.

  
  

Mastering the Art of Communication: Insights from Icons

The power of purposeful communication is consistently demonstrated by leading figures in the DC Area Real Estate industry. Their success often hinges on their ability to articulate vision, build rapport, and negotiate effectively.

• The Power of Listening: Effective communication is a two-way street. Sean Caldwell emphasizes the importance of being an attentive listener and suggests, "Listen well to what is not being said". Shekar Narasimhan distinguishes between listening and hearing, stating that "Listening requires mind, and hearing just requires your ear". Stefan Tucker advises to "Listen before talking" in negotiations, while Grant Ehat simply promotes "listening to others". Cameron Pratt agrees that listening is "as important as talking, if not more so".

• Clarity and Simplicity: Liz Wainger stresses that "Clarity of purpose" is paramount for any communication. If you don't understand why you're communicating, "the rest of it really doesn't matter". She also notes that "simplicity is absolutely key" because "when you confuse people, you lose them". Toby Millman's billboard message, "Just simplify," reinforces the value of clarity in both professional and personal life.

• Authenticity and Storytelling: Liz Wainger asserts that you "have to be able to tell a story, and it has to be authentic, and it has to be meaningful" and her mother taught her the importance of good writing and storytelling, which is crucial for bridging understanding between people. While Bruce Pascal uses AI tools like ChatGPT for drafting communications, he highlights the need to "add some personalizations" because people can "identify that's not really Bruce speaking". He still values "meeting the people and talking to people" as "old technology still works". 

• Strategic Engagement: In the words of Bill Hard, "When you have a conversation with someone you never know where it goes", illustrating that even casual exchanges, when approached with an underlying purpose and openness, can yield significant and unexpected results. Jeff Berkes advises young professionals to "meet and know as many people as you can" across different disciplines, as it's a "people business" and a broad network is important.

• Negotiation Tactics: Understanding the other party's perspective is critical in negotiations. Jeff Zell emphasizes the importance of non-verbal communication, preferring face-to-face negotiations to "look at how people are reacting" and "read them as opposed to understanding what they're saying per se". Stefan Tucker suggests, "Don’t yell, but get quieter" to maintain control and achieve the "end game".

Building Trust and Overcoming Challenges

Ultimately, speaking with purpose means not just conveying information, but shaping outcomes and building trust. Bruce Kirsch emphasizes that transparent financial modeling helps "create trust for your investors" and "for those who are lending to you," because "trust comes from doing things in a predictable manner, again, again, again and again, even if it's not pleasant".

Leaders acknowledge that challenges are inevitable, and how one communicates through them defines character. Chris Ballard emphasizes preparing for "moments where one doesn’t have a script". Liz Wainger advises anticipating difficult situations, such as bad news or deceit, and learning to "deescalate" and not take things personally. She recommends having a "story vault" to quickly retrieve anecdotes that can "illustrate or to buy you time" or "deflect an emotion".

The collective wisdom of these icons highlights that effective communication is vital, encompassing clarity, honesty, and alignment with organizational values. Active listening and taking the time to understand others' perspectives are paramount in fostering relationships and successful negotiations.

Conclusion

Fearless, purposeful communication is not merely a skill; it's a mindset rooted in self-awareness, courage, and a commitment to impact. By embracing the principles of "Always Speak with Purpose" and integrating the fearless approach inspired by The 50th Law, CRE professionals can accelerate their journey, build stronger connections, and drive meaningful growth. As I advocate "Be kind and don't stop believing in yourself". Iconic Journey in CRE is here to support you in developing this essential ethical power, helping you to lead with conviction and clarity.