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One Huge Change You Need to Make to your Business Plan Right Now

April 15th, 2020

Your client wonders what happened to you……are you waiting for the market to bounce back, or are you driving your own career now?

There’s one huge change you need to make to your business plan right now.

In sales courses, we teach that you are to go find a potential client, and take them through the steps to buy or sell a home. But, right now, that’s probably not going to happen. So, what are you going to do? Change our business plan for awhile.

Generally, agents are reacting to the market change in two ways:

Sit and waiting until the market fires up again or

2. Create a plan to drive their success (instead of the market driving success)

Whic type are you?

If you’ve read my book, Up and Running in 30 Days, or have taken my online training course, Up and Running in Real Estate, you know there are two types of lead generation: Proactive and reactive.

a. proactive (you go out and find the lead)

b. reactive (You wait for the lead)

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

The Change You Need to Make Now in your Business Plan

We don’t want to wait until the market sweeps us along. Instead, we need to keep communicating–but communicate differently. Right now, we need to be in a “pre-lead” state of mind. Our communications to our database, our target markets, and our clients need to be different from our regular modes of contact.

Pivoting to a Pre-Lead Generation Plan

What is a Pivot Business Plan? It’s a short-term plan that has the right kinds of communication to the right target markets at the right time. I’ll be sharing my 60-Day Pivot Business Plan in an upcoming webinar, announced next week.

Get ready.

Right now, look at the communications you’re creating with your client base. Are they appropriate for the climate now? Do they ‘ring true’ with who you are? Are they speaking to that target base in a way that is meaningful to the base?

In the next few blogs, I’ll be leading you through a process to create those messages, so you have unassailable confidence in your communications, and are building your business with purpose during this time.

Watch for my webinar, being announced next week, on building that 60-Day Pivot Business Plan so you’re controlling your income, not the market

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

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This is a perfect time for you to launch or re-launch your career with purpose. Up and Running in Real Estate, my online coaching program for agents under 2 years in the business (or want a re-start), will position you for more success than you imagined as the market breaks open again. Why wait and put yourself back 3-6 months? Take advantage now.

Click here to see a sneak preview. It’s fun, it’s fast, and I’ll be your coach–a FREE add-on for this climate!

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, Coaching, CRM, database, expectations, FREE real estate coaching, new agent business plan, online training, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in 30 Days, Up and Running in Real Estate
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Real Estate Agents: What Do I Do When I’m Home Alone?

by Carla Cross

April 3rd, 2020

This picture represents all the real estate agents who will sit and wait for that blazingly fast market to appear again. Here’s what to do right now.

Real estate agents: Are you “home alone”? Are you wondering what to do to keep your business going? Yes, I know. You’re hearing all these creative and innovative strategies great agents are doing to keep their businesses going. But, what about you?

Let’s get real. For many real estate agents, the reality is that they aren’t so busy that their business just keeps driving them. The truth is that, in our area, the average agent completes between 4 and 5 transactions a year. That just isn’t enough to build a thriving referral business–or to assume that the business will drive you during challenging markets.

What to Do If the Business Isn’t Driving You

I’ve been through several shifting markets before. A few agents keep going, switching their methods of lead generation and service to match the economic climate.

But, many real estate agents aren’t used to having to drive their own success.

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They thrived in a market where the business drove their activities. They’re lost when they have to get up every day, decide what to do, and initiate actions.

What Are You Waiting For?

How do you switch to business habits where YOU drive your success? It’s time to figure that out. I just did a Zoom call with agents in various stages of their businesses. Whether they were very successful or just beginning, they all had feelings of indecision. Why? Because we don’t have all those other people around us. We don’t have clients wanting our services. We can’t lead generate in the same ways. We’re switching methods. We need to deliver different kids of messages.

The Answer

You’re getting all kinds of suggestions about things to do. Great. But, how do you fit those into YOUR business? To answer that question, I made a very simple 2- month business plan template. Sure, it’s not a full-blown business plan. It’s not even beautiful. It’s just workable. I made it to help you think through how you’re going to nudge your business forward right now so you’re positioned and already in the flow of business when the market starts to fire up again (and it will). I’m going to give it to you early next week, so watch for it.

