I really don’t know why. Somehow, people keep coming to me asking for coaching advice – even though I haven’t advertised myself as a coaching service in some time. And I am sad to see what I find when I talk to these folks.
Some are paying either fees or a split of commission for training. Some are paying up to $1,000 per month for coaching.
Here is what is sad. These agents have been giving written material on what to say and yet no actual training on how to say those words and even more the reasons those words are there in the first place.
Many of us know that communication is 7% words, 38% tonality and 55% body language. And in a phone conversation, there is no body language and so tonality becomes over 80% of what is communicated.
These agents are paying hundreds or thousands of their dollars and not being taught 80% of what is really important. No wonder I hear so many sellers tell me how incompetent they believe real estate agents are. These agents communicate like the customer service call centers routed through companies thousands of miles away. They may have been taught words of English, but they have no idea how to effectively communicate using them.
One day, a company is going to figure that out and start training and coaching the right way all the time.