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Archive for Coaching

Feb
19

Give Me Your Expert Advice!

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How can we ‘stack the deck’ so new agents succeed more often? More $ for you, easier to recruit….

Give me your expert advice!

What are new agents doing that causes them to succeed–or fail? What do you want in a start-up program that will help more of your new agents do well–and do it fast? What’s missing in the training and coaching programs you’ve been using?

I’m editing Up and Running in 30 Days, the new agent’s business start-up plan, for the 6th edition, due to be out in mid-2021.  In it, I show the what, how, why, and how much of real estate activities needed to do well quickly. Up and Running is very specific, and is easy to use to coach new agents to productivity fast. It has the specific prioritized weekly schedule and activities that future-exceptional agents do to assure a sale fast.

Many updates: The 6th edition has lots of updates, including a new section on promoting yourself through social media, new tech new agents need, and alternative methods of lead generation.

In the next blog, I’ll share more of what I’m putting into this wildly-successful program and get your input, too.

In my blog for agents, Up and Running in 30 Days, I am asking for their advice too, with a separate questionnaire.  

What’s Your Advice?

As one of the new features of the 6th edition, I’m incorporating great managers’ advice to new agents. And, I’m providing dozens of coaching tips to help managers and motivate the new agent and keep him/her in the game.

Here’s what I’m asking:

  1. What do new successful agents do consistently that agents who fail don’t do?
  2. What common mistakes do new agents make that cost them time, money–and hinder their success?
  3. Would you advise a new agent to (why or why not)

–join a team

–have a mentor

–hire a professional coach

  1. What should a new agent look for in a training program?
  2. Other advice you provide to a new agent?

Comments: Do you have advice to me about what’s missing in training and coaching programs? Just put that in comments here. 

Your name:                                                         Email:

Company name:                                                           Your Phone:

Number of agents in your office:

How to Get your Advice to Me

You can write comments to this post with answers to these questions.  

Or, you can download the questionnaire to your computer, complete the questionnaire, save it, and email it to me at carla@carlacross.com. Here is the questionnaire.  You will be assisting thousands of new agents as they begin their careers, and, I think you’ll find that being published will help your ‘street cred’ with those you want to hire!

If I’m able to use your comments in my book, you will receive a complimentary copy of Up and Running, acknowledgment of your comments, AND lots of PR–to help you in your recruiting as an expert in helping new agents.

P. S. Please get your comments to me by Feb. 24, so I can meet the publisher’s deadline for submitting the edited book. Thank you!

Well, I couldn’t resist…although this blog has a completely different meaning and outcome from this picture!

Here’s when agents’ demands are a good thing. 

As a manager, admit that, when you see certain agents coming toward you, your instinct is to run the other way! I’m not talking about those situations, though. I’m addressing those new agents. They probably won’t make demands. In fact, they may be afraid to approach you.

An Agent Who Seeks You Out Is More Likely to Succeed

. Inversely, agents who hang back, afraid to ask for the manager’s guidance, in my observation, will be less successful. Why? Because it takes intestinal fortitude (guts) to launch a real estate business. It takes jumping in, taking risks, and willingness to fail. It takes the same qualities to be proactive in seeking out the manager’s help.

Failing, hiding, and leaving. Over and over, I see agents failing, avoiding their manager (even when he asks to help), and then leaving. Unfortunately, these agents often tell their side of the story–that they didn’t get enough ‘support’. They are right. Secret agents don’t get a lot of support. But, that’s not the fault of the manager.

Confidence in Oneself Is Behind the Action

Agents who come forward to ask for help–or to thank the manager for help–are more confident in their own abilities. They want to succeed. They’re willing to be guided by their managers. These attributes show me, again and again, that they are future success stories. 

Advice to agents: If your manager doesn’t come forward to ask to coach you, go to her! I really appreciate new agents who consistently make appointments with me to let me know what they are doing, how they are doing it, and how I can assist them. That’s managing the manager! Obviously, these new agents get more of my attention, concern, and positive strokes—the fuel for motivation.

