Note: Most brokers agree that their
agents could really benefit with a coach. Yet, what percent of brokers
themselves are coached? This article is for all those real estate professionals
who want to take their businesses to a higher level--and/or buy time!
The real estate industry is cyclical. You’ve
heard people say that. There are ‘buyers’ markets, and ‘sellers’ markets.
There’s another way the real estate industry is cyclical, too. It’s cyclical in
its approach to supporting its agents. When I started in real estate, (almost
three decades ago!), there was no training. Then, companies started training
programs. When I went into management in the early 1980’s, we were also taught
to coach agents to higher productivity. But, as money got tight, and real
estate companies became less profitable, they dumped their training programs.
They asked managers to also sell. Just ask any selling manager today whether
they have time to train and coach..........you know the answer. It’s ‘no’.
Coaching is Big in the World of Business Today
However, in the world of business
generally, coaching has become a big thing. It’s even swept into the realm of
real estate again in the form of paid, independent coaching programs. But, you
may be one of those who says, “I don’t need a coach. I’m a self-starter. I can
reach my goals on my own.” Having been in real estate for three decades, I’ve
heard that comment a lot. But, my experience has shown me that almost everyone
benefits from coaching
Gaining Skills: Practice and Coaching Assistance
As a pianist since I was four years
old, I know that peak performance comes only with practice—perfect practice.
And, therein lies the rub. When you attempt to learn to play the piano by
yourself, without a teacher, you can’t hear yourself play. You can’t make
adjustments fast enough alone. You need a great piano teacher helps you assess
your performance, make adjustments, and challenges you to stretch to higher
goals. The difference between one person’s success in any field and another
lies, in part, in their comparable skills. All experienced pianists can put
their hands on the keys. They can play the notes. But, most pianists haven’t
mastered playing the notes. They haven’t mastered the interpretation. That
takes practice and coaching.
Do you need a Coach?
If you’re:
-
Not optimizing your talents
-
Not attaining your goals
-
Spending too much time spinning your wheels
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Spendng too much money for little return
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•Hitting ceilings of achievement
You will benefit from a
professional business coach.
What Your Coach Can Do For You
•Help you focus on our goals so we
get there faster.
•Motivate you to get into
meaningful action.
•Encourage you to keep on keeping
on.
•Offer resources for new ideas so
we can take a different look.
•Appreciate your efforts when no
one else seems to!
Real Estate Salespeople and Managers—a Special Breed
Approximately ninety percent of all
real estate salespeople and managers have behavioral styles that are highly
aggressive and/or promotional. That’s not like the normal population! In other
words, we like people and we charge ahead (my motto is, when all else fails,
read the directions......). Only fifty percent of the normal population
exhibits those behavioral styles. Other styles are more task focused and
embrace procedure. Yes, we salespeople-types have special talents—and special
challenges. Our biggest challenge is focus. We’re great with people. We get
into action fast. Our problem is that people and actions pull us in various
directions, and we lose the one thing that drives us toward our goals—focus.
The first and biggest benefit a coach can give us is to keep us focused.
Coaches Provide Much-Needed Models and Systems
Models and systems are woefully
lacking in our real estate industry. After all, we’re the people who’ve always
said, “Fake it until you make it.” What if your surgeon said that? Or your
accountant? Historically, we real estate professionals have had an aversion to
following procedures. Yet, in the world of business, systems are the basis of
all business growth. For us too, systematizing is the best way we can build
big, profitable businesses. A competent coach uses proven models and systems
and processes that do more than stop our crisis management. They teach us how
to think about our business.
A Coach Helps You move Faster and With More Confidence
Armed with great models and
systems, you and your coach have a common language from which to work. You will
benefit from gaining focus. You will accomplish more faster, gain greater
confidence, and be able to set higher goals as a result of your coaching
experience and relationship.