What To Do Now

Get ready to drop these things into your business plan:

The number of people you have in your database; if you don’t have a database, populate one RIGHT NOW!
Identify where you could increase the number of people in your database; Facebook, other social media, community groups, church, hobbies, prior work, Christmas card list, people you exchange services with (dentist, hair stylist, etc.) (What can YOU think of?)
Three methods of communication you’ve heard about that come from contribution during this challenging time (contributing to food banks, making masks, delivering food to emergency workers–you gather up at least 3 of these)
Write down how you could come from contribution and how would you communicate that to your database

For the next few blogs, I’ll be expanding on these 4 points, and will be helping you flesh out that business plan.

Suggestion: Talk to your manager about these four points and get his/her input.

Thought for the day: It’s easier to act yourself into feeling than to feel yourself into action. Jerome Bruner, Psychologist

Just get into action and you’ll feel better!

Online Training: And I’ll Coach You, Too

Click here to watch the video.

Find out more here. Why not get ready for a fast break right now?

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, lead generation, Motivation, new agent business plan, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in 30 Days, Up and Running in Real Estate
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She’s On It! A Cool Strategy for Touching Base with your Client Base

by Carla Cross

March 24th, 2020

Boy, has the world changed in a couple of weeks! I know you’re getting inundcated with emails saying ‘we support you’. Instead of a general email, though, I want to offer you some concrete, specific strategies you can do right now that will set up for your greater success when we get back to normal (whatever that will be).

I chose the ‘standing ovation’ because you’re going to see a strategy that deserves one!

I’ve been through several market shifts, and I’ve found that most agents sit and wait for the market to come back to ‘normal’. That strategy doesn’t work too well. I think agents are much more ready to ‘shift’ than they used to be. I’m seeing some great examples, and I want to share them with you.

She Keeps In Touch–Always

About a year ago, I was interviewing potential managers for a real estate company, and one of the references given was Sandee McDuffie. She and I had a delightful conversation, and–oh, my gosh–she has kept me on her contact management system since! So, I was so impressed when I got this video and attachment below. I asked Sandee if she would share it, and she said she would be happy to.

Click here to see Sandee’s video and resource.

What Sandee Did So Well

First, she included a short video (she used BombBomb to record and save). Then, she provided a link to valuable resources. Don’t you think her clients will thank her and keep using this resource? You bet!

Suggestion

Let’s say you want to keep communicating with your clients but you want to stretch it out. Just divide Sandee’s resource into 4 or 5 and deliver them every few days. Either way, you’ve helped your clients in many ways–and they’ll certainly remember you.

High Tech or High Touch?

Right now, high touch is so important. And, you can use tech to get there. Just don’t get them in the wrong priority. We’re in the people business.

Would you share what you’re doing?

Email me at carla@carlacross.com. We’re all in this together, and, the stronger one of us comes out of this, the stronger ALL of us will be. I’m excited to see what’s in my inbox tomorrow, and I’ll of course ask your permission before I share it.

Do all the good you can. By all the means you can. In all the ways you can. In all the places you can. At all the times you can. To all the people you can. As long as you can. John Wesley, founder of the Methodist Church

Categories action plan, client referrals, client trust, communication, customer loyalty, customer service, Marketing, Marketing with PR, Raving Fans, Real estate as a career, Real Estate Success, value-added
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In Pre-License? Hit the Ground Running–Now!

by Carla Cross

March 12th, 2020

Are you thinking of going into real estate, or in pre-license study now? Here’s how to assure you start making money fast–unlike MOST new agents!

In pre-license? Here’s how to hit the ground running!

If you’re like most new agents, you wait to start training until AFTER you join an office. Why? Unfortunately, 99% of agents do just that AND don’t sell anything for months!

Think how much faster you could go if you had lots of the organization and training under your belt prior to your first day in the business? Okay. I know. Until you are licensed, you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right Now While in In Pre-License School to Hit the Ground Running. (from my eBook, What They Don’t Teach You in Pre-License School).

New Agents Lose Lots of Time Because They are Not Prepared to Start the Business

New agents generally spend the first 1-4 weeks getting ‘orientated’. Brokers have checklists to assure they get their keys, join the Realtor association, etc., etc., etc. How long do you estimate it takes the new agent just to get those orientation checklists finished? 2-4 weeks? In some cases, they never finish them!!!!! Not only that, they probably think that finishing those checklists assures they are going to be successful agents. Ha!

