Start With a Win: Tools and Lessons to Create Personal and Business Success

By Adam Contos

Strengthen your leadership skills and achieve success at work and at home with advice from a proven business leader

In Start with a Win: Tools and Lessons to Create Personal and Business Success, CEO of RE/MAX Holdings Adam Contos delivers a powerful exploration of how leaders process information and lead boldly, especially (or even) during times of crisis. Packed with the practical lessons he learned as the leader of one of the most recognized real estate brands in the world, the book shows you how leaders recognize emotion, chaos, and fear and transform those negatives into opportunity.

Whether you lead a team of one—yourself—ten, or 10,000 and up, you'll also find actionable advice on:

• How to develop effective leadership skills by seeking out situations that require you to practice leading
• Avoiding the experience of becoming overwhelmed by relying on time-tested frameworks to organize your thinking during stressful situations
• Overcoming fear and self-doubt by recognizing that your doubts are only as powerful as you think they are

Perfect for executives, managers, and other business leaders, Start with a Win is an indispensable resource for entrepreneurs seeking to clarify and accomplish their goals.

• Language: English
• Publisher: Wiley
• Release date: Oct 12, 2021
• ISBN: 9781119807087

Book preview

START WITH A WIN

TOOLS AND LESSONS TO CREATE PERSONAL AND BUSINESS SUCCESS

ADAM CONTOS

Logo: Wiley

Copyright © 2022 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data is Available:

ISBN 9781119807070 (Hardback)

ISBN 9781119807094 (ePDF)

ISBN 9781119807087 (ePub)

Cover Design: Wiley

Cover Image: © Magic marker; © Ron Dale/Shutterstock, arrows/circles;

©TWINS DESIGN STUDIO/Shutterstock

To my wife and best friend, Kelly. I love you forever.

Introduction

Look in the mirror and make the conscious choice to say, I can. Congratulations. You're on the way to your first win.

Whatever you want to achieve in business and in life, the first step is believing in yourself. You choose to take control of your life—to succeed. That's not motivational-speak; that's real life. Wins begin with believing I can instead of embracing the excuses why you cannot.

I changed my own attitude and approach, and went from being a two-time college dropout to a street cop, deputy sheriff, SWAT team leader, and now CEO of a large multinational public holding company, the real estate industry giant RE/MAX.

A win isn't defined by dollars and cents or a destination; it's a journey—a series of experiences—that, done right, brings happiness along the way. No matter the business or the situation, a win simplified is a group of answers to these questions:

What is the challenge?

What is the necessary attitude to get started?

What action or actions are necessary to overcome the challenge?

Whoever you are, whatever your circumstances, whatever your business, each of us has the power to transform our lives and the lives of those around us. We can learn to lead and strive to win in all we do; or we can take the easy way—follow the herd, accept our circumstances, and never achieve our potential. Whether the goal is to improve relationships in business or in our personal lives, the choice is ours to make every day.

This isn't a book about the mechanics of buying and selling real estate. This is a playbook to help you learn how to lead—to lead yourself and lead others. In turn, that leadership creates business and opportunities to do business because people understand that leaders are problem-solvers who get things done and done right.

Each day is a new opportunity to either choose to win or opt to embrace fear and approach the day with I can't. Which viewpoint will you take?

Business is no different. With the onset of the pandemic and quarantine in early 2020, the real estate industry, like so many others, all but shut down. Transactions screeched to a halt. RE/MAX had two choices: do nothing and ride it out, or address the challenges and look for opportunities. We chose the latter. Many franchises and agents relied on artificial intelligence data to assess the marketplace and on virtual tours and video links to connect with clients. These leaders found a way to make it happen instead of sitting on the sidelines and watching their businesses fall apart.

In these pages, I'll share with you the playbook to create your own wins. You'll learn the fundamentals and actions required to gain the necessary skills and confidence to transform your life. I'll share stories with practical applications and suggestions on how you, too, can start with a win.

Life is a series of missions—experiences and interactions—that shape who we are and how we respond to situations and people. Whether positive experiences or learnings (the not so positive experiences), missions lay the framework for the playbook of life. Every mission matters; it's an opportunity to learn and grow. When we think about a mission's specifics, we are psychologically training ourselves in how to respond to a similar situation in the future. Within each mission we take actions, which are the solutions to the challenges. Those solutions become part of our playbook of life.

This book will help you learn why dealing with your emotions—especially fear—often sets the playing field for a mission win or not. I'll share how every interaction and every mission is a learning experience. I spent two years on the streets of metropolitan Denver, Colorado, as an undercover narcotics cop buying drugs and perfecting my marketing skills. Those missions amounted to my own sales and marketing class, which I refer to as Narc Marketing 101—some of the best sales training possible.

Start With a Win will also help you better understand the importance of sharing your knowledge and allowing others to share their wisdom with you. As an off-duty deputy sheriff working a side job, I met my business mentor in the middle of the night on a golf course under construction at the base of the Colorado mountains. He helped me understand step by step how to be a great business leader. I'll share that same knowledge with you. Each chapter will include insights as well as personal stories and takeaways you can use in the quest for your own wins.

