Coaching Overview

“Why do agents spend thousands of dollars of their own commissions with outside trainers and coaches?”

Answer: “Because they are clear on the value of great coaching but aren't getting it in their office.”

This has occurred, not because managers don’t want to coach, but because they don’t really know how to do it. Most real estate managers were agents first. Nothing in being an agent equips a manager as a coach. They spend their valuable time answering questions, solving problems, giving advice...not coaching.

Look at football coaches. They don’t say, “here is what I think you should do”; or, “here is how you need to do this”. They have specific coaching skills, a plan for winning and a proven strategy. They have high expectations of producing results.

Coaching is a developed skill; it can be trained. Good coaching skills include a plan, a strategy for execution and an expectation to produce measured results. It includes skill at holding their people accountable to measured results without sounding like scolding.

There is no one size fits all. There is a system and structure with a developed spectrum of management styles and systems.

Every Agent does not need the same kind of coaching. In the Quantum model agents are grouped by experience and performance.
For Example:

1. Agents who are doing very well most often are looking for balance in their lives.
    
2. An experienced agent who wants to be more productive (make more money) needs another kind of focus...A plan for activities and accountability that leads to production.
    
3. A brand new agent needs a full program for learning, training, accountability, specific directions, deal-doctoring and mentoring
   (see www.JourneyToMastery.com.)

and so on...

WHAT IS THE QUANTUM APPROACH TO COACHING?