Category: Building Relationships

ruthson-zimmerman-233522-unsplash
Mar
28

Simplified Success

Business owners often ask me how they can simplify their operations and achieve results. I get excited when this happens because it means they are putting serious thought in to how to do things better. One of my favourite quotes is: “The power of an idea is in the implementation”. To me this is the most powerful thing business owners can take on board. You can have the best business idea in the world but unless you have figured out how you will put this in to action, you might as well pass it on to someone who will!

How to initiate action:

Most businesses’ are trying to work out the same things:

  • How do we deal with our customers?
  • How do we work effectively as a team?
  • How to we market our business?

When you ask yourselves these questions all at once it can feel overwhelming and exhausting. Instead, I propose you strip things right back and task yourself and your team three things this year:

  • Themes: designate a theme and pinpoint something your business can focus on every month. What can you as a group get better at? It might be connecting with existing clients, making improvements to technology or upgrading marketing materials. Whatever the theme is for the month, get the whole team focused on that one area with the view to create lasting change.
  • Key projects: I’m a firm believer that most people in business attempt to implement too many things all at the one time. Why not slow things down? Implement less things well than a lot of things poorly. Novel idea I know! A good example that I see time and time again is around the use of CRM’s and other technology. Sure, it’s great to have all of these whiz bang technologies…but only if you’re using them to their full capabilities. Why not make that a focus for your team and finally get the return on your investment?! Remember with projects the ‘key’ is to ensure every project has a beginning/middle and an end.

 

  • Quick wins: are small changes that can be implemented straight away. The beauty of small business is that decisions can be made very quickly. Use that competitive edge and work out one quick win per week that would make a difference to your operation. A good example might be changing the way you answer the phone.

Ultimately the aim of the themes, key projects and quick wins strategy is to create clarity, make some changes and simplify your business for success. I’ve always said ‘a confused mind stalls’. As a business owner it is important to put in place a framework that creates a clear, simple vision for your team. The results will shout for themselves.

For more information about how you can achieve simplified success in your business, contact the team on 1300 273 785.


john-schnobrich-520022-unsplash
Mar
28

Five ways to make 2019 YOUR year

If I get a dollar every time I hear someone characterise the current market as “challenging” or “downturn“ I could retire a wealthy man!

Instead I’m going to share an insight with you, this is an insight that no one seems to be talking about despite the fact that it could take your business to new heights. So, what is this amazing insight I speak of?….drum roll please….BIG plays happen in a changing market! You heard it here first folks! But in all seriousness think about it. If you waste your time and energy worrying about how challenging things are, what’s going to come of it? I predict not much! Instead, what you need to do is focus on the things you can control. Change your thinking, create a clear and achievable business plan for 2019 and find that breakthrough you need to get real momentum back in to your business.

Here are my tops tips to take on 2019:

  1.  New Real Estate Market – It’s time to start viewing our current market conditions as the New Real Estate Market. We need to fit in to the market that is here now. There’s no point in waiting around for a market change – adapt and respond to current market needs. How are you going to help your clients capitalise on this market?

 

  1.   Performance culture – Benchmark what your team’s performance looks like. This will differ for everyone depending on their career cycle (rising stars, performers, new recruits). Brainstorm with your team in the process of setting the standards of the company. These benchmarks will form the foundation of your performance culture.

 

  1.   Brilliant team work – Now more than ever is the year to work together as a team to achieve real estate success. None of us are as smart as all of us. We need to play a team game in 2019.

 

  1.   Clarity of your plan – What are five initiatives you can put in place to take the team forward and achieve great results? Instead of trying to implement too many initiatives poorly, I suggest you focus on just five and do them well.
  2.    Powerful processes – In a business you have people and processes. I see 2019 as being an opportunity to implement powerful processes that will assist your team. How do you get group buy in? Make them relevant and meaningful. Your team will want to know the purpose of why you are putting processes in place so make sure you are clear on what you are trying to achieve before you roll out the process to the rest of the team.

Good luck with the year ahead. As always, the team at Real Estate Results Network are here to help make this YOUR year.