When Do You Plan to Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business.

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That means you need to start lead generating your first WEEK in the business! From hiring and training hundreds of new agents, I’ve observed they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work new agents doing, the worse their habits become and the less money they make!

A Better Method to Get a Check Fast

Instead of waiting until you are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM you want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in your database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

In fact, as I was writing my eBook, What They Don’t Teach You in Pre-License School, I started thinking about how we could really prepare agents to sell real estate–lots of real estate. That’s how I came up with this checklist. Click here to get it.

By the way, I have used this method to prepare agents to sell real estate as they were in pre-license school. Result: They all started fast and made sales fast.

You Need This! Prepare to Sell Real Estate Fast and Well

This 280+ page eBook is packed with questionnaires, advice, processes, and systems to prepare pre-licensees (and new agents!) for the real world of real estate. I have interviewed thousands of would-be agents, and I know the questions–and dis-information they get! This book gives you the straight scoop!

‘See What They Don’t Teach You in Pre-License School. Only $14.95, and immediately downloadable. Now, a Kindle version, too.

Categories expectations, Interviewing, lead generation, new agent business plan, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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Do You Really Know What Motivates You?

by Carla Cross

February 27th, 2020

Do you know what motivates you? This is an extremely important question for those of us in self-directed businesses–I’m speaking to you, agents (and to myself, of course). Do you think it’s money? Think again.

Stunning Research about The Realities of Motivation

In his book, Drive: The Surprising Truth About What Motivates Us, Daniel Pink lays out a persuasive case, backed by extensive scientific studies, about why money, and the traditional ‘carrot and stick’ motivational methods just don’t work for us today. It’s especially true with real estate professionals.

Why is knowing what motivates us so important? Because we in effect work for ourselves.

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We have to be self-starters, initiators, and tenacious in our pursuit of our goals. That means we have to be motivated by things other than promises of material things.

Why Money Doesn’t Work as a Motivator

First, as Pink points out, money and/or material things are good short-term motivators. (Read Herzberg’s studies on short and long-term motivation). In fact, just take a look at the number of real estate agents who are motivated to visit an open house when there’s food! But, as Herzberg and others have pointed out, money is a lousy long-term motivator. You know that if you’ve tried motivating your kids with money—or threats (the carrot and stick).

If I Just Had More Money….

I know. You’re thinking, “If I just had more money, I would be fine.” So, let me ask you, what are you willing to do to get that money? Lead generate more regularly? Make more sales calls? We all know that lead generating is the answer to that money problem. Yet, the vast majority of agents avoid lead generating as if it gave us some chronic disease! So, money is just not an effective long-term motivator. (But, it does work short-term, because we don’t want to starve!)

The Best, Deepest, Strongest Motivators We Can Use to Motivate Ourselves

Pink shows, via extensive studies, that there are three driving motivators which we should put to work today to fire ourselves up, keep those fires lit, and achieve what we want to achieve. They are:

Autonomy

Mastery

Purpose

Knowing all you can about how you and others (like your clients!) are motivated is critical to your success.

Categories Coaching, Motivation, New Real Estate Agents, Real Estate Sales, Real Estate Success, Training, Up and Running Coaching Companion for Manager
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Do a ‘Lizzo’! Remember your Strengths

by Carla Cross

February 20th, 2020

Lizzo has proved you CAN build on your strengths–even if others would consider those strengths as weaknesses. Here’s how to tap into our skills and talents to motivate yourself and succeed in real estate.

Do a ‘Lizzo’! Remember your strengths. Do you get frustrated and de-motivated with all the rejection? Here’s a tip to combat those feelings.

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You probably know who Lizzo is–a singer and composer who has really bashed in the narrow definition of beauty and has embraced her very unique talents. (She’s a flutist, too–see above).

I’ll bet you’re coming into real estate from a former career–a career where you knew the answers–where you were confident. I came into real estate from a two-decade career as a musician (I actually started playing piano when I was four and first picked up my flute in 5th grade–so I identify with Lizzo!).

An Accidental Career Change

Then, really by accident, I went into real estate. (I got my license to help my husband, who had entered the field). I remember so clearly my first few months as a real estate agent. My favorite phrase was “I don’t know but I’ll find out”. In truth, I knew very little! Sometimes I was so humiliated and frustrated I almost quit.

