If you’re coaching: Are you missing the ‘secret ingredient’? If so, you’re not going to get good results.
Coaching is a a�?buzzworda�� in the world of business today, and especially in the world of real estate. Why? We have more committed people coming into real estate to make it a real business, not just to sell a few houses. And, it costs much more money to enter and run a real estate sales career than it did years ago. So, committed agents are looking for methods to assure their successes.
Years ago, I discovered that changing an officea��s production for the better, and thus, increasing the bottom line, didna��t have anything to do with a�?managing an officea��. Instead, it had everything to do with training small groups and coaching individuals to greater successes. However, I found I was one of the few managers that took that approach. Even though my office became number one in productivity per agent and profitability in the company, it didna��t seem that the other managers thought coaching individuals was a�?keya�� to that accomplishment.
From what agents tell me today, Ia��m sorry to say that it still seems the case. Ia��m afraid many managers try to increase their salespeoplea��s performances with the a�?groupa�� approach. I know that doesna��t work very well. In my a�?other lifea��, I was a performing pianist and teacher. I taught piano classes and individual piano lessons. I found that students didna��t learn to play very well in a piano class. They needed individual attention, so they could build on their individual strengths, and learn the skills of perfect practice. I believe the same principles of increasing performance are true of sales. After all, sales success is measured by our performance of it, not our knowledge of it, isna��t it? Mastering the skills of sales and business management seems to me foundationed on the same principles as mastering any skill.
The Coaching Feedback Loop
One of the biggest mistakes coaches make is in the feedback (evaluation) part of coaching.
What is the a�?coaching feedback contoura��? Ita��s the framework for performance feedback in a coaching session. The a�?contoura�� shows you how to coach performance so that you encourage good performance, and motivate your a�?clienta�� (the person you are coaching) to better performance.
Coaching Performance Feedback
Step OneA�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Step TwoA�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Step Three
Positives FirstA�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Re-Direct/QuestionsA�A�A�A�A�A�A�A�A�A�A�A�A�A� Positive Reinforcement
What I (you) liked Next time, how could I know you can…
What I (you) attempted you…….. (what Encouragement
What I (you) did a�?newa�� resources are available
Do you include this coaching ‘contour’ in your coaching sessions?
In the next blog, I’ll go more deeply into each step for you.
Give Your Newer Agents Some Positive Results!
Why not get your newer agents into a situation that gives you great results? They will accomplish more than you ever thought they could. Check out Up and Running in Real Estate. Coaching is built in! Also, check out Coaches’ Corner, where Carla provides dozens of coaching ideas and specific coaching guidance for each session of this program.