See more on how new agents can work successfully with their managers in Up and Running in 30 Days.

Blog-CoachYou worked hard to help your agents gain business plans for the coming year. Now, optimize that work!

Are you using your agents’ business plans to coach all year? If not, you’re missing out on leveraging that plan!

First, congratulations! You’ve helped your agents each gain a business plan. That’s a huge key to their success–but only the first step. Now, how can you capitalize on all that work (both you and the agents?) It’s not enough to teach them to plan, or even to sit down with each agent and work through their plans. In order to really help them use those plans as a guide all year,  use that business plan as a platform from which to coach the agent all year.

Here are the basics of coaching to a business plan.

How often should you coach?

That depends on the agent. For newer agents, coach more frequently (at least monthly). For seasoned agents, coach a minimum of quarterly and better yet, monthly.

What should you coach to?

You’ve provided your agent with a method to set goals in finding, working with, and closing clients (I hope you’re using my Beyond the Basics of Business Planning system.) You have provided your agent a method to measure results. You’re going to use the numbers that the agent is generating by measuring the results of his business plan:

First, the goals: Lead generation, listings, listings sold, sales.

Lead generation

Listing/sales appointments

Listings

Listings sold

Sales

You’re going to help the agent translate the activity numbers into ratios so the agent knows the work he must do to reach his goals.

Why bother to use the business plan as a foundation for coaching?

Because, otherwise, you’re just giving advice or doing ‘crisis management’. You want to be perceived as a trusted business coach, helping the agent grow his/her business.

Big questions: Is the planning system you’re using

1. Helping the agent assess his business–where he’s been?

2. Helping the agent set realistic goals and an action plan that translates into daily activities?

3. Includes an accurate method to measure the activities and results of the activities so you and the agent can make fast adjustments?

Man-Walking-Up-Stairs-to-GlobeWant Some Support to Get Your Agents Business Plans?

Contact me to find out how I can educate your agents on business planning and support and coach you as a leader. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

Use these questions to counsel your agents and inspire them to create plans that will work for them.

At the end of each year, I dedicate these blogs to all my real estate friends who are doing business plans. 

Don’t Start at the End of the Planning Process!

Managers: You’ve heard it over and over. “What actions should I put in my business plan for next year?” “What should I do?” “Give me what to do so I’ll do everything right next year.” Unfortunately, that’s doing your business plan backwards. It’s like starting at the end of a piece of music and playing it to the beginning.

What You CAN ‘Copy’ for a Great Business Plan every Time

Another thing you may have heard from agents: “Give me a business plan.” or “I want to use _______’s plan.” That’s another big mistake. It’s your business and it needs to be your plan.  However, what you can copy is the process for a great plan. In fact, Dwight D. Eisenhower (former US President), said, “The planning is everything. The plan is nothing.” What he meant was that it’s the thought process that’s important. So, use a planning process that takes you and your agents through the necessary steps. (See Beyond the Basics of Business Planning, for an online business planning system based on the strategic planning process).

10 Questions to Ask Your Agents so They Can Create the Right Action Plan for Them

Recently, I did a business planning webinar for an association. I provided attendees with 10 questions to ask themselves. The answers to these questions provide the guidance needed to create that effective, individualized business plan. Here are those questions for you to use as you create your plan. 

Counseling your Agents with these Questions will Motivate Them

What percent of your agents do you expect to have good business plans for this next year? Using these 10 questions with each of your agents in a coaching session will motivate them to create plans that work. Let me know your results!

Strategic-Business-Planning-10-Questions-to-Ask

Want Some Support to Get Your Agents Business Plans?

Contact me to find out how I can educate your agents on business planning and support and coach you as a leader. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

head in the sand a salespersonDo your agents have their business plans for this year? Have you been avoiding the issue, hoping they would do it on their own? Not going to happen…..What’s YOUR plan to get them business plans?