Training?

In those days, we had no training. Our broker gave us this advice:

“Here’s your desk. Here’s your phone. Got any questions? Ask me.”

I was so naive I didn’t even know the questions!

So, how did I keep my spirits high? By remembering my ‘wins’ from my former ‘life’.

Keep a Journal of your ‘Wins’

In my online business start-up plan/training program, Up and Running in Real Estate, I advise new agents to keep a ‘motivation journal’ (either online or hard copy), to remember their strengths and keep their spirits high when delving into this challenging–and exciting–new field. Remember, we were all new once! You will find more rejection in real estate sales than you thought possible. Yet, those who persevere create a career with almost unlimited potential. Remember, if you think you can do it, you CAN!

P. S. I’ve provided lots of motivation and inspiration for you in Up and Running in Real Estate, too.

Categories 5th Edition Up and Running in 30 Days, attitude, Coaching, expectations, inspiration, Motivation, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Training
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Your First Year in the Business: Are You ’Stumbling’ or ‘Up and Running’—and Why?

by Carla Cross

February 13th, 2020

Your first year in the business: Are you stumbling or up and running, and why?

It’s estimated that over 50% of new agents fail their first year in the business. From talking with thousands of them throughout my managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting no, or little guidance from their manager. Not having the combination of these two things almost assures their failure.

If you’re unsure whether you will reach your goals, (or even make enough money to stay in the business), ask yourself these 10 questions:

1. Do I have a ‘start-up’ plan—a plan that tells me what to do, when to do it, how to do it, and why to do it? (Or, do I just come to the office and ‘go with the flow’)

2. Am I waiting for someone to tell me what to do each day, or do I have focus and purpose with my plan? (it doesn’t work to ask your manager what to do each day, and, as a newer agent just told me, your manager answers, “Mail some postcards.” You wouldn’t expect a Starbucks franchise to ‘guide’ the new franchisee that way, and you’re not going to get a business start with that kind of piecemeal ‘advice’!)

3. Do I have a daily schedule that is prioritized with the business actions most important to me to assure I make money? (If you’re just relying on your office for its floor time and meeting schedule, you aren’t in the business!)

4. Do I know the best methods of lead generation—and how to implement them? (You can’t wait for ‘training’ that starts in 3 months to start your business!)

5. Do I know the numbers? (how many contacts does it take to get a lead, how many leads to get an appointment, how many appointments to get a listing, showing, how many showings to get a sale, how many marketable listings will sell) (If you don’t, you are destined to be an ‘on accident’ agent—only selling someone something when the stars are aligned).

6. Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

7. Do I have a method of setting goals and tracking accomplishments in the areas above—so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

8. Do I have a budget so I know how much money I should be spending in marketing myself/marketing my listings?

9. Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I fall off my start-up plan (to keep me from failing)?

10. Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

If you can’t answer the questions above with authority and confidence, you need much more business direction than you’re getting now. It’s time for you to get serious about real estate as a business, and grasp a start-up plan and the support you need to assure your success.

Why Not Get the Tools to Succeed at a High Level–Now?

If you’ve been in the business less than 2 years, and aren’t getting the success you need, deserve, and are working for, you need a program to get you onto the right track, teach you the principles of high production, and provide an action plan that’s proven to get results. Take a look at my online training/coaching/activity plan, Up and Running in Real Estate. You’ll get a fresh start on your way to the success you dreamed of.

Categories accountability, action plan, Business Plan, Coaching, goals, manager, Motivation, New Real Estate Agents, objectives, Real estate as a career, Real Estate Sales, Real Estate Success, retention, Sales Strategies, Training, Up and Running Coaching Companion for Manager, Up and Running in Real Estate
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How to Create a Great Opening for Effective Presentations

by Carla Cross

January 24th, 2020

Here’s how to create a great opening for effective Presentations

Do you have to get in front of 2 (or 200) and capture their attention immediately? If you’re an agent and you do buyer or seller presentations, you certainly do. And, if you’re in management, you do every time you start a sales meeting. You affiliates certainly have to quickly capture attention when you get in front of a sales meeting.

So, for all of you agents, managers, and affiliates, here are the secrets to getting their attention. This is how you launch ANY presentation any time you’re in front of people.