Don't let anyone tell you, You can't. You can! Now let's head out on your journey.

PART I

IT'S YOUR CHOICE

CHAPTER 1

Attitude: You Can!

A rut is nothing more than a shallow grave.¹

Look in the mirror and make the decision to say, I can. Congratulations, you're on your way to win No. 1.

Whatever you want to accomplish in life, no matter the naysayers or the doubters, the roadblocks or the fears, the uncertainties or the challenges, the first step to achievement is believing in yourself. In business and your personal life, you make the conscious choice to win—to succeed—every day. It's the decision to commit to taking control of your life and your happiness.

That's not motivational-speak; it's the truth from a real-ologist. Your success depends on believing the I can instead of coming up with excuses to justify the I don't have to.

I know; I changed my own attitude and approach and went from being a street cop in a sleepy suburb of Denver, Colorado, to being a deputy sheriff, SWAT tactical commander, and now CEO of a large multinational public holding company, the real estate industry giant RE/MAX.

The first step to a win is to make your latest excuse your last one.

UNDERSTANDING A WIN

A win isn't defined by dollars and cents or a destination; it's a journey—a series of missions or experiences—that, done right, bring happiness along the way. No matter the business or the situation, a win is simply a set of answers to these questions:

What is the challenge?

What is the necessary attitude to get started?

What action or actions are necessary to overcome the challenge?

Whoever you are and whatever your business or circumstances, you have the power to transform your life and the lives of those around you. Each of us can choose to lead by overcoming challenges, creating solutions that help others, and then turning those solutions into consistent actions. The framework is the same whether the challenge is to win a football game, close a sale, or build a business. Leaders create a plan, include great people, turn the plan into actionable steps, and influence the execution of the plan. Leaders create opportunities and grow businesses, too, because other people recognize leaders who solve problems and get things done.

A win really is that simple—challenge, attitude, actions. So often we complicate winning and make it overwhelming. Instead, step back and understand the simplicity. We can win, and you can, too.

Lack of action = lack of results (always)

We can learn to lead and strive to win in all we do, or we can take the easy way—follow the herd, accept our circumstances, and never achieve our potential. The choice is ours.

There are two types of people who will tell you that you cannot make a difference in this world: those who are afraid to try and those who are afraid you will succeed.

—Ray Goforth, executive director of the Society of Professional Engineering Employees in Aerospace

Your Opportunities

Every day is a new opportunity, a new choice to start again. Faced with challenges, you can choose to turn that day into a win. Or you can opt to excuse yourself, embrace fear, and think instead, I can't, no way, but, impossible. Of note: The word but is the beginning of a rationalized excuse. Don't use it.

Go for the Win

It's like the bison and the cow. Bison instinctively know that charging into a storm gets them through and out of the weather more quickly, while cows turn away and drift with the wind, sometimes dying in the process.²

In business it's no different. Think positively, embrace your inner bison, and head into the storm—face the problem head on and go for the win. The true test of leadership—your own and others’—is how you respond when you get punched in the face. Do you step up, stay present, deploy kindness and gratitude, and face the challenges with confidence and transparency? Or do you hide?

THE WINNING APPROACH

In the face of a challenge, winners:

Step up.

Stay present.

Deploy kindness and gratitude.

Face the challenges with confidence and transparency.

MAKING THE RIGHT CHOICE

With the onset of the COVID-19 pandemic in early 2020, many companies questioned their survivability. The real estate industry came to a grinding halt. We couldn't physically go into other people's homes; transactions stopped abruptly. Some homebuyers in the middle of the purchase process even found themselves homeless.

But the lockdown presented new opportunity for those people, companies, and leaders willing to dig deeply into the challenges and find ways to progress, accelerate, and adapt. RE/MAX recognized that our business had taken on a life-essential urgency for some people. We had two choices: do nothing or devise new ways to address the roadblocks, take action, and overcome the problems.

We locked our physical doors and went virtual March 13, 2020. Our executive team's first virtual meetings were scary—all gloom and doom because we knew our cash would last less than a year. We also recognized that, as a public company, we had to maintain value for our shareholders and keep our franchisees’ companies solvent.

We resolved to refocus our leadership and solve the problems because hundreds of thousands of people were looking to us for solutions. Among the questions we faced:

How do we reopen for business when we can no longer follow our usual procedures?

How do we reconnect with our customers when their new mindset is closed for business?

How do we manage a public company's budget when cash flow stops?

The fear and stress facing our leadership team—and so many tens of thousands of other companies—turned into action as we explored our opportunities. After all, when faced with challenges, leaders create opportunities. We stepped up and provided answers for our company, our franchisees, our shareholders, and ourselves.

LEADERS LEAD

Leading is not only about making decisions and taking actions; it's also about creating positive motion—physical, emotional, and professional—in the lives of others.

E-CONNECTIONS

As the franchisor and holding company, we turned to virtual connections. We offered guidance and technical assistance, video tutorials and training, and step-by-step suggestions for how to address remote sales and marketing. Most importantly, though, we were present and ready to help.

