real estate coaching: HOW TO TRAIN THE VOICES IN YOUR HEAD - 06/16/15 04:36 AM

I’m a big believer in the power of positive thinking. When you believe you can do something, more often than not, you can. Unfortunately, negative thinking is just as powerful. As Henry Ford put it, “Whether you think you can or think you can’t—you’re right.”
So what leads us to positive thinking in some cases, and negative thinking in others? Well, one thing is simple familiarity. Let’s say you’ve made dozens of successful sales of older homes. Chances are, you’ll expect success when you get chance to sell that beautiful Victorian on the corner. But change one little thing about … (3 comments)

real estate coaching: NO ONE CAME TO YOUR EVENT? NO PROBLEM. - 05/08/15 01:05 AM

As a real estate agent, your job is, of course, to help in the purchase and sale of real estate. But when you think about it, there’s another part of your job that can take up just as much or even more time. Your real job—the one that makes it possible for you to work on the buying and selling—is doing all the little things that keep your name at the top of clients’ minds when a need for an agent arises in the first place. I’m talking about social networking, traditional advertising, phone calls, emails, and all the rest. … (2 comments)

real estate coaching: WORKING TOWARD A GOAL? TAKE IT SLOW AND STEADY. - 04/27/15 01:38 AM

As a coach, there’s nothing I like better than seeing a new client come into my office with energy, enthusiasm, and real motivation. These clients are my favorites—first, because that kind of outlook is contagious, and second, because a motivated client is sure to succeed.
Right? Well, no, not always.
It’s a funny thing about enthusiasm. It’s like love. They say the opposite of love isn’t hate, but indifference. Similarly, the opposite of enthusiasm isn’t negativity, but disappointment. Discouragement. Creeping inertia. Some of the clients who come to me full of fire stay motivated no matter what. But others? Others … (4 comments)

real estate coaching: NEVER STOP LEARNING - 03/31/15 01:01 AM
I was humbled today by a client who just engaged my services. Let’s call him Bill. Bill has been selling real estate for 25 years, and he’s in the top 30 agents in his marketplace. His annual sales volume is consistently between $15M and $20M, and he’s well-known and well-respected amongst his peers.
Sounds pretty good, right? Then why has Bill hired me?
It’s because he wants to do more, and be better. He’s ambitious and he’s motivated. Being in the top 30 agents in his market is quite an achievement, but he wants to be in the top 10 … (2 comments)

real estate coaching: HOW HIGH DO YOU WANT TO CLIMB? - 03/25/15 12:28 AM

When I first started out as a real estate agent, my managing broker used to say to me, “Pauline, the sky’s the limit.” It’s not that I didn’t believe him, exactly, but I took it with a grain of salt. After all, “the sky’s the limit” is just one of those things people say. Everyone wants to be positive, especially if they have inexperienced agents they want to motivate. I suppose I just assumed he said it as a thing to say, rather than as an idea he’d put some thought into.
But here’s the thing: In life, and especially … (0 comments)

real estate coaching: DON’T BE A SOURPUSS - 03/19/15 07:02 AM
Competition is a funny thing. For some people, it’s the fire that drives them to do more and accomplish more. It’s the motivation for even greater achievement than they thought possible. It can even be the thing that gives them a sense of purpose they never had before.
But for other people, the effect is just the opposite. Some people wilt at the mere thought of it. And should they find their competitors are succeeding, they can be flung into a spiral, letting frustration become self-doubt that turns them listless and unmotivated.
So, if you find you’re in the second group, … (26 comments)

real estate coaching: KEEPING THE FAITH - 03/04/15 04:04 AM

These days, it seems like everything happens instantly. Take a photo and see it immediately. Click a link and start watching a movie in seconds. Videochat face-to-face with people who, just a decade or two ago, would have been hours or even days away. It’s all miraculous and, for the most part, wonderful. But it can lead us to believe that everything can work that way. Of course, lots of things can’t.
And one of those things happens to be real estate sales.
This topic comes up a lot with my coaching clients. In real estate, it can often feel … (1 comments)

real estate coaching: SKIP THE PITY PARTY - 02/23/15 10:48 PM

“Take one single moment to feel sorry for yourself, and then bounce back better than ever.” Barbara Corcoran
I’m a big fan of real estate icon Barbara Corcoran and saw her post this on Facebook this week. It’s timely, because recently I’ve had a lot of real estate agents talk to me about how to cope with the losses in this business.
Real estate is tough, of course. Maybe you spend every day for a week putting together the perfect listing presentation, go over and over the pricing data, rehearsing your answers to the seller’s anticipated questions. You may work … (122 comments)

real estate coaching: NEVER UNDERESTIMATE THE POWER OF COMMUNICATION - 02/11/15 10:49 PM

All agents spend a lot of time working with people, and if you work with people you’re bound to get frustrated from time to time. That’s just the nature of people. I have a client—let’s call her Lisa—who was beyond frustrated with one of her buyers. His goals kept changing. His price range kept getting lower. And no matter how many properties Lisa showed him (and he wanted to see them all), none of them ever seemed to be quite right.
Lisa came to one of her coaching sessions with me wanting to discuss how to fire the client. It … (3 comments)

real estate coaching: THE LIMITS OF SOCIAL MEDIA - 02/02/15 12:29 AM

Social media has become, and will remain, an essential part of any real estate agent’s marketing arsenal. Even beyond its effectiveness as a marketing tool—which can be great—any agent must maintain a basic social media presence simply to seem relevant and up-to-date.
However—and you can call me old-fashioned if you like—social media should never become a substitute for real, in-person human interaction.
As real estate professionals, we deal in emotions, life events, intangible reasons for making huge financial and life decisions. In essence, we deal with the really intimate, personal stuff of life. We don’t just sell homes. We sell … (1 comments)

real estate coaching: 5 TIPS TO LAUNCH YOUR REAL ESTATE CAREER - 01/21/15 04:05 AM

