New agents: Do you need a coach? What type?

This blog is excerpted from my ebook, What They Don’t Teach You in Pre-License School.  

I wrote this eBook to save prospective agents and managers time during the interview/selecction process. Here’s an excerpt from the eBook, discussing whether agents should get a coach, mentor, or…..:

New Agents A Looking for Support–Sometimes in the Wrong Places

As you’re interviewing {this is from the new agent’s perspecive}, you may be offered these things:

• An accountability coach (the manager or a professional coach affiliated with that office)
• A peer coach
• Become a team member
• Become an assistant

Which of these are good for you? Here’s my advice on coaches. Watch for future blogs on enlisting a mentor, joining a team, or becoming an assistant.

The Coach

I hope your manager will become your accountability coach. But, many managers promise to ‘coach you’. However, that quickly becomes a ‘got a minute’ answer man function instead of a focused, linear, goal-oriented action coaching. You don’t need a coach just for answers. You need a coach to hold you accountable to your goals and action plan.

Choosing a Coach

Here are three important points you should consider as you search for a coach:

1. The specific program should be highly organized and precisely out­lined with checklists and systems. Ask, “What system are you going to use to coach me?” You need a specific game plan, because you are new. You have no history..
2. The specific program should be related to a “game plan”—a busi­ness start-up plan. Ask, “What game plan are you going to use?”
3. The coaches should be trained and coached themselves. Ask, “What’s your coaching background, and what sales principles do you believe in?” For example, each of our coaches in the Carla Cross Coaching program has been trained by me and coached regularly by me.

Positives: Having a coach keeps you on track, motivated, and, ide­ally, inspired to reach your goals.

Watch out for: Your coach is trained and dedicated to your success, and is following a proven game plan (otherwise you’ll be paying just to talk to someone every once in a while).

Types of Coaches

Professional coach: Someone trained to coach, who uses a specific program and who is paid to be your coach. If you’re considering a professional coach, find out the specific program the coach will use to coach you. Get expectations in writing, and give your expectations in writing. You should expect to sign a 3-12 month contract.

Manager coach or in-office coach: Someone who may be trained as a coach, who has agreed to coach you. May be paid from your commissions or from a combination of office/your commissions. May be paid on an hourly based by the agent. Be sure this coach is prepared to be your accountability coach, has a specific schedule with you, and a specific start-up plan to coach you. Otherwise, you’re just getting an ‘advice session’.

Peer coach: Someone in the office, an agent, who has agreed to be your coach. However, this could be anything from

• Answer questions
• Let you ‘shadow them’ (see how they do a listing/buyer presentation or offer presentation)
• Be your accountability coach

Most peer coaches don’t have a coaching program to coach to, and haven’t been trained. They are also at a loss with what to do if the agent refuses to do the work.

If you’re going to work with a peer coach, get in writing exactly what that peer coach is willing to do with and for you. Bad peer coaching can turn into a nightmare—for both parties.

Agents’ advice: Dozens of experienced agents have told me they wish they had started with a professional coach. If you can find one to trust—and to follow—you’ll shorten your learning curve dramatically and easily pay for the coaching fee. Plus, you’ll establish a successful long-term career.

In the next blogs, we’ll discuss three ‘safety-nets’ that some new agents consider—because they’re afraid they will not be able to generate enough commissions by relying solely on their own work.

Have All the Answers You Need to Make the Best Business Decision for You?

If you’re interviewing tons of prospective agents, you’re spending lots of time at it. Why not let Carla answer some of the most important new agent questions–and free you up to do a real interview? Check out my ebook, What They Don’t Teach You in Pre-License School. 

You’ll save lots of interview time and help the winners choose you!