LET’S DO THIS!


dylan-gillis-533818-unsplash
Mar
28

Coaching Framework 6 – Building a results plan of action

In my 30 years of business coaching I have always found the biggest problems arise when my clients get too bogged down in the detail. As such, my mantra has become: Keep It Simple Stupid…but I use the acronym KISS to keep it friendly!

Simple is clear, simple is clarity and simple is, well, simple.

This concept will serve you well when working with your clients to design a results plan of action. My advice? Stick to a one page document that gives your client clear guidance around their goals, projects and any quick wins that could be put in place to help them to move forward at an accelerated pace. Anything more than will end up being just words on a page.

Navigating with GPS: Goals, Plans and Support

From a coaching standpoint a GPS stands for goals, plans and support. Like a regular GPS, a business GPS is designed to help plan your clients journey and get them to their final destination.  It’s a good idea to have two GPS meetings with your clients every year to ensure they are travelling on the right path and to keep them accountable.

Goals

It is important that your client understands that simply listing goals is not the end of their plan! Goals should also answer the questions: what do I want to achieve and why?  Remember to include a challenge frame (up or down) in these conversations to push your clients to their full potential.

Plans

Ask your clients: how will you get there?  What do you need to do to reach these goals? Remember this is their individual plan so you need to identify the separation between ‘we’ and ‘you’.

Support

The language you use here is key to enforcing accountability. What support would you like from me in order for you to achieve this? As business coaches, it is our role to put the framework and support in place to enable our clients to thrive. But ultimately our clients need to be accountable for what they have committed to.
For further tips and ideas for building results plans of action, contact RERN.


michael-sheargold-real estate-coaching-training
Mar
12

Coaching Framework 4: Retraining the past for greater possibility

Whether you believe you can do a thing or not, you are right.

— Henry Ford

Never a true adage was spoken. I’ve coached a lot of people during the course of my career and one thing I can say with certainty is that the biggest impediment to people reaching their true potential is their own negative self-belief. In fact, as a business coach one of your greatest challenges will be ensuring your clients not only understand this, but believe it.

All it takes is a simple shift in mindset for someone to recognise that their past and current reality doesn’t equal their future. Unless they say so. And that’s a really important point. The power lies within your clients themselves. They have to get on board with the notion that they can use their past experiences but instead of being defined by them, be empowered.

Reframing the past:

A great starting point is to work with your team to reframe the past. Here are few techniques to get you started:  

  1. Your past does not equal your future. Have this conversation with your team and ensure they truly believe in the concept. If they don’t, status quo will prevail.
  2. Probable or possible future? Ask a six year old – what does your ideal house look like? Then ask an adult. You’ll hear very different responses. Kids might describe a house with seven pools, a vending machine and a bowling alley, just to name a few. Adults on the other hand will stick to the more probable response – three bedrooms, two bathrooms, white picket fence yadda yadda *yawn*.

My point here is that when goal setting for our future successes, we need to shift our thinking and focus on possibility, not probably. Coach your clients to have the courage to reach for that big hairy audacious goal, what do they have to lose?

  1. Case studies: Are powerful tools that you should use regularly as part of your coaching armour. They will enable your clients to see or hear someone who has been through what they have been through and achieved remarkable things. Use as much evidence-based studies as you can.  
  2. Fluff busting: Is about breaking down the barriers that are not allowing your clients to move forward and accelerate to a new level. In other words, taking that old way of thinking and reframing it to operate in a different way. Some classic real estate examples:
  3. a) Your client says: “I need to be at every photo shoot or I’m letting my clients down”. Is this an effective use of their two hours? A more productive use of their time would be to spend 10 minutes there and the rest of the time walking around to meet the neighbours. Reframe!
  4. b) Your client gets caught in a deal that hasn’t gone their way. The fact they have missed the deal isn’t so much the issue. The issue is the amount of effort they put in to worrying about that loss in comparison to the effort they put in to going out and finding new business, will have a huge impact.

Your clients need to understand that business is full of swings and roundabouts, and as coaches we need to apply a bit of a ‘get up and get over it’ attitude in order to be achieving more.