Our franchisees quickly adapted with us because we were all aligned through our culture of a business that builds businesses—even in challenging times. Leveraging our great relationships, we headed into the storm together and pursued opportunities. We all moved quickly. Many of our franchisees and agents turned to the artificial intelligence (AI) data we provided to assess the marketplace. They then used virtual tours and video connections to work with clients, and all with COVID-safe protocols in mind.

Despite the complexities in what at the time was uncharted territory, we sought and embraced the opportunities and came away with a big win, helping plenty of people in the process. Despite advice from many to do so, RE/MAX didn't lay off anyone in 2020. In fact, we saw opportunities and acquired two new companies: Gadbery Group, a geospatial data provider, and Wemlo, a loan processor. The year 2020 was one of our company's best because we consciously chose to assess the situation, face the challenges, and take the necessary actions to solve the problems.

SPA FOR THE WIN

The formula for the win is simple. Whether a business involves real estate, sales, marketing, banking, negotiating, creating, or almost anything else, problems can be solved with SPA. That's an acronym for Stress, Planning, Action—the three steps to results. It works in your personal life, too.

Stress is created when a problem surfaces. It's an energy that, if harnessed, can be used for benefit or, if left to stew uncontrolled, ends up a detriment. It's a tension each of us creates within ourselves. To use the stress wisely takes planning to assess the problem and create solutions. And it takes action to carry out the plan to solve the problem.

Try approaching a problem with SPA. Follow through on every step, and you'll be closer to starting with a win every time. Fail to act, and your problems could consume your life.

TAMING THE BEAST—YOUR EMOTIONS

Long before I took the helm of RE/MAX, I was crippled by fear, unsure of what I wanted and willing to let opportunities sail past. Does this sound familiar? I allowed the excuses and the I can't to control my life. I graduated high school and the next day joined the Marines. I'm a college dropout—twice—with poor grades, too.

EXPERIENCE THE WINS

One day I realized that wins, or lack thereof, were up to me. I could stay lost in the herd, on life's treadmill, controlled by my fear and emotions—the Beast within (more on that later). Or I could make my own difference, learn to tame the Beast, and turn my experiences into wins.

That wake-up call happened when I was a deputy sheriff working primarily domestic violence cases. Even though I wasn't willing to admit it at the time, the negative energy swirling around me every day had started to take a toll. I was burning out on my job. One day a colleague asked if I was OK. That was my aha moment; I realized that I wasn't OK and that I needed to do something about my situation—take action (think SPA)—before the negativity consumed me.

When stress and negativity surround us, we start to believe it. The negativity can come from a job, relationships, or even the daily news. Too often people realize they're trapped in negativity and fail to take action; the negativity proves overwhelming and takes control of their lives. Often, it feels like it's easier to ignore what's happening and allow a situation to smolder rather than do something about it. Wrong! It's just as easy to take action to improve your life as it is to allow your life to decline. The hardest part, though, is deciding that you have had enough and want to switch to the course of positivity—to the mindset of I can.

LOOK UP, NOT DOWN

Relationships—business or personal—with yourself or others all matter. We need to deal with them, not ignore them, to find success in all aspects of our lives. Think of a relationship that's not working as a crack in a wall. With added pressure, that wall will eventually collapse.

The negativity and stress associated with the domestic violence cases I worked day in and day out had cracked my wall and threatened to collapse it. The problem wasn't the work. It was the attitude that I had allowed myself to develop. I had decided that because I was dealing with misery, I should be miserable, too. I was there to help others, not hurt myself. Fortunately my colleague noticed and said something. I just needed someone—my colleague—to wake me up to the reality. I needed to take action to make a change, and I did.

Soon after that realization, RE/MAX founder and friend Dave Liniger provided the wisdom I needed to move on: People need to be in an environment where they can be as successful as they want—where they look up instead of down.

I learned to redirect my fears, embrace I can, accept the challenges, be a leader of myself and others, and take action. I also learned that each of us has to take care of ourselves. Why? Because if you're stuck, you can't possibly help others get unstuck. Think about the safety briefing on an airplane, which reminds passengers before takeoff: In the event of cabin depressurization, the oxygen masks will fall … place it over your nose and mouth and breathe normally … once you have secured your mask, you may help others around you.

The deeper meaning is that in order to help others, each of us must help ourselves first. Too often people try to help others when, in reality, they need help themselves.

THE SKY IS YOUR LIMIT

Since I rebounded from burnout, I've been a SWAT team leader and entrepreneur. I started an online police supply company in the 1990s and then formed a security consulting firm not long after that. I earned an MBA, and today I helm RE/MAX, one of the world's largest companies. You may recognize us from our red, white, and blue hot-air balloons that dot the skies across the country and around the world. We have more than 140,000 agents in more than 8,700 offices across 110 countries and territories. RE/MAX is in the business of selling real estate and mortgage franchises, sharing information, offering mortgages, providing guidance, and, above all, helping people believe in themselves and become better at what they do.

I didn't initially build the company—Dave Liniger and his RE/MAX team did that. But I've worked with the company since 2004, helmed it since