e gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially wIt’s getting tougher and tougher out there to get into real estate offices to meet—and hopefully form long-term relationships with agents. So, it’s time to develop new skills and new strategies. One of these strategies is to offer coaching to agents. Having managed real estate offices for fifteen years, and running my own national agent/leadership coaching program today, I know the importance of helping develop people one at a time. However, what most people term coaching—isn’t. So you’ll be effective in a coaching relationship, here are three attributes you must set up from the beginning to coach effectively:

1. Choose the appropriate game plan with which to coach
2. Choose ‘coachable’ agents to work with
3. Build your skills to coach effectively

In this article, we’ll discuss choosing the appropriate game plan. In later articles, we’ll discuss the other points. I think choosing the right game plan is the most important consideration in coaching—and the one that’s most left out. Your Coaching Role There are many coaching programs available today to real estate agents. However, too many of them are just ‘advice columns’. I think that’s because agents who are struggling are looking for someone to give them the ‘right answers’. However, just giving people answers doesn’t get them into action. In fact, it often keeps adults out of action. (Too much information freezes an adult like a ‘deer in the headlights’.) Coaching isn’t just advice at all. According to Tim Gallwey, author of The Inner Game of Work, coaching is “the facilitation of mobility.” Your role in coaching is to

1. Provide a foundational game plan from which to coach
2. Provide observation, positive reinforcement, and redirection to that game plan

Choose the Appropriate Game Plan from Which to Coach The main reason agents want ‘right answer advice’ is that they have no foundation from which to make business decisions. Most new agents have no business start-up plan. Most experienced agents have no business plans. I call these ‘game plans’. Think about coaching baseball. All good coaches use game plans. Their players know the rules, they know their roles, and they agree to play those roles. They have been taught the ‘game plan’. They are coached in their performance throughout that ‘game plan’.

You Must Provide the Game Plans Having written these game plans and coached agents and leadership to them for almost three decades, I know the importance of using a game plan. In addition, I know that whatever game plan the real estate professional follows, it will have a huge impression on the outcomes he gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially w

ch
2. Choose ‘coachable’ agents to work with
3. Build your skills to coach effectively

In this article, we’ll discuss choosing the appropriate game plan. In later articles, we’ll discuss the other points. I think choosing the right game plan is the most important consideration in coaching—and the one that’s most left out. Your Coaching Role There are many coaching programs available today to real estate agents. However, too many of them are just ‘advice columns’. I think that’s because agents who are struggling are looking for someone to give them the ‘right answers’. However, just giving people answers doesn’t get them into action. In fact, it often keeps adults out of action. (Too much information freezes an adult like a ‘deer in the headlights’.) Coaching isn’t just advice at all. According to Tim Gallwey, author of The Inner Game of Work, coaching is “the facilitation of mobility.” Your role in coaching is to

1. Provide a foundational game plan from which to coach
2. Provide observation, positive reinforcement, and redirection to that game plan

Choose the Appropriate Game Plan from Which to Coach The main reason agents want ‘right answer advice’ is that they have no foundation from which to make business decisions. Most new agents have no business start-up plan. Most experienced agents have no business plans. I call these ‘game plans’. Think about coaching baseball. All good coaches use game plans. Their players know the rules, they know their roles, and they agree to play those roles. They have been taught the ‘game plan’. They are coached in their performance throughout that ‘game plan’.

You Must Provide the Game Plans Having written these game plans and coached agents and leadership to them for almost three decades, I know the importance of using a game plan. In addition, I know that whatever game plan the real estate professional follows, it will have a huge impression on the outcomes he gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially w

ion. In fact, it often keeps adults out of action. (Too much information freezes an adult like a ‘deer in the headlights’.) Coaching isn’t just advice at all. According to Tim Gallwey, author of The Inner Game of Work, coaching is “the facilitation of mobility.” Your role in coaching is to

1. Provide a foundational game plan from which to coach
2. Provide observation, positive reinforcement, and redirection to that game plan

Choose the Appropriate Game Plan from Which to Coach The main reason agents want ‘right answer advice’ is that they have no foundation from which to make business decisions. Most new agents have no business start-up plan. Most experienced agents have no business plans. I call these ‘game plans’. Think about coaching baseball. All good coaches use game plans. Their players know the rules, they know their roles, and they agree to play those roles. They have been taught the ‘game plan’. They are coached in their performance throughout that ‘game plan’.

You Must Provide the Game Plans Having written these game plans and coached agents and leadership to them for almost three decades, I know the importance of using a game plan. In addition, I know that whatever game plan the real estate professional follows, it will have a huge impression on the outcomes he gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially w

art-up plan. Most experienced agents have no business plans. I call these ‘game plans’. Think about coaching baseball. All good coaches use game plans. Their players know the rules, they know their roles, and they agree to play those roles. They have been taught the ‘game plan’. They are coached in their performance throughout that ‘game plan’.

You Must Provide the Game Plans Having written these game plans and coached agents and leadership to them for almost three decades, I know the importance of using a game plan. In addition, I know that whatever game plan the real estate professional follows, it will have a huge impression on the outcomes he gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially w

e gets. For example, I have seen some very poor game plans for new agents. They’re poorly defined and prioritized activities, which will result in a ‘low producer’ business. But, new agents don’t know the difference. So, they blithely follow the plan—and get poor results. Experienced agents may tell you they have business plans—but they really don’t. A real business plan consists of 6 parts. However, most agents have only one. And, it’s those other five parts that provide the insights and guidance the agent (and you as coach) needs to make the right decisions for that agent. Are You Helping Them With Their Marketing? Agents need help, especially when they are are new. Once they have a business plan together it is important that they begin putting themselves in a position where they can market themselves effectively. This is very important. A good online strategy is key. There are many companies that provide services, however VirtualAgentOffice.com is by far one of the best out there. If you want your agents to start bringing in business, this is the place to come.