  1. Challenge frame: If you see regular patterns emerging from your client that are impeding on their ability to grow, it is likely there needs to be a change in behaviour to reframe past thinking. These can be difficult conversations to have and the technique should only be used if you have the rapport with your client that enables you to engage in a tougher coaching style.  Some examples:
  •        When did you decide that you can only list two properties a month?
  •        When did you decide that it was easier to drop fees as opossed to becoming better at negotiating?

The fundamental driver behind each challenge frame should be: how can I help my client overcome these patterns of behaviour to become more successful?

Tough love

As a business coach it is your role to work with your clients to get the best out of themselves. Sometimes part of that journey means having conversations that challenge them to new ways of thinking and working. Although these conversations at times may seem difficult, they have the ability to transform that person forever. There is no greater reward than seeing your clients producing results that they never thought imaginable, it’s a gentle reminder about why we do this in the first place!

For further information about the business coaching frameworks, please contact the team on 1300 273 785.

 


michael-sheargold-real estate-coaching-training
Nov
09

The Power of Coaching

The power of coaching has been recognised by leaders and organisations alike as an effective way to develop people and add to bottom line business performance. In fact, a recent study of Fortune 1000 companies using coaching as a development tool reported a range of benefits from increases in productivity, to higher levels of customer service and staff retention.


Essentially business coaching has made the shift from fad to fundamental. As a business leader, it is important that you are prepared for this shift and that you have the skill set needed to effectively coach and develop your team.

Strategies to create an effective coaching relationship

All clients (employees) bring with them a different set of challenges and opportunities so it is important to remember you can’t adopt a ‘one size fits all’ coaching model. That said, there are a number of strategies that underline any effective coaching relationship. These include:

  • Rapport: there must be good rapport between coach and client.
  • Permission: you need to ask and be granted permission to coach a client, essentially creating an agreement between parties.
  • Honesty: there has to be an understanding that you both can work in a place of 100% honesty.
  • Confidentiality: this is assumed but occasionally it is a good idea to reinforce that everything discussed is confidential.
  • Resetting: if to date the coaching relationship hasn’t been ideal, you need to reset the relationship. What have you both learnt from what you’ve done and what can you do differently?
  • Apology: you don’t necessarily have to be wrong to say you’re sorry! In some cases you might apologise because you haven’t been coaching in a way that would make a difference to your client’s growth.  
  • The coaching space: ensure where you coach is the ideal coaching space. Go somewhere where you can focus and not get interrupted. The appropriate coaching space will differ for every client.
  • The best way to work together: have a brainstorm about the best way to work together and commit to that.
  • Frequency: how often will you meet? Make time to meet this commitment.

Understanding the career cycle
For any coaching relationship to be effective, the coach needs to understand why they are coaching and what specific strategies need to be applied. The conversations and strategies will differ depending on the clients’ career cycle. Career cycles can be categorised into three areas:

  1.     Performers:
  • Are well and truly in momentum and know what they need to do
  • Monthly coffee catch up is likely all that is required
  • Conversation needs to be driven from “you are better than that” and “what are you going to do next?”
  • Supercharge them to move in to that direction
  • Recognition will be based on results
  • Whilst we do tend to spend less time coaching performers, it is important to recognise that a 20% improvement in performers will give you more bang for your buck than a 20% improvement in fast starters. So you cannot afford to not have coaching techniques in place for this group.

  1.     Rising stars:
  • Know what they need to do – they need confidence and belief.
  • Fortnightly meeting
  • Conversation needs to be driven from “you can do it” and “I believe in you”.
  • When they hear that they go to another level of performance
  1.     Fast starters:
  • Typically in the first two years of the job
  • Weekly meeting – more regimented in office
  • Conversation needs to be driven from “are you on track?”
  • Recognition will be more based on activity

Business coaching is all about growth, development and achieving goals. Yes, at times it may be challenging, but knowing you are helping people create a roadmap for amazing results and success makes it well worth it!

For further information about becoming a more effective business coach contact the team on 1300 273 785.

