In a compelling and thought-provoking presentation titled,
Using Emotional Intelligence to
Ignite People and Profits, Jonakan O’Steen, vice president of
organization and talent development for Chicago-based Equity Residential, underscored
the point that leadership and
relationship management com-petencies distinguish top real
estate professionals from real
estate “technicians.” And, further, that the higher one climbs,
the greater the need to focus
on managing people instead of
things.
Referencing studies showing
that 85 percent of the difference between star and average
performers is the result of a
higher EQ, or “Emotional Intelligence Quotient,” not a higher
IQ, or “Intelligence Quotient,”
O’Steen went on to make a solid
case for emotional intelligence
being the foundation for building better relationships with clients, tenants and employees.
“Better relationships lead to
more clients, more tenants and
more effective employees,” he
observed, “all of which contrib-
ute directly to the bottom line.”
What, specifically are the dif-
ferences between EQ and IQ?
O’Steen said that EQ is the way
you use personal and social
skills to work effectively with
others, and is made up of four
components: self awareness,
self management, social aware-
ness and relationship manage-
ment. IQ, on the other hand, is
the measure of what you know,
and, of particular significance,
IQs are fixed, whereas emotion-
al intelligence skills can be de-
veloped, refined and constantly
expanded.”
GOOD DECISIONS REQUIRE FOCUSING ON THE MOST RELEVANT
INFORMATION, ASKING THE RIGHT QUESTIONS AND SEPARATING
RELIABLE FACTS FROM FALSE ASSUMPTIONS—ALL OF WHICH ARE
ELEMENTS OF CRITICAL THINKING FOR CREATIVE PROBLEM SOLVINg. IN FACT, IREM MEMbERS RANk CRITICAL ThINkINg AS ONE OF
ThE TOP ThREE SkILLS ThEy NEED TO AChIEvE CAREER SuCCESS.
BAG OF TRICKS / TOOLKIT