What Doesn’t Work

It doesn’t work to hand them those planning documents and tell them to get them done. It’s useless. You need to teach them the process, be involved in the process, and coach them through the process. Then, you’ll motivate them to complete those plans. Also, when you treat this as important, they will respond.

What Does Work

Here are 3 ways to get your agents to do business plans:

1. Get the best planning ‘templates’ you can find, so your agents have a good planning process to follow

2. Do a class on business planning, using a proven step-wise process, along with the planning templates you’re going to use (In my online business planning system, Beyond the Basics of Business Planning, I have 2 webinars for your agents to take them right through the process, along with the documents. I also have provided you the outline for a class, if you’d like to teach it. You can use my agent webinars in your class, too).

3. Sit down with each agent and help that agent flesh out the plan. It may take more than 1 meeting. Are you willing to commit?

Level of Support

If you’re willing to provide that level of support, you will have much a better chance of getting business plans for each of your agents.

Question: Did YOU create a business plan for your office? It’s not too late to get that done, too. Then you’ll know exactly how to make a plan. (See my online program, Beyond the Basics of Business Planning, for the documents and guidance you need to create a great office plan.)

Man-Walking-Up-Stairs-to-GlobeWant Some Support to Get Your Agents Business Plans?

Why not contact me to find out how I can educate your agents on business planning and support and coach you as a leader. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

Recently, Real Estate Bees, a real estate educational site, asked us coaches about our opinions and business as #COVID hit the industry and #real estate coaches. You may be surprised at some of the responses. It’s a pleasure to be named one of these #real estate industry experts –along with my cohorts on this site.

Here’s the article:

Covid Impact on Real Estate Coaches.

How has this business pivot affected your business?

Your classroom style is awesome! How does it translate to virtual delivery?

You’re great in the classroom. So, are you great on camera? Maybe, maybe not. 

What Makes Us Effective in the Classroom

Most of the time, real estate presenters use lecture and discussion to deliver their messages. It works ‘live’ because we have energy, we have physical presence, and we can add movement to keep the audience’s attention. We even use a high range of vocal inflections. Even though lecture and discussion delivery methods don’t get much participation from audiences, they still can work in short presentations because of the energy, presence, movement, and dynamics we use in the classroom. 

On Camera, It’s a Different Game

Unfortunately, when we present online, we lose

  • our physical presence
  • much of our physical energy
  • our ability to move around
  • our ability to approach the audience and create dialogue with them
  • our ability to use a wide range of vocal dynamics

Using Alternative Teaching Methods Online

When we’re teaching online, we have to stretch our skills and employ some different teaching methods to get participation and keep the audience’s attention. These include:

  • Using break-out rooms
  • Using handouts for work before, during, and after the presentation
  • Using chat feature
  • Using engaging PowerPoint presentations
  • Using whiteboard
  • Using music
  • Using more than one presenter
  • Using polls

Audience Presentation Tip

Use at least one method of audience participation every 5-6 minutes during your presentation so you keep your audience’s attention and interest.

What About You?

How many of these features do you use right now when you teach online? What can you incorporate to get that high audience participation you need?

 

Challenged with getting your classroom to work online? I’d love to help you. Having done webinars for over 15 years, and taught Instructor Development Workshops for three decades, I know how to make your classroom work online easily so you’ll have more fun teaching. Contact me and we’ll talk! 425-392-6914 or carla@carlacross.com.

We’re in a situation we’ve never faced before. Do you consider this an ‘interruption’ or an opportunity?

Is this an interruption or an opportunity?

We’ve never faced this kind of situation. Yes, we’ve been through and weathered the slumps. We’ve helped our agents change their strategies from sellers’ to buyers’ markets and back again. But, this is somewhat different.

Consider This a Unique Leadership Opportunity

On April 23, at 10 am PDT, I’ll be presenting a webinar for leadership on how to seize this time as an opportunity to lead. 