 


michael-sheargold-real estate-coaching-training
Nov
09

Managing Personalities

As a business leader and coach you connect with a variety of people with different goals, motivations and personalities. There is no ‘one size fits all’ coaching model because of this very reason. Instead, you need to be able to tailor and adapt your coaching approach in order to meet the needs of various clients. This can be a difficult skill to master but is aided through an understanding of the four main personality profiles.

Personality profiles

Directive (D)

  •        Driving and decisive
  •        Strong willed
  •        Faced paced
  •        Bottom line results
  •        Like getting to the point

If you’re coaching someone who is a high D, they want to get in to the conversation and the specifics. No table talk. Tasks and results focused. In other words – get to the point!

Thrive on: accuracy and efficient utilisation of time and materials.

Influencer

  •        Optimistic and outgoing
  •        Very social
  •        Sharing thoughts
  •        Entertaining
  •        Entertaining others

Like Directives, influencers are interested in results.

Thrive on: results and people

Conscientious

  •        Concerned and cautious
  •        Focussed on details
  •        Plan ahead
  •        Accuracy checks
  •        Want how’s and why’s

Thrive on: process and task – quality of checklist that they need to work through on a daily basis.

Steady

  •        Sympathetic
  •        Cooperative
  •        Supportive
  •        Good listeners
  •        Like predictability

Happy to do whatever you want to do.

Thrive on: Knowing exactly what is expected of them and the rules or procedures established for accomplishing the objectives. They like people and process.

As a business coach, it pays to invest time and energy in identifying which personality type your client fits in to. The four personality profiles are designed to help you gain greater insight in to what motivates and stimulates individuals in the workplace,  enabling you to more effectively leverage their strengths. By tailoring your coaching approach to each client, you will no doubt become a better judge of how to get the most of their talent and skills and pave the way for a more productive, efficient and motivated workforce.

For further information about how to construct more effective business coaching, please contact the team on 1300 273 785.

 


michael-sheargold-real estate-coaching-training
Sep
26

Strategising You Inc.

In today’s business world, everyone is under pressure to get more done, to work more efficiently and increase productivity.

But how do we make sure we are getting the best “bang for our buck” when it comes to our own productivity? The answer is not to work more, rather work more intelligently and to put strategies in place that are designed to achieve more with your time and resources.

In other words: we need to Strategise You Inc.

Where do we start?

We are all familiar with the 80:20 rule in terms of results and activities whereby 20% of your activities will drive 80% of your results.

The issue I see with this concept is that often we focus on the lower value activities and put off the bigger or more important activities. Doing this time and time again will not produce the right result. Instead, I believe we need to add time in to the mix.

Afterall besides energy, time is the single most important thing you can put in to your business.

If we mix the equation around and put 80% of our time into the 20% of activities that produce 80% of our results,  all of a sudden you are looking at a far more effective strategy that could make a real difference to your productivity.


80% Time = 20% Activities = 80% Results


Results Profit Zone

We can also start to incorporate this new shift of thinking in to our results profit zone. The results profit zone is underpinned by the idea that the more dollar productive you are, the better results you will produce. Traditionally agents would immediately bring this back to listing and selling. But what if we shifted our thinking to managing our pipeline and generating leads? I feel like I need to insert a footnote here! I’m not suggesting listing and selling aren’t important, but with the right mix of dollar productive activities and appropriate measures in place, listing and selling should naturally flow. What I am saying is that if you also dedicated some of your time to pipeline and lead generation, all of a sudden the increased number of qualified meetings and potential listings will be there for you to capitalise on. It’s food for thought.


Short-term $ producing activities vs medium-term

Working more dollar-productive hours are critical to boosting team productivity. Sometimes the success of these activities is dependant on the market. For example, if the market was in momentum some agencies could manage by only undertaking short-term dollar producing activities such as:

  •      Listing appointments
  •      Buyer/seller calls
  •      Seller meetings
  •      Open homes
  •      Private showings
  •      Auctions
  •      Negotiations

These activities all rely on keeping commitment to people so are much easier to achieve. On the other hand, when the market is not in momentum (such as now), medium-term dollar producing activities become more critical.

These activities include:

  •      Training and role playing
  •      Prospecting
  •      Networking
  •      Nurturing

With these activities, results are not always obvious instantaneously but will certainly get you moving forward and with momentum down the track.


