Should You Hire A Professional Coach?

Thursday, July 5, 2007 - By: Brian D

Should You Hire A Professional Coach?

By Carla Cross, CRB, MA

As you’re undoubtedly aware, coaching has become a big thing in the world of business. However, 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.

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 stretch to higher goals. The difference between one person’s success in any field and another lies, in part, in their comparable skills. All pianists can put their hands on the keys. They can play the notes. But, most pianists haven’t mastered playing the notes. That takes practice and coaching.

A few years ago, there was a fellow named Sam who worked as an agent in the real estate office I managed. Sam was a self-taught pianist. He played for his church. He related to me that the people at his church thought he was a great pianist. Sam told me he had never taken lessons, but was considering it. I got the idea that he thought he was already a great pianist, and questioned whether lessons would really help him. Then, I heard him play. As a person who has played piano since age four, and has a bachelor’s degree in piano, I listen a little differently to pianists. Sam didn’t play that well, but he sure did play loud and fast! The sad thing is that he really didn’t know how much better he could have been with some coaching. Sam approached his real estate business the same way. He rushed from idea to idea, always looking for the fast buck. So, he never developed a great real estate business, because he didn’t take the time to learn and apply systems and processes. He had so much potential, but it was his nature to ‘go it alone’ and attain only modest success.

How to Know if You Need a Coach

If you’re:

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 Coaches can Do for Us

Coaches help us focus on our goals so we get there faster.

Coaches help us get into meaningful action.

Coaches encourage us to keep on keeping on.

Coaches offer resources for new ideas so we can take a different look.

Coaches appreciate our efforts.

Why Real Estate Salespeople and Managers Really Need Coaches

We’re 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.

The second biggest benefit a coach can give us is 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. So, we need to find credible models and systems. 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.

Note: When you’re choosing a coach, find one who teaches you the concepts

and principles behind the processes. After all, you want to take those models and systems and self-manage long-term. The coach that only says, “Do it because I told you to” is not treating you like an adult. Find a coach that says, “Here are proven models, systems, and processes. I’ll teach you the why behind these, as well as helping you implement these models and systems to be more successful.”

What Real Estate Salespeople Think They Need from A Coach

Real estate salespeople think they need more information. They look for information from a coach. But, in truth, they have thousands of bits of information they’ve never put to work. What they really need is a method for prioritizing that information. They need models and systems. Then, they can pick and choose the important parts of that information to apply. One of the coaches I work with has some favorite questions he asks of agents: “Where could you get that information?” What are your resources?” By asking those questions, he encourages agents to delve into their own resources, increasing their self confidence and their abilities to self-manage.

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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