I wanted to share this great little article written by Carla Cross, CRB, M.A.
Carla Cross Seminars, Inc./Carla Cross Coaching in the USA as she talks about the need for a personal business coach in the real estate industry (or any other entrepreneurial business for that matter) - enjoy!
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.
Skills Come from 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 who is helping 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?
Yes, if you are:
- Not optimizing your talents
- Not attaining your goals
- Spending too much time spinning your wheels
- Spending too much money for little return
- Hitting ceilings of achievement
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.
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