Strategising You Inc.

The most important thing to remember when formulating a strategy to boost your productivity is that you need to measure productivity in terms of how much you accomplish – not how busy you are.

hile there are certain activities we must do each day if we want to be successful in business, it is also good to think outside the box and take a longer-term sustainable view as opposed to a short-term fix.

A great line I like to use that I believe perfectly sums this up: “Don’t freak out when you haven’t got a listing, get excited when you have 10 in your pipeline”!

For further assistance in creating your productivity strategy contact check out Drive Performance – www.driveperformance.com.au

 


michaelsheargold-elite-agents-success
Jul
12

10 Success Qualities of Elite Agents

One of the things that fascinates me is how is it that 10% of agents are writing the vast majority of business – and that’s pretty much across all markets. What are they doing? What are the key success qualities they put into place that makes the biggest difference in their results?

Having completed over 7,000 coaching sessions in the real estate profession I’d like to share with you the 10 Success Qualities of Elite Agents.  

As you review these, ask yourself the question…

“How well am I applying this success quality?”  And give yourself a score out of 10 on each.

Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your results.

The 10 Success Qualities

  1.   Build a Winning Attitude

One of the things to recognise is that you must have a great attitude – one that’s positive and motivating. What is your attitude saying about you? Your attitude really creates your world view and it’s what you’re putting out before you get anything back. What is your winning attitude like? Can you tweak it, hone it and improve it so it’s a can-do attitude?  It’s all about getting out there and making it happen.

  1. Get Super Client Focused

That fastest way to get you what you want is to help your clients get what they want. When you’re client focused, you tune in to them.
Asking yourself… “How can I deliver great service to you and help you achieve your goals?”
In real estate, it’s the ultimate Win-Win-Win situation – when the seller wins and the buyer wins, then you win.
Service also kicks into gear the best marketing in the world – word of mouth and Elite Agents know the referral power of this.

  1.   Become Massively Organised and Follow Through

Your level of organisational skills has a huge impact on your success.  You might be a great communicator but if you’re not great at following through on the commitments you make, that’s going to get in the way of how people perceive you. It won’t be a communication issue, it will be an organisation issue.
So how organised are you? Are you putting the right things in at the right time to produce the right results?
My simple view and one that Elite Agents embrace is… It’s not the hours you put in that count, it’s what you put into the hours!

  1.   Grow Your Level of Passion

Being passionate about helping people and passionate about this business is critical to your success. It’s a turn on, a switch on, it’s being passionate about helping them achieve their goals but also being passionate about property. This allows you to explore and you’re your knowledge. You’ll ask that extra question or two because you’re passionate in helping them. An average agent might stop after the first question but you go and ask an extra 1, 2 or 3 additional questions about them and their situation – you truly are interested in them.

 

  1.   Develop a Highly Confident Belief

This is about bringing your confidence into play. One of the things that happens is that if you lose confidence in a property or client, I can pretty much guarantee that’s going to roll through in terms of the way you communicate. So make sure you’re playing the confidence game. That means you have positive anticipation – you’re going to have a great open or a great auction.
Confidence is driven by the level of knowledge and skill set you have developed. A great strategy here is to explore areas of knowledge and skill improvements you know would make a difference to you being even more confident.

 

  1.   Maintain High Standards of Excellence

Without a doubt, the best agents in the business have high standards of excellence – the standards they choose to operate by. So you go to one of their opens, you’ll experience high standards or their buyer follow up – high standards. Anyone around them starts to step up to the plate as well. A great strategy here is to ask yourself and the team…
“Where do my/our standards sit?” If you haven’t done any work on this area, I strongly recommend you do.

 

  1.   Live with High Energy

You might think this is similar to passion but it does have a twist. More than anything else people buy your energy! Your energy is influenced on many level but do a review of your balance, sleep, excercise and food management – all of these have a significant impact on who you are being and the energy levels you have. Interestingly anyone can have high energy on a few calls, Elite Agents have the ability to turn up their energy for the 120 calls they’ll make this week! How would you rate your energy?