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Have you thought about how you start your presentations? Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales’. Instead of stumbling through a presentation, why not organize it to grab their attention, persuade them to your way of thinking, and motivate them to action? You can.

In my resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be

persuasive

Think about it. Real estate salespeople: When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

In this blog, we’ll discuss great openings–one of the 2 most important parts of any presentation.

Grab Their Attention in the Opening

Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like:

I won’t take much of your time, but

We have a lot to cover today (boy, that sounds exciting and motivating, doesn’t it?)

We won’t get through the outline/presentation (then, why do we have that outline?)

I know you don’t want to listen, but

I’m not really prepared (this happens in many presentations in front of 2 or 2000!)

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever comes ‘naturally’. Instead, make your openings

Provocative

Interesting

Different

Engaging

Motivating

The First Two Minutes are Critical

Recently, I attended a Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action. I don’t mean to ask a rhetorical question, either!

Want many more presentation tips for your next meeting, listing or buyer presentation, or sales presentation? Check out Knock Their Socks Off: Tips to Make your Best Presentation Ever.

In the next blog, we’ll talk about the other 2 parts of the presentation, and how to make them sizzle, too.

What mistakes have you seen presenters make in their openings? Let me know.

What do you do to grab their attention and interest in the first two minutes?

Let Me Help Your Trainers Refine Their Skills

I help associations and companies help their trainers become masters, try new methods, keep their audiences, awake, and become more creative. Contact me and we’ll talk about how I can help you.

Categories buyer presentation, Experienced agent, listing presentation, Marketing, New Real Estate Agents, presentation skills, Real Estate Sales, Real Estate Success, Sales Strategies
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If You Train: The Secret to Keeping their Attention AND Seeing Positive Change

by Carla Cross

January 17th, 2020

Are you rewarding the behaviors you want? And, if so, how?

In this series, I’ll be providing tips to trainers, managers, and coaches on how to get behavior change–in the most positive way. That’s the way to move people forward with confidence.

Whether you’re a trainer, a manager, or a coach, you want to see changes (for the better) in your ‘clients’. How can you accomplish that?

By catching someone doing something they should keep ‘in their repertoire’ and rewarding it.

One of the things I constantly hear as I train trainers nationally, or teach my Instructor Development Course, is that trainers want to be more engaging.

They want to keep their audience’s attention. I’ll be blogging about that during this series. Right now, I want to narrow this down and talk about one way to get and keep your audience’s attention–and it works to motivate anyone you’re working with:

Behavior that’s rewarded is repeated.

That’s the good news–and the bad news. Generally, when you compliment or reward someone for a good behavior, they will continue that behavior. But, in addition, people will repeat bad behaviors, too, if they are rewarded for them (the prisons are filled with people who demonstrate this truism).

Negative Nellies or Bash ‘Em Bobs?

To further complicate matters, some people were raised with negative reinforcement, and respond primarily to negative reinforcement (“you’re not good enough, you’ll never be able to do this, etc.”) These are the people who beat themselves up dozens of times in their heads for any mistake they make. In evaluations, they’re always hard on others. I had one of these people tell me, “You were great, but I only gave you 8 out of 10. I never give anyone a ’10.” Well, guess what, he is harder on himself that anyone else! That’s a tough way to live, but someone people always look at the dark side.

Accentuating the Positive

I don’t think, generally, that using negative reinforcement is a good strategy to employ, whether in or out of the classroom. So, I’m going to concentrate here on positive reinforcement, and specifically how to do it in the classroom.

Getting and Keeping Their Attention in the Classroom with Rewards

I just did an instructor update with the very capable instructors of the Realtors of South Central Kansas. One of the topics they requested was some strategies to get and keep the audience’s attention. Let’s zero in, then, on one surefire way to do that, and it’s quick and easy to implement. Not only does it keep people’s attention, it rewards them for those positive behaviors.

For example: What do you do, as an instructor, when someone does a great job in a role play you’ve set up? You reward that behavior. So, here’s the principle:

Use giveaways for great performance.

What do I mean? Here are some:

One of your favorite books (especially related to your topic)

A pamphlet or book you wrote (I have a small book, literally a ‘small book’ of Big Ideas, that is perfect for this. See it here.*

A CD or DVD

Starbucks card

Entry into a future seminar you’re giving/webinar, etc.

