Virginia Leadership Retreat - July 31,2010

1. Manager in the Middle Presented by Thomas L. Willis, PCAM Zalco Realty, Inc Association Bridge, LLC Virginia Leadership RetreatJuly 31, 2010

2. Introduction & Objectives Welcome to paradise!

3. Introduction & Objectives Successful navigation despite challenges

4. Introduction & Objectives Let a change of latitude free our minds to remember what we already know

5. Introduction & Objectives Get ourselves healthy & maintain it

6. Introduction & Objectives Benefit those we lead

7. Introduction & Objectives Cool Hand Luke

8. Introduction & Objectives Elevate!

9. Exactly Who & Where We Are- External reality Our clients The marketplace

10. Exactly Who & Where We Are- External reality Cool Hand Luke Lesson #1: “What we got here is… a failure to communicate.” Frances Hasselbein Lesson: If we are positioned correctly, we will be in the middle in a good way If we are positioned incorrectly we will be in the middle in a bad way

11. Exactly Who & Where We Are- Internal reality What do you really control? Are you in position to be in position? Are you part of the problem or part of the solution? No excuses. Cool Hand Luke Lesson #2 – “You got yo’ mind right, Luke?”

12. Exactly Who & Where We Are- Internal reality Fundamentals: Positioning & Desire

13. Exactly Who & Where We Are POSITIONING BY AUTHORITY Governing Documents Contractual Requirements Ethics Law Board Policies The Association is not your Mom…..

14. Exactly Who & Where We Are POSITIONING BY COMMUNICATION Like voting in Chicago Hit the cut-off man Recognizing time investments Resource Teacher Managing expectation Consistent message

15. Exactly Who & Where We Are POSITIONING BY KNOWLEDGE Know what you know, know what you don’t “I don’t know, but I’ll get back to you” Is continual learning in your business culture? Flowers and weeds Building your resource bank Providing resources for your people

16. Exactly Who & Where We Are POSITIONING BY ATTITUDE Is health part of your business culture? Paradox of human imperfection Everyone is self-employed Humility is a strength. Hubris is a slow death. Will Rogers and cats Embrace the paradox of personal value vs. irrelevance (because it is not about you).

17. Exactly Who & Where We Are POSITIONING BY PRINCIPLE Customer Service vs. Politics Ego vs. Principle Trust is earned True North & respect comes first Short term gain vs. long term value How are individual and organizational values aligned?

18. Exactly Who & Where We Are POSITIONING BY PRINCIPLE “If you set out to be liked, you would be prepared to compromise on anything at anytime, and you would achieve nothing.” – Margaret Thatcher “ A man who stands for nothing will fall for anything” – Malcolm X

19. Exactly Who & Where We Are THREATS TO POSITIONING Growing demands on attention – easy to lose focus Knowing what’s important – the experience factor Stress Fear Ignorance Lack of motivation & burn out WHAT ARE YOUR STRATEGIES?

20. Exactly Who & Where We Are Strengths Weaknesses Opportunities Threats

21. Rubber Meets Road PROOFS TO PERFORMANCE: Who has authority in this situation? What fundamental principles apply? Am I communicating proactively and thoroughly, including the principles that govern my position What does the successful result look like? (go from B to A) – helps you stay out of the weeds What are the long term ramifications? (gut check) Are emotions or ego coloring my perspective?

22. Rubber Meets Road BOTTOM LINE – TO SURVIVE AND THRIVE IN THE MIDDLE: Know yourself & be true Commit to highest principles of service & leadership Position yourself as a teacher and leader Enable/empower those who report to you to teach and lead Recognize time investments - this is almost always an opportunity THEN you can elevate when in the middle

23. Rubber Meets Road DISCIPLINE

24. Rubber Meets Road THE GOOD NEWS - IT’S WORTH IT Sound Fundamentals + Integrity + Knowledge Desire + Discipline + Guts = Excellence Choosing excellence = Market differentiation ESPECIALLY in the tough times when many will cave or sell out Personal and organizational branding

25. Back to the Real World What –ifs Applications Experiences Discussion War stories

27. The best managers are warriors at heart, and a warrior cannot be afraid to die. Thank you for choosing to be the best. The industry needs it. Your clients deserve it. Your people deserve it. Your organization deserves it. YOU deserve it.