Goodfellow Coaching

MASTERY C O A C H I N G

developed by

Developing

strong,

effective

leaders

and

salespeople is the prime concern for most real estate organizations. This priority is even more evident and reinforced by the heightened competition for talent and customer acquisition.

The following article presents a real case of why coaching (extension of leadership) is a critical investment for brokerages, real estate teams and sales associates. Business front-runners understand the value of coaching and recognize its use in creating and developing exceptional leaders. The evidence is very clear. Great coaching can provide you and your company with powerful benefits and competitive advantages that are just not available for those who are not being coached. Let’s start with a quick conversation about the coaching process.

W H A T

I S

COACHING? Coaching has the purpose of improving work

The

performance, sales performance and the critical

administering a set of scientifically tested results

thinking skills needed to run a successful business.

to determine their tendencies and interpersonal

Fundamentally,

coaching

style. These profiles are also great at establishing

relationships are client driven‌simply put, if

if the position that person is in is the right fit for

the coach is only following one coaching pattern

them. This is all used to provide performance

it may not be worth it for the client depending

feedback to an individual, team peers and company

on his or her situation. The role of the coach is

mangers and owners.

the

most

effective

assessment

example

DISC

involves

to ask the quality questions that get the client thinking differently about challenges, growth and

The most popular form of coaching is one-on-one

implementation rather than telling them what to

sessions between the coach and the “coachee�.

do, or even producing those canned, off the self-

This is usually done over the phone, face-to-face

solutions. When the client is engaged their short

or online with Skype or Google hangouts. Email is

and long term success possibilities are endless!

also used as a supplement to phone call sessions.

This allows for real time check-ins and feedback

Usually some sort of assessment is used (DISC, Kolbe, etc.) to help lay the foundation for your coaching. There is also a very detailed questionnaire to find out what each member of the company, team or individual is thinking and doing.

on time sensitive matters.

W H Y

I S

COACHING S O A G E N T S ,

I M P O R T A N T

T O

B R O K E R S

T E A M S ?

There are many reasons to use coaching: 1. Improve Sales & Productivit y Research has shown that coaching has improved business operations and profitability for over 61% of agents, teams and brokerages that use coaching. Also, coaching helps to significantly improve the over all skill development of those being coached which of course leads to healthier sales and growth numbers.

2. Being Proactive Instead of Reactive - Opportunit y To Engage In Fire Prevention VS Fire Fighting Agents, teams and brokerages are under a constant state of change and evolution and decisions have to be made quickly. This puts pressure on the leaders and then the leader rarely gets an opportunity to engage fully with the strategic thinking part of their role. In other words if you are reactive you are always fighting the fire instead of preventing it which will affect the growth of your business.

&

clients to think about the bigger issues and provides them with an opportunity to examine business practices that could affect their job performance.

3. Sense Of Communit y Many of our clients love to meet other successful people, teams and brokers. In our coaching we provide many venues for sharing information and creating a sense of community amongst very successful business people. This provides added value that allows clients to continue to grow.

4. Improved Job Performance Broker owners, team leaders and agents obtain a better understanding of who they are, how they come across to others and consequently they perform significantly better. It has been proven time and time again that leaders that use coaching report an increase in job performance and enhance productivity.

5. Honest Feedback As you become more successful and you begin to

Many of our clients report the major benefit of

earn more money it becomes increasingly more likely

coaching for them is having someone hold them

that you will have less of an opportunity for honest

accountable on a weekly or monthly basis. This allows

feedback. Many find they become increasing isolated

from constructive criticism and feedback. In many

reported improved team relationships. 74% reported

cases they will feel uncomfortable, as they don’t wish

improved teamwork. 66% indicated peer relationships

to offend you or offer unwelcome feedback. Being

improved. 74% reported improved relationships with

intimidated they will not be completely candid.

clients. There is no question in today’s businesses

Therefore owners, team leaders and agents may not

maintaining and enhancing client relationships is

hear about areas of concern that may be developing.

key to survival.

They will not have a chance to improve their skills as no one has told them about their areas that

7. Strategies & Tactics

need improvement. Having a coach will help you

In a great coaching relationship there is an outcome.

continually assess your value and progression.

Set the proper strategy and then put the proper tactics

6. Improved Relationship With Your Team Industry reports consistently examine the impact of coaching on clients. The majority of respondents McKinsey surveyed indicated positive impacts with their relationships in the office. Specifically, 76%

in place to make sure there is positive momentum for the client. Strategic advice and assistance with implementation helps ensure upward energy and solid growth.

H O W

D O

I

D E C I D E

O N

A

COACH? The current field of coaching currently has no set

and have determined what the top credentials are for

of standards. That being said, I am sure that you,

successful coaching. Here they are:

your team or your brokerage can see the benefits of coaching we’ve outlined. You should ask yourself

1. Business Experience

some thoughtful questions before hiring a coach

2. Coaching/Consulting Experience

in order to have a successful coaching relationship.

3. Taking Credited Coaching Courses

Here is a list of things to consider:

Credentials As stated above, there are no universal standards for coaching. What is interesting though, is that research shows that the qualifications of a coach are lowest rated in the selection process.

