Our Approach to Coaching

We begin with managers who want to coach. Seems obvious, but there is little more damaging than an agent and his manager forced into a coaching relationship unwillingly.

As a part of the initial Business Analysis, we examine the agent population, to sort your agents who want to be coached into groups. . .

Top Tier Exceeds your production standard Wants more money in less time Wants Balance and a "life"	Vision & Balance
Core Tier Meets your minimum production standard Wants more money Struggles with changed market Wants level, consistent income	Transaction Coaching
Rookies & Marginal Needs basic skills Needs direction from a manager Rookies Must have a basic training program	Action Group

The ones who want more. . . more money in less time so they can have a life while they make a living. . .are the ones who both want and need coaching. They are the ones who will add the most to your bottom line when they are coached.

Determine whether they want increased production, but lack the skills and roadmap or do they want more for time to themselves and their families. Either way, increased productivity means earning more per hour...not more hours.

Coach them in what they need, not what you need.

The other two groups have needs beyond basic coaching.
If you are happy with their production, give them attention and recognition and leave them alone except when they ask for your help. They may change their mind.

If you are not satisfied with the production and they are, you have a keeping them decision to make, not a coaching one.

If they need basic business development skills ... prospecting, making open house work, lead generation and follow-up, accountability... consider the Journey to Mastery™ system.

HOW DOES COACHING WORK?