So, your crisp, new real estate license is sitting in your wallet, you just set up your laptop in your new office, and you’re about to announce to your friends and family that it’s official: You’re a real estate agent, and you’re open for business.
Congratulations. But where do you start? Well, I have more to say about this than I can fit in one blog post, but let me offer you, the newly minted real estate agent, five quick tips to get you on your way:
Dress for Business. Your early days in your new career may be spent mostly … (1 comments)

real estate coaching: THE TALE OF THE OUT-OF-TOUCH AGENT - 01/12/15 05:30 AM

Let me tell you a story. It’s about a client of mine who once sold a $2M condo to a young couple relocating from New York. The transaction was a smooth one, the buyers were pleasant to deal with, and it was a lucrative and fast sale for my client. Happy story, right?
It was. Until last week, when my client saw the same condo turn up on the market—listed by another agent.
If the purchase had gone so well the first time, why didn’t the owners call back when it was time to sell? I asked my client when … (1 comments)

real estate coaching: THE NEW YEAR: HOPEFUL OR STRESSFUL? - 01/04/15 11:09 PM

The new year is here, and it’s a time of hope, promise, and optimism. Of course, it’s also a time of anxiety, worry, and stress—it all depends on how you look at it. As novelist Nora Roberts once said, “I can fix a bad page. I can’t fix a blank page.” In other words, the stress of creating something from nothing is much greater than the stress of working on what you already have. And a new year is nothing if not a blank page.
Chances are, if you are a motivated and ambitious sales person, there is quite a … (2 comments)

real estate coaching: INSPIRATION IS A BITCH - 12/15/14 12:58 AM
The real estate business asks a lot of agents. You need to always be on call. You need to be unfailingly patient, understanding, and positive no matter the circumstances. You need to have knowledge of the market that’s both deep and broad. And on top of all this, if you market yourself (as most agents do), you need to be able to create compelling messages in the tiny slivers of time that are left to you for such tasks. You need to be inspired whenever the opportunity strikes.
So what do you do if you’re just… not?
I have a client … (22 comments)

real estate coaching: IT’S NOT ABOUT THE CURTAINS - 12/09/14 01:27 AM
You know how it goes: There’s a client on the phone screaming into your ear about your failings. Blaming a difficult transaction on you. Demanding to know why you haven’t closed the deal yet to their exact specifications. When my coaching clients find themselves in this position, one the most useful questions I can ask is, “What’s really going on with this situation?” It’s often the case that when one of them is dealing with an angry, demanding, or irrational client, it’s not what it seems at first glance.
We all know real estate transactions can be very tense and … (0 comments)

real estate coaching: ARE YOU JUST A TERRIBLE PROCRASTINATOR? - 12/05/14 05:16 AM

There are very few problems in life that cannot be solved with a good acronym.
Take, for instance, the problem of setting and achieving goals. In theory, this is a simple process. Set a goal, work hard, reach the goal. What could go wrong? But many of us find the process much muddier than that. You see where you want to be, and initially you feel full of determination. You might even go so far as to schedule time in your calendar for working toward goals. But somehow, you never seem to be able to get started. You put … (0 comments)

real estate coaching: TAKE TIME TO SLOW DOWN - 12/02/14 10:15 PM
With the holidays upon us, I thought it timely to write a little about the importance of taking time off.
I know, I know, you’re busy. You have a new listing coming on right after the New Year, and you have a lot to do to get the house ready. You have those buyers from out of town who can only look at property the weekend between Christmas and New Year. There is that client appreciation event you told yourself you would organize for the end of January. And then there’s the little matter of your personal preparations—shopping, and travel, … (2 comments)

real estate coaching: CONVERTING FRUSTRATIONS TO OPPORTUNITIES - 11/18/14 03:19 AM

I met with a client this morning – – let’s call him John. John is relatively new to the real estate industry. He was feeling discouraged. He had had one of those weeks we have all had. A buyer he’s been courting for weeks made an offer on a FSBO over the weekend. The building owner he’s been talking to about selling decided to list his property with a family friend. A brand new agent in his office just sold an expensive condo in the hottest new building in the city. A close friend approached a different real estate agent … (0 comments)

real estate coaching: SAY GOODBYE TO SHOULD-BE’S - 11/14/14 05:44 AM

If you haven’t already noticed, the real estate world is full of rules for success. At real estate seminars and conferences, and in all those books that promise to guide you to real estate prosperity, you’ve seen countless lists of things you should be doing, basic ground rules without which (the thinking goes) you’re simply doomed. Depending on who you listen to, you should be:
making X number of phone calls a day sending out X number of letters a week meeting X number of new people a month And so on.
Is it really so simple? Of course not. But these … (0 comments)

real estate coaching: IGNORING THE GREMLINS - 11/10/14 12:00 AM
“The biggest challenge in business and being an entrepreneur is not the competition, it’s what goes on inside your own head.” –Barbara Corcoran
I’m a big fan of Barbara Corcoran. And she does have some great – and simple – pearls of wisdom to share. This is one of those.
With my coaching clients I often refer to those “voices in our heads” as our “gremlins”; those little creatures who tell us we are not good enough, instill those feelings of self doubt, and block our ability to move ourselves forward. What’s important to understand is that for any business … (12 comments)

Pauline Donnelly, Real Estate Coach

Pauline Donnelly

Real Estate Coach

Boston, MA

More about me…

Address: 75 Arlington Street, Suite 500, Boston, MA, 02116

Mobile: (617) 216-1609

Office: (617) 848-4575

Email Me



RSS 2.0 Feed for this blog