Coaching Agents: When They Ask for Help
When agents ask for help, the #1 goal is to lift them up and make sure they stay in the business (there are edge cases where they should get out of the business, but this is assuming they should stay in). In general, things get better for all agents over time. Agents with zero plan or systems eventually close more deals, accidentally build an SOI, and the job gets easier. There's obviously a much better way to build a business, but just by staying in the business, things improve.
Question #1: Would you like high level advice or detailed advice?
High Level Advice
This is when an agent just needs a pick me up and needs to hear more of what we tell everyone.
- Join an accountability group.
- Make sure your SOI spreadsheet is complete and you're sending gifts through the program.
- Time block.
- Spend the first hour of your day following up with leads and past clients / your SOI.
- Hold open houses.
- Look at where your business came from in the past 3 years. Do more of what's brining you business.
- Take more leads duty shifts.
Detailed Advice
This is when an agent is REALLY open to coaching and is willing to look at what they're currently doing wrong.
- Tell me about your day. What's your schedule like?
- Tell me about your work environment. Do you have a dedicated workspace at home? Does it have an extra monitor, and keyboard?
- What are you working on?
- Where did you get your business in the past 3 years?
- Are you holding open houses?
- Is your SOI spreadsheet complete?
- Are you in an accountability group?
- Are you taking leads duty shifts? Tell me about your process.
When agents are willing to answer all of these questions, you'll find that they're not organized in many ways. They're probably wasting time on social media. If they're holding open houses, they're probably not doing it in the right way and they're wasting time. They're probably not working leads duty shifts like they should (not trying to set everyone up on searches and sending expert f/u emails). Almost no one time blocks correctly.