 

  1.   Be an Influencing and Communication Legend

A great influencer doesn’t have only one way to communicate. Elite Agents recognise it’s all about different strokes for different folks. Your style needs to change if you’re dealing with a young professional couple, an elderly couple, or if someone has gone through some hard times personally – it’s the ability for you to tune in to their wavelength. You see, you’re either broadcasting or tuned in to your client. The question is, how much work have you done in improving your communication, influencing and negotiation skills?

  1.   Develop Your Outcome and Deal Focus

A lot of the time people think that negotiations start when someone puts their hand up and says “I would like to buy this property.”
But the best in the business understand that deal focus begins now. On an initial phone enquiry sharing…
“I strongly recommend you put this property on your shopping list. It would absolutely be on the top of my shopping list if I was in search mode for a property along these lines. Can I ask you a couple more questions to understand your situation a little better?”  You become engaging and help people marry the property – it really builds amazing momentum.

  1.  Upgrade Your Willingness to Learn

Where can you improve? How can you tweak that strategy?  This is about making learning an essential – so you’re focused on getting smarter faster.

Great agents review their listing appointment, you can ask: “What did I learn from this? How could I/we do it better?”

The key here is to not attempt to improve everything at once.  Focus on 3 to 5 improvement areas that will give you the biggest bang for your buck.  Then find someone who can help you build that skill. That could be attending a workshop, jumping online to grab a resource or bring coaching into the mix of your success strategy.

These 10 Success Qualities are incredibly important to have in your toolkit. So now rate yourself (or if you’re game have someone else rate you) to identify your greatest opportunities to improve.
You’ll also see where you’re strong and look at how you could build on it even further. 
You improve these success qualities and I guarantee you’re going to improve who you are in the marketplace.

You can move from being the secret agent to being the one people want to choose!


michael-sheargold-coaching
May
17

4 simple ways to immediately become a better coach for your team

Ever have the same negative situations pop up within your business over and over again?

This is when you’re dealing with challenges in the same way repeatedly, and getting the same (unwanted) results?

I call it the Fly Strategy.

Fly Strategy

Think of a fly that enters a room through an open window. It flies around a bit, does fly things, and eventually decides it’s time to leave.

But, instead of flying out of the open window through which it entered, the fly chooses a closed window to make its exit.

Obviously it is unsuccessful so it tries harder to get through the window then flies around the perimeter of the (closed) window.

Check a few hours later and you’ll find one deceased fly.

The strategy killed the fly.

Whenever you find yourself taking the same actions in the same situations and getting the same result (it didn’t end well for the fly) it’s time to elevate your thinking.

Falling into the trap of trying harder to succeed with the same flawed strategy that failed previously is a dead end. We need to step back and see it from a different point of view.

When you are in the picture it is hard to see the frame

As performance coaches, we need to help our team see beyond what they are currently seeing.

To become a better coach we need to shift this thinking in ourselves first so we can lift up our team members to a whole new performance level.

If we continue to handle repeat issues in the same way and get similar (unwanted) results, remember the “fly strategy” doesn’t work for anyone.

Start by elevating your own thinking.

What do you want for your team?

A magic “shopping list” of skills and talents for your team might look something like this:

  1. Nurtures clients well;
  2. Able to embrace their ideal week;
  3. Deliver outstanding opens that build the company brand;
  4. Have superior product knowledge;
  5. Standout listing skill set;
  6. Handle objections brilliantly;
  7. Remarkable at pre-framing;
  8. Brilliant at lead generation;
  9. Exceptional at seller management;
  10. Brilliant at buyer management;
  11. Great buyer database management;
  12. Aware of upcoming opportunities;
  13. Great property presentation;
  14. Market properties effectively;
  15. Outstanding negotiation skills;
  16. Brilliant at sharing case studies at a listing appointment;
  17. Great at gaining testimonials;
  18. Strong ability to connect in a variety of situations.

This is a great set of skills and talents; but not every team member needs to possess every one, right now.

