Model the Behavior You Desire

A whole bunch of years ago I was invited to speak at a conference for retailers of outdoor power equipment. I had work in some adjacent industries for years but I hadn’t worked with this specific group before so I didn’t know them well.

I was mingling a bit with them at one of the evening functions and happened into a small group of dealers. One of them seemed to be doing the majority of the talking. He was telling his peers about a new video camera system he had installed in his dealership. He had enough cameras that he could see every inch of his business with them. 

What made it really unique at the time was he could see the videos from his home over something called the internet. (I did say it was a WHOLE BUNCH of years ago.) He was kind of bragging that none of his employees could do anything without him knowing about it. Then he turned to me and asked what I thought of that. 

Well I couldn’t exactly tell him my first thought. That’s because my first thought was I was really glad I didn’t work for this guy. So I shared my second thought. I said it was actually only fair that he should be watching his people that closely. 

He asked why that was “fair” and I told him it was fair because they are watching him that closely too. I said that they watched every move he made. They weighed it against every word he said. They try to determine if what was done matched what was said. I said they were watching him to determine if they can trust him. They are watching to see if you’re the kind of leader worth following. 

I added that they are watching that closely because every leader leads by example whether they intend to or not. 

That’s as true for you as it was for that business owner. Your people watch every move you make and listen to every word you say. If those two things aren’t in sync they merely toss aside what was said and follow your actions. They do want you do about 100 times faster than they do what you say. 

Whatever you want your people to be you need to be first. However you want your people to think, you need to think first. However you want them to behave you need to behave. If you want them to have a positive attitude then you must have a positive attitude first. If you expect them to care for customers then you need to care for them first. 

As a leader you are your people’s model for the behavior they will exhibit. If you’re modeling successful behavior then you can expect the same from them. If you’re modeling behavior that will lead to something other than success then don’t be surprised when they do the same. 

What you model for your people you get from your people. If you want some changes from your people it’s more than likely those changes will have to start with you.

3 thoughts on “Model the Behavior You Desire

  1. Thank you so much for this story. I intend to use it with all our staff. Top to bottom and left to right we need to understand the best ways to build a cohesive group.

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