In the world of business today, professional coaching is ‘in’. But, to be sustainable, it must more than just a fad. I think coaching actually is filling a long term ‘need’ in today’s world. Why? Because we all need focus and direction. We need this focus and direction especially during tough times. Because, during challenge, it’s easy to lose our self-confidence. We need that extra lift that a great coach can give us—that motivation and inspiration.
Too Many Directions and Distractions In A Fast-Past World
People argue, though, that there is so much information available today that we should all be able to just get it from the Internet and get into action, right?
Actually, not right. The very problem is that there is too much information. We need someone to help us prioritize it, stay focused on it, and measure the results of our strategies and systems implementation. I know, as a long-time performing musician, I can’t hear myself like my performance coach can hear me. I can’t see the potential that my performance coach can see in me. I know, as a professional musician, that ‘second expert ear’ and ‘outside motivational catalyst’ are key in mastering any performance. Unfortunately, few real estate professionals have had the luxury of being coached by a gifted pro as I have had as a pianist and flutist.
What Coaching Can—and Cannot--Do
Many people believe that coaching will ‘give them all the answers they need’. Actually, coaching doesn’t exactly do that. Skilled coaching helps the client find the answers for himself. In other words, a great coach teaches the client how to think.
In addition, coaching helps the client focus. This is especially important to us ‘people-people’. We enjoy people so much, and we multi-task so much, that we find it difficult to finish tasks—and to master them. This is especially true of us real estate agents. Not only do we lack focus, we lack the background, processes, and systems to create strategy and repeatable, replicable systems.
Screen Your Coach: The Five Critical Questions to Ask Your Prospective Coach
It’s focus, systems, motivation and inspiration we should expect from a coach to support us through tough times. It follows, then, that our criteria for choosing a coach should include these areas. Here are the areas and five questions to ask your prospective coach:
- The coach’s business approach: What do you consider important and not important to build a real estate business—and why? (Do they believe that contacting just one source of business and/or sending cards regularly is sufficient to build a real estate business?)
- The coach’s models: What models and systems do you believe in—and why? (Do they actually use models and systems to provide you 24/7 coaching—when you’re not talking with the coach?)
- The coach’s implementation: How will you be using these models/systems with me? (Do they use the models and systems as support back-up, or do they simply turn you loose using the models and systems?)
- The coach’s processes: What forms will you be using and why? (Do they have easy-to-use reporting forms that you can continue using to measure and monitor your accomplishments?)
- The coach’s method of dealing with action—or inaction: If I do the work, how do you reward me? If I don’t do the work, what happens? (Find out how your coach motivates and inspires)
Armed with a great coach who provides you focus, systems, motivation, and inspiration, you’ll have the arsenal to move ahead with confidence no matter how tough the times get. Why not step out and distance yourself from those ‘almost achievers’ and see just what you were meant to accomplish?
Carla Cross, CRB, MA, coach, trainer, and author of 6 internationally published books, is an international speaker and former master Certified Real Estate Broker (CRB) national instructor. Her coaching company, Carla Cross Coaching, combines her background in performance mastery with her proven sales and management systems. See more at www.carlacrosscoaching.com