For many agents (I estimate it’s about 75% or more), this time is seen as an interruption of a great market. These agents have depended on

the market driving their businesses.

Now, in an instant, 

the agents must drive the market themselves.

But, most agents are not going to make that shift alone. You need to lead them to the concept that they now drive the market–and show them how to do that.

The Leadership Actions to Reveal Opportunities to Agents

How can you implement specific actions that work now to get your agents back into the business and connecting with their client base? Here are four methods to do just that. In the webinar, I’ll show you how to

  1. Motivate your team members to communicate value to their client base
  2. Mobilize your team to gain exceptional support
  3. Re-focus each of your agents by helping them implement a 60-Day Pivot Business Plan*
  4. Up’ your communication with specific changes

*You’ll receive my 60-Day Pivot Business Plan as my ‘thank you’ for attending this webinar. I’ll show you how to use this plan to coach your agents.

Special circumstances require special leadership actions. How have you lead your agents from an ‘interruption mindset’ to an ‘opportunity mindset’?

Leadership:

The Right

Actions to

Take

Now to

Assure Profits

Later

Join me for this fast-paced, 45-minute webinar exclusively for leadership April 23 (Thursday), at 10 am PDT. Click here for more information and to register.

You’ve taught courses in your office. Now, you can’t. Before you turn on the camera read my four ‘must haves’.

Your training calendar looked phenomenal. Until now. Why? It was all ‘live’. Yes, ‘live’ training is best, but it’s impossible now. So, how are you going to pivot to effective online training?

Just Turn on the Camera–Not

We can get away with a lot when we are ‘live’. We can wander a bit from the outline the audience will forgive us.   After all, we have an audience with whom to interact. We take questions, we create debate, we tell those great war stories. 

Is Your Course Really a ‘Course’?

I’ve taught real estate professionals and affiliates how to train for over three decades. I’ve seen dozens of their ‘courses’. Unfortunately, most aren’t courses. They’re streams of information. They’re not well-organized. They don’t have the end in mind–objectives. They don’t have various delivery methods (teaching methods other than that old boring lecture). Even though those problems don’t show up so badly in the live classroom, they show up with a vengeance when going online.

You’ll Need These Four Strategies in your Online Course

How are you going to avoid droning on until you get to the end of that hour you’ve booked to train? Here are the four things you need in your online presentation or course:

  1. An blazingly good course organization, created from learning objectives (having the end in mind)*

*See my 3 models to create your presentation or course in Train the Trainer, my online version of my training course

     2.  An easy, engaging process to draw the attendee in and keep him/her interested (methods to avoid droning on forever in a lecture) (self-analysis, reflection, case studies to complete)

    3.  Interaction and idea exchange with others in the course (adults learn from others)           

     4. Action plans and reviews so you can see your attendees putting your concepts and skills to work 

Before You Choose that Seminar Guru’s ‘Training’ Course

You may decide to go outside your office to find online training. Does that course have those 4 attributes I listed above? Who is the course for? Does it have accountability? Does the course have a method for you to coach the agent to the course? What will the agent accomplish through taking the course?

Choosing the right online training can make the difference between ‘still in recession’ three months from now or ‘back up and running’ to profits.

Call me at 425-392-6914 if you have questions about how to switch successfully to online training.

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, the proven business start-up program for new agents– Up and Running in 30 Days. 

Catch a sneak preview here.

This online training for new agents (and seasoned agents who want a jump-start) has the attributes I listed above. There’s one more important component left out of others’ online training:

YOU

I want you to be able to fully support your agents’ success–and grab their loyalty forever. So, I have waived the $99 fee for Coaches Corner (the coaching component of Up and Running in Real Estate) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the Up and Running in Real Estate program. See more here.

Lets create success together!

Questions? Call me and we’ll discuss whether this program would be a ‘fit’ for you and your agents: 425-392-6914.

