When Sales Are Down- Revenues Are Down.
Expect the Sales Managers to ramp up pressure!
“Winning is Habit” -Vince Lombardi
We’ve all had great mentors and coaches and had “not so great.” I’ve seen so-called “R.E. coaches/trainers” ruin “up-and-coming agents by trying to fit them in a mold that benefitted (mostly) the franchisor instead of growing agents for the long term!
Broker’s License= Independence and Control Over
Your Future in a Post-Sitzer World
Most corporate sales managers can’t find their “kiester with both hands”;
when it comes to marketing. The area Mgr. is there to promote the corporate brand. They want you to succeed, of course, b/c the franchise succeeds,
But your career succeeds upon you knowing the game they play! Let me show you the backstory! This post by Inman is spot on.
These slower periods are excellent times to sharpen your tech and sales skills. Fortunately for agents, CAR offers various quality training classes at their local “Board offices.'”
“Jack Em Up – Glaze Em Over- Boot Them Out the Door”
is the motto of many so-called “sales trainers.”
They host all-day courses (for big bucks) but are little more than a “sugar high- feel good” experience. Most only offer shoe leather/ missionary sales ideas.”
a) Knock on 100 doors a day? (dog bites optional?)
b) Make 100 phone calls daily (does any homeowner even answer the phone from unknown/undisclosed #s?)
c) And a host of other labor-intensive (at little or no cost to the franchisor) low-yield “whip-smart” ideas that promote the franchisor’s brand, first and foremost.
These aren’t “marketing plans” – they indicate management’s lack of (natural and effective) branding.
All three are recipes for burnout, therapy, and antidepressants. There’s a better way; let’s find it together. I am starting today! Cheers! Let’s talk Soon!
What Real Estate Coaches/Trainers Don’t Want You to Know
How do you spot the real deal regarding coaches and trainers?
(written in the first person)
According to Jeff Glover, these four types of coaches may be focused on something other than your best interest.
Unfortunately, some are disguised as something other than their intentions. Below is a list of the four types and their pros and cons.
Type No. 1: Recruiters
Coaches in it for recruiting are using coaching to “attract” agents to their teams, brokerages, or downlines, but unfortunately, they are disguising it as wanting to help people through “coaching.”
It’s their way of making money off agent deals (and those they recruit) by recruiting you to their “teams.”
Pro: Supportive of you at their brokerage or team because of the revenue they’ll make from your success.
Con: The grass is not usually greener on the other side; it’s greener where you water it, and falling into this trap could set you back further.
Type No. 2: Retainers
Coaches who are in it for retention. They could be a large, small, or medium-sized brokerage or team using “coaching” to get you to buy into what the brokerage is preaching.
The problem with this type of coaching is that the interest is not in the client first; their interest is in the company and its retention first. And if, by chance, the agents become successful, that’s a plus.
Pro: If the team or brokerage is successful, it has a proven model to follow.
Con: Their advice to you as their client may be colored by what is in the brokerage’s or team’s best interest, which could stunt your overall growth.
Type No. 3: Revenue-Focused
Coaches who are in it for the money.
There are hundreds, if not thousands, of “coaches” today who declare that they are coaches or have started a coaching company because they “care” when they care about themselves and their “added revenue stream” first and their clients second.
Pro: If the coaching arrangement is financially attached to your results or split, this can be good for both parties.
Con: You may feel like a number as the coach or coaching company grows and becomes more concerned with their bottom line than yours.
Type No. 4: Real-deal coaches
Finally, there’s a fourth group. These are the ones who want to make a difference in the industry. They prioritize the needs of their people and clients over their own.
The ones who don’t ask how much money they make or calculate their dollar-per-hour return on their time spent coaching. Those who know it’ll show up only when they’ve created a difference in enough lives.
Pro: Your results will show up sooner and be longer-lasting as this type only has one goal: you.
Con: If they have a bunch of other coaches, you might not get the same experience as the leader. Unless they are incredibly picky with who they let join, you could receive a different experience than the one you expect.
So, how do you spot a fake from a real deal? The fakes will share their success stories, while the actual values will let everyone else do that for them.
As we head deeper into this next market, finding the right coach could be the difference between just making it through or coming out ahead.