Rather than wistfully hoping someone will wave a magic wand –  shift your thinking: how can you use this list of skills & talents to elevate the performance your team – today?

michael-sheargold-coaching

 

Here are FOUR ways you can actively shift the performance of your team simply by changing your communication:

1) Like vs Respect

There is a difference between being liked and being respected; as a coach it’s more important to be respected than liked.

To become the best coach you can be, let go of an exaggerated need to be liked.

When you focus on being liked you’ll avoid the most important conversations your team needs to hear.

Intentionally shift your focus on being respected over being liked so that you can have tough love conversations that help move your team forward.

 

2) Framing

Effective communication is the most powerful influencing strategy and will make you and your team better negotiators, deal makers, and influencers.

The heart of communication is all about:

  •       Gaining (question and listening)
  •       Giving (statements we say)
  •       Content (the information and detail provided)

The level of quality in our communication has a lot to do with the frame we set around it.

Remember, when you are in the picture it is hard to see the frame.

There are three communications frames to consider in our coaching:

a)   Pre-frame: is how we set the scene of our coaching meetings. The quality of our communication has a lot to do with the quality of our pre-framing.

How to implement: Instead of popping questions to a team member out of the blue, schedule a meeting and let your team member know what you’ll be discussing so that they can prep ahead of time.

b)   Re-frame: when you’re in the middle of a discussion and you realise you are not on the same page, shift the frame of reference so you can approach the challenge differently.

How to implement: Don’t get caught in the drama. Change the perception of the communication (for example, is the problem truly catastrophic or is it relatively minor?).

c) Next frame: Where to from here? This closes the loop of our communication. That means we have agreed on the next steps and our team member knows what is expected of them.

How to implement: Always lead the next step; what needs to be delivered and when to effectively close the loop? Hold your team member to the agreement.

This isn’t micromanaging but we do want to ensure they follow through and take action.

The value is not in the conversation but in the implementation of the actions discussed.

Failure to Implement (FTI) is the biggest issue that needs to be addressed. Most of our team members know what they need to do but the challenge is moving from knowing it to taking action.

Get your team to become implementation legends with the next two steps.

michael-sheargold-coaching

 

3) Motivational Language

Juicy words have a motivational component when they are spoken and when they are heard.

Compare the words good, great, and exceptional. Which word has the most impact?

That’s right, exceptional.

Now compare, “Let’s talk about your goals,” versus saying, “Let’s talk about your goals that will make the next six months your most sensational year yet”.

Here’s a shopping list of words that evoke greater motivation (but only use the words that you feel comfortable using):

  •       Passionate
  •       Exceptional
  •       Brilliant
  •       Focused
  •       Awesome
  •       Sensational
  •       Unexpected
  •       Phenomenal
  •       Fantastic
  •       Epic
  •       Wow results
  •       Fabulous
  •       Extraordinary
  •       Outstanding
  •       Spectacular
  •       Motivated
  •       Heroic
  •       World class
  •       Premium

What we say to our team should be laden with motivational words; questions and statements that make an impact and immediately create a shift in the listener.

 

4) Presuppositions

Presuppositions literally pre-supposes or suggests something; similar to pre-framing a conversation.

If you were to ask a team member, “How can you produce outstanding results?” an issue immediately crops up because of the word choice pre-supposes (suggests) that you don’t think the person is already producing great results and is therefore underperforming.

This works in reverse as well. Supplement positive presuppositions such as asking, “How can you deliver even greater results” (the even more added in pre-supposes that your team member is already delivering great service).

The words, at least can also be used as presuppositions, for example, “Work towards a goal of listing at least four properties a month”.

Unlocking the greatness of your team’s potential is your responsibility as a performance coach. One of the easiest ways to start achieving that goal is by making the four simple changes listed above to become a more powerful communicator.

 

To engage with other entrepreneurial leaders, learn from the best in the business and step into a new level of leadership mastery – join us at The Business of Real Estate in September. 


Michael-Sheargold-Leadership-training
May
16

How performance coaching can up-level your real estate biz

Performance coaching is about unlocking a new level of capability in your team and helping individual members achieve the next level of greatness.

Your responsibility as a leader is to bring out the absolute best in your individual team members, and ultimately the whole team, which filters through the entire business.

It is also the most under achieved area in the real estate industry.

