Which comes first? Improving your SKILLS or developing SYSTEMS?

Real Estate Broker/Owner with Pareto Realty TN #251071

The chicken or the egg . . . ?

Yesterday, Today, & Tomorrow I am in a beautiful place in so many ways. I am filled with gratitude for every other person in this place with me - ESPECIALLY Dianna Kokoszka who has developed this program AND selected the site for the training. All other people here have come with open minds and a tremendous enthusiasm to learn and share openly.

We are assembled in Broomfield, CO at the nicest Hotel I have yet to encounter in all of my travels. This hotel has accommodated our every need. The rooms are spacious and comfortable - The lobby easily "swallows" 60+ people in its variety of seating choices and relaxing open Fire place. Somehow Dianna arranged for PERFECT weather AND took the entire group out for a great evening at Benihanas last might . . . The mountains are just outside (Broomfield is near Boulder - the foothills of the Rockies). This whole thing literally took my breath away - Perhaps partly due to the high altitude :-)

All of this to say that Dianna very purposefully chose this setting to host some of the most important people in her world (other than her family) - Her CLIENTS! We are 63 Keller Williams Realty Team Leaders, MAPS Coaches, Productivity Coaches, and a few Operating Principals . . . and we are all here to learn COACHING SKILLS - These are skills that we will be able to take home with us (along with a new assortment of friends from all around the country) . . . and these are skills that we will use to literally TRANSFORM the lives of OUR clients - The folks we coach. These are skills that literally "work" in ANY coaching environment whether it be coaching a Team Leader to a high level of Market Center achievement or an agent to his/her goals.

Dianna is not simply filling our brains with "scripts and dialogues" and systems and models (though she HAS created a full coaching program manual with no details missed) . . .  Dianna is modeling - SHOWING us  the way. During these 3 days, she is MENTORING this entire group- Leading by example - Pampering her clients - honoring her responsibility to respect the time, energy and intelligence of every person here. This is a rarity (in my experience). The only other conference I have attended that "betters" this one in terms of "having a say" and EVERY participant feeling valid throughout would be an Open Space Technology session centered around a REAL, juicy issue or opportunity.

So about this chicken or egg thing . . . I have been a REALTOR for @ 15 years now, I am very much a self-starter and see myself as being driven and focused. This can be good - or not. I can honestly say that through the years, I have re-created the wheel several times. I have randomly "plugged into" coaching and training programs, but it seems that my hyper-inflated ego and/or entrepreneurial Spirit have always hi-jacked the plane and taken me down bunny trails leading me AWAY from already proven models and systems. My self-pride has always been humming along in the back-ground (Devil standing on myshoulder screaming in my ear) . . . "YOU CAN DO THIS ALL BY YOURSELF - YOU DO NOT NEED A COACH! Why pay someone to do something you can do yourself?

Does this resonate with you? If you're in the REal Estate Sales Industry, odds are good that this hits home. We REALTORS are "Naturals" at everything we do. We hate to admit that we need help to get our businesses moving along and sustainable. We are SUPERMEN/WOMEN and are in CONTROL, and we don't need ANYONE to tell us what to do. We are fun-loving and care-free and SUCCESSFUL.

We are also typically  the most random business people on the planet. If an expert were to "Valuate" the average REALTOR's business, the number would likely be sub-zero.

I don't say any of this to belittle ANYONE. This is all Self-discovery for me. I'm being transparent. Yes, I am generalizing - but the more I learn, the more I realize that most REALTORS have wandered along this entrepreneurial path for their entire careers without being intentional - and perhaps with little clarity as to where the path is leading. Where do you want to be in 10 years? Do you EVER want to retire? Do you have a plan?

What I learned was that SELF-DISCOVERY is the first step down this path to determining REAL, PERSONAL motivation. You can do this on your own or you can hire a coach to move things forward with purpose (and speed). Once motivation/goal is clear, then IMPROVING YOUR SKILLS is PARAMOUNT. This reality struck yesterday as we were half way through the day, and I realized that the session I had traveled across the country to attend was not exactly what I expected. I thought we were going to get a "COACHING PROGRAM" handed to us in a tight little package with 3 days of "implementation/roll-out" training." I guess I had not factored in who we were dealing with - Dianna - This session is NOTHING BUT SKILLS TRAINING. THIS is  what we needed and we didn't even know it.

Sure, the system is important, but we can buy the manual and read it and implement. We don't need to be spoon fed something that is written (concrete). What we need most is to learn how to be MOST EFFECTIVE for our clients (those folks we are coaching) . . . We need coaching Skills . . .

This rings true also for REALTORS. If your passion is Real Estate - sales, building a team etc . . . What you need most to be successful is SKILLS. How many houses could you sell if you KNEW that you could effectively pre-qualify (help YOUR clients self-discover motivation)? With this level of clarity, you will find yourself having more pleasurable client experiences. You'll begin doing what the TOP Buyer Specialists do - Find the PERFECT house for a Buyer after seeing not more than 10 properties . . . and what TOP Listing Specialists do - Price and stage the house for a timely and profitable sale for your clients.

Hone your SKILLS FIRST . . . these are the foundation . . . Then build the structure - Models and systems. The MREA has that part all laid out for you.

Hire a specialist to help you build your foundation solid and RIGHT the FIRST time, and your way will be easier.

The specialist that can help you most is a Trained Productivity Coach. That will be the best money you will EVER spend on your business and quality of life.

I'm sure I'll post again tomorrow morning with thoughts from today's training. I believe we will be doing lots of role playing a scripts etc today . . .

Time for some fresh, Rocky Mountain air (a walk) before start-time.





Barry Owen

Principal Broker & Productivity Coach

Keller Williams Realty - Nashville, TN - Green Hills


Consumer Blog www.creatingspaces.blogspot.com

Simply Living the Fourfold Way in Open Space! 

Posted by

Barry Owen

Principal Broker
Pareto Realty
Nashville, TN

Call me: 615-568-2123
email me: barryo@comcast.net




Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!


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New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor
RE/MAX Properties Unlimited, Real Estate - Morristown, NJ
You need to be doing both at the same time.
Oct 11, 2007 01:14 AM #1
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