*I’m doing a presentation for Fidelity National Home Warranty Company next month, on how to present at sales meetings to grab people’s attention. So, guess what I’m going to be giving to the facilitators? You got it, the Small Book of Big Ideas!

You’ll Have Everyone’s Attention!

When you reward someone in front of others for a great performance, or being the leader of a group, or being reporter, you can be assured everyone will pay attention. You’re taking the spotlight off yourself and putting it on one of your audience members.

The big question: What are you doing with your students in the classroom that sets up an opportunity to provide positive reinforcement with rewards? (like role play, reporting, small group facilitation, etc.).

Remember, behavior that’s rewarded is repeated, and you’ll grab and keep their attention!

Categories action plan, inspiration, manager, Motivation, presentation skills, Real Estate Success, Training
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Are You ‘Coach able’?

by Carla Cross

January 9th, 2020

How coach able are you? (Not everyone is a good coaching prospect….).

This year, I’m featuring the myriad of ways we can all get better as ‘performers’. After all, real estate is a ‘performance art’, not a knowledge pursuit, rigit?

See below for my ‘coach ability’ evaluator’ to help you find out if you’re coach able.

Being coached by a competent coach is certainly one of the ways we all get better as performers.

Here are the two big attributes I’ve identified for coaching success, from my many years being coached (first as a musician and then as a real estate professional), and as a coach.

Do You Recognize Mentors or Coaches Who Partnered in your Success?

It is amazing to me how many real estate professionals say they ‘work alone’. They say they have nothing to do with anyone in their office, and impact no one. (Really? Our actions impact no one? That must mean we’re pretty insignificant…) While real estate success is certainly due to one’s efforts, to think that we are virtual ‘islands’ of knowledge and action is not only ludicrous—it’s dangerous. Before you fall for that ‘I alone am responsible for my success’, I have a question:

Who in your life mentored you, coached you, parented you, advised you, encouraged you—and set you straight when you needed it? How many people can you name? This can be positive or negative, too. We learn as much or more from a bad experience as a good one!

If you truly can’t name anyone, you don’t believe that others can help you ‘break through your ceiling of achievement’. Could that mean YOU don’t believe you can break through…..or that you have great fear of ‘being flexible’? Or, perhaps, that you can’t influence others?

How Accountable Are You Willing to Be?

This is actually the ‘biggie’. If you’re not willing to be accountable to your own actions—and to your coach—DON”T start a coaching relationship! I know many of you think accountability is a dirty word. It’s true that some coaches (sports, music, etc.) have accentuated the down side of accountability—being punitive, negative, critical…(There are a lot of inept coaches out there.)

No wonder people don’t want to be accountable if they think they will be punished for any wrong action (or inaction). But, that’s not what I’m talking about. I’m talking about a situation where you make a promise and keep it. In doing the promised action, you are guaranteed to get praise—and results.

The Natural Reticence to Answer to Anyone

I created an online training/coaching/accountability results-based program called Up and Running in Real Estate. I essentially put the principles and processes from my best-selling book Up and Running in 30 Days online. But, it’s now 8 weeks of planned actions—my business start- up plan step by step. I built in the parameters I have learned assure the greatest success:

• A coaching component
• Lots of encouragement
• Processes and systems that are ‘self-teaching’ and support the actions we want agents to take
• Accountability.

Guess what many participants do with the program? They do some of the work (they love the multiple choice tests) but don’t do the business-producing work. By their actions, they are not accountable to themselves or to their coaches. So, of course, they aren’t getting the results—and they can’t get appreciation and recognition—two big drivers to continue the motivation. How unfortunate!

My question to you: What times in your life have you been accountable to actions and to someone else—and enjoyed the experience? Are you running away from accountability because you haven’t experienced the ‘up’ side?

So, are you coach able?

Armed with the answers to the questions in this article, you can assess whether you will benefit from a coach. And, managers and coaches, you can help your potential client figure out whether she is a good candidate for coaching.

The Coach Ability Evaluator

I have been coached by the ‘best in the business, first as a musician and then as a real estate professional. I’ve learned what works. Because of my performance background, the coaching methods we use at Carla Cross Coaching are much different than most. From all these experiences, I’ve discovered who is coach able and who is not.

Click here to take my Coach Ability Evaluator.

Categories Coaching, Experienced agent, manager, mentor, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in Real Estate
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