Engagement: Do you have a plan to drive engagement with your agents in this shifted market? Or, are you waiting for your company, your association, or …… to take over? Or, do you think you just don’t have to engage?

Sometimes it takes years! I don’t want you to lose your agents–or your business.

Concrete Methods to Re-Engage Your Agents

Every week, I’ll be giving you specific actions to take to re-vitalize the communication and the activity levels of the agents in your office. I’m not just drawing these out of a hat. This is what I have done for years to encourage, tell truth, and get agents into action in challenging markets. This will set you up for great profitability, retention, and a wonderful recruiting tool. How do I know? I’ve done it several times. It works.

First: Set Up Your Plan

Don’t wait for your company or some outside force to do this for you. All well and good, but you need to step right in and be the one who literally LEADS right now. That’s right–leads. Oh, boy, I just thought of what I don’t want to happen for you: DON’T just send them to some training guru site and hope all works out (that includes me!).

What Your Plan Should Look Like

First, when I say ‘meetings’, of course I mean via Zoom or Go to Webinar, or a similar program!

As a group (and groups):

  1. New agent training at least weekly with actionable items they are to complete–must be high accountability
  2. Advanced agent training at least weekly with guests sharing best practices for this market
  3. Mastermind groups of various experience and/or production levels
  4. Office meetings weekly with guests

In other words, your training calendar must

  1. Address the needs of the various levels of your agents
  2. Be consistent and well-thought out to serve your agents with actionable items–which you then can get permission to share
  3. Create a compelling reason why your agents should re-engage frequently

You DO have a training calendar, don’t you?

With individuals:

  1. Quartile your agents using any weighing variables you feel are important (4 points for production, 3 points for culture, etc.). See who you can help (probably not the bottom quartile, but you make that call. It’s your time and energy. You deserve a pay-off…..)
  2. Look at what you’ve been urging these agents to get done for the past 6 months (or more!): their website, their bios, their databases, their presentations, etc.
  3. Choose 5 action items you want to use with each agent, and let each agent prioritize and add to these actions, add dates–so it’s their plan; or, ask each agent to come up with 5 prioritized items
  4. Set up a schedule with each agent to review actions–I’ll be helping you apply great coaching techniques so they are motivated to keep going!

What I’ll be Providing You

Besides these overview and bigger picture items, I’m going to provide you specific action items (some with templates so you don’t have to reinvent the wheel) that you can drop in in several training/coaching areas

Who Will Survive and Thrive Through this Time

I know today, there are companies and/or managers who have a ‘hands off’ approach: It’s the agent’s business and that agent decides when, how, and how much to do–alone. When the market is going nuts, that works, because the market is driving the agents. But, when the market becomes challenging, the agents are looking for leadership, for guidance, for coaching. They get lost–more easily than they will admit. Those who provide positive, clear, supportive leadership now will come out with a much stronger profit picture, a synergistic team, and a recruiting tool.

Tell me: What are YOU doing to drive action in your office right now?

               Let’s Partner to Drive your Success!

Online Training – keyboard 3d render illustration with word on blue key

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, proven business start-up program Up and Running in 30 Days. 

Not just a distance learning program!

No one wants to sit in front of a computer especially now!) and learn neat stuff….

Effective online training has to have 3 things:

  1. An easy, engaging process to draw the attendee in and keep him/her interested
  2. Interaction with a real human being once inawhile
  3. Interaction and idea exchange with others in the course

Ive integrated these 3 critical factors in Up and Running in Real Estate.

  1. Engaging--I created humor, introspection, and awards to motivate attendees to keep going through the program
  2. Coaching: I will be personally group coaching agents in the program, and you have a unique opportunity to coach in the program, too.
  3. Interaction:  set up discussion groups so agents can interact and support each other 

An Easy Way to Integrate Coaching Your Agents 

Your support right now is critical. So, I waived the $99 fee for Coaches Corner (the coaching component of the program) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the program. See more here.

Lets create success together!