How can we truly maximize performance coaching in our businesses to mentor others to achieve the greatness they possess? Start by seeing your individual team members as your clients. Your job as performance coach is to increase their capacity to achieve, which will ultimately enhance the performance of the entire team.

  •       Performance coaching isn’t about providing appropriate “deal support” (although deal support is an important function)
  •       Performance coaching is about helping people to achieve their goals.

As a leader in the real estate industry you fulfil three distinct functions within your business including:

  •       Leading
  •       Managing
  •       Performance Coaching

Many people confuse the three functions. Is there a difference or are these descriptions simply three “job titles” that are interchangeable?
All three roles overlap and have similarities but they are three different skill sets that are valuable in specific situations.
But how do leading and managing differ from performance coaching?

Let’s take a look:

1. Leading

Leadership qualities are important for heads of any business but the objective differs from that of performance coach. We lead people in the direction of our vision; we inspire them to see and buy into our vision.
Great leaders have integrity, top communication skills, are loyal, can make the tough decisions, empower others, and are often charismatic.
A great leader will say, “This is where we are heading and how we get there”. Once you have your team turned on to your vision you can lead them to work in unity in achieving the goal.

2. Managing

The big difference here is that we manage projects and processes, not people. As a manager you are responsible for providing clear, concise focus on outcomes, deliverables, and deadlines to your team.
A term that often gets confused with coaching is “sales management” which is the focus on the numbers, processes, and projects but it leaves out the most vital part of success: coaching your people.  
Management happens the most often within a business but would you be surprised to learn that it’s not your most important function?
You may fulfil all three capacities in your business: leader, manager, and coach, but the real challenge is recognizing when to perform which task.

Michael-Sheargold-Leadership-training


3. Performance Coaching

Performance coaching is literally moving your people towards their goals. As a performance coach within your business you guide your team members in two ways: moving people towards an effective decision and helping people be in action towards their goals.

1) Moving people towards an effective decision

The root of the word decision literally means to “cut off”; in other words, committing to a decision removes all other choices.

Making a decision cuts off all other options.

The key to successful coaching is helping your team to cut down their options. We become overwhelmed by too many options, and most often why someone doesn’t move forward.
It may look like they are procrastinating.
It may look like they are being lazy.
But in actual fact they simply don’t have clarity.
When you cut off all the options you are left with only one thing to do:
so Just Do It.


2) Helping people be in action towards their goals


This is moving your team to achieve their goals, not your goals. Big differenceSetting the right goals creates a tension similar to the strain found as an elastic band is s t r e t c h e d.
Not enough tension and the band will go nowhere (ie: low goals that don’t generate excitement to achieve).
Too much tension (from being overly stretched) and the band will snap erratically or break (as in unachievable goals that are set too high).
Your role is to nudge team members with low goals and encourage them to increase their vision.
Alternatively, and this is often true with new people, you may need to guide them to lower expectations that are too high and are unachievable or they may burn out.

Team members who don’t know where they are or where they want to be will come across as underachievers and unproductive because they are unable to take any action.
Performance coaching is guiding your team to recognise their current reality (where they are right now) and their desired reality (where they want to be).

Right in the middle of their current reality and their desired reality is a GAP. Your job as a performance coach within your team is to bridge the GAP and together design an Action Plan to move them from Point A to Point B.

TIP: If a team member seems unmotivated it may be because there is no GAP between where they are and where they want to be (the tension of where they are and where they want to be is too slack).

Your task is to work with individual team members to achieve a different desired reality that creates a challenge; a tension that motivates them to achieve.

As a coach to your team you want to:

  • Build on strengths
  • Increase confidence
  • Learn and grow
  • Empower beliefs;
  • Help to make great decisions;
  • Empower action
  • Develop habits
  • Support change
  • Create brilliant results       
  • Create accountability

We can evaluate the long term success of our coaching sessions by measuring outcomes in each particular area in which our team members are being coached. I hope you enjoyed this article about How performance coaching can up-level your real estate biz! Get to it.

If you are a leader wanting to seriously take charge of your future results and the success of your business, check out The Business of Real Estate coming up in September.