When you have a number of candidates how can you determine your best ROI? There are many organizations that have studied the selection process

At Goodfellow Coaching and Consulting we have all of the above. We are business people with over 15 years of high-powered success driven coaching and as a member of The International Coaching Federation and a graduate of Coachville we deliver experience and expertise at every level.

Unqualified Clarit y

Who Receives Coaching?

What is the goal you are trying to accomplish?

The Most Common Reasons For Coaching

Often times agents, teams and brokers get involved in coaching without understanding the answer to

1. People that are stuck at a center level

this question. We recommend that you work out an

2. People that have problems

accountability contract outlining the roles each part

3. Team members that need to develop

(coach, client) will play. For example, if you are trying

4. Businesses that need to make more money

to grow and expand your real estate team, your coach

5. People who want a more balanced life with

will allocate responsibilities and help reinforce the agreed on initiatives. By sharing these responsibilities

more time off 6. Underperforming people

the chance for success increases. Goodfellow Coaching has showed a much stronger result if the

The bottom line is that people who want to impact

agent, team and broker had clear reasons as to why

their business in a positive manner get coached.

they were embarking on a coaching program.

If you want improved clarity on your business goals consider a complementary call with us.

C H O O S E

COACHING Working with a top coach can bring you tremendous tangible (i.e. financial) and intangible (i.e. a better running team) benefits to your business.

As the world gains more and more information at a click of a button, business is becoming more specialized and the benefits of coaching become extremely important.

The real estate business is still about your strong relationships with people and the ability to handle the challenging environment ahead. We need leaders who can establish these strong relationships. Utilizing a coach to help develop leadership skills and to help achieve high power results is a tremendous benefit in today’s times. Goodfellow Coaching specializes in the ability to help improve the skills required to operate a business today in a fast paced environment and to handle critical decisions that affect the overall performance of your business in the long run.

Call or email us today to discuss your coaching needs.

1+866.248.0008

MASTERY C O A C H I N G

P R O G R A M S

B arry Cohen Br oker, RE/M A X Realtr on Realt y Inc.

Te a m L e a de r COACHING

FE AT URING

Tea m P lu s

Mastery Team Coaching is the only program in the world that coaches not only the team leader, but also the entire team.

This approach allows everyone to grow together, while still focusing on improving their skills in their individual roles.

Our coaching is about helping top real estate teams achieve their full potential.

A gen t COACHING

As a top agent you are different from the masses of other Realtors.

You are in a unique position; others turn to you for guidance and work to emulate your business model.

In your market you are the status symbol for success in the industry and everybody strives to achieve your level. Access to this group is not easily attained and being a member is truly a testament to your level of success.

Jennifer A me s President, Jennifer A mes Chicago

Br ok e r COACHING

The industry is changing rapidly around us and that is no different for a Top Broker. As a Top Broker you are at the forefront of these changes, you have the capability to further stretch the gap on your competition.

Greg ory A . Gil m o ur Br oker of Record/Owner RE/M A X Realt y Specialists Inc.

S tr at e g y I m ple m e n tat ion & COACHING

There is a time when as an agent/broker where you no longer have enough time to sell and do everything else needed to progress your business. Your time is best-spent selling/recruiting instead of doing marketing, websites, system development etc. Our Strategy, Implementation & Coaching is custom designed to you and your business.

We can facilitate as much or as little as needed.

WHAT’S INCLUDED WITH

Coa c hing What's Included

Agent

Team Leader

Teams Plus

Broker

Strategy, Implementation & Coaching

Ongoing Coaching Weekly One-on-One Calls Power Calls Monthly Success Call with Top Industry Leader Quarterly Accelerating Growth Call Buyer Agent Group Training Assistant Group Training Leadership Group Training with Ken Manager Training and Development Assessment and Strategy Plan Unlimited Email Contact with Coach Private Team Meeting at Conference Monthly Technology Call Customized Online Business Performance Audit Custom Designed Website Monthly Design of Postcards Custom Monthly E-Newsletter Designed Including Content Customized Listing Presentation (Hard Copy & Digital) Cusromized Buyer Presentation (Hard Copy & Digital) One Day In Our Office Strategy Session

Bi/Weekly Calls

What's Included

Agent

Team Leader

Teams Plus

Resources Weekly Coaches Corner Intranets Number Tracking Private Facebook Group for Agents Private Facebook Group for Administrative Support Team Resource Library Referral Network Concierge Service

Events Mastey Summit Team Event Broker Conference Luxury Event Access to business planning

Broker

Strategy, Implementation & Coaching

WHAT’S INCLUDED WITH

Coa c hing Services & Topics Offered

Details • How well are you known out there?

Branding

• When people are thinking of selling do they think of you?

• The 8 principles of branding • What to ask the buyer

Buyer Presentation

• Helping the buyer close • Getting the agency signed • Improving your qualifying questions • How to keep clients happy

Customer Service Skills

• Developing a communication system with past clients and active clients • How to get referrals from past clients • Developing your customer list • “Customers for life”

Lead Generation

• Discovering the 12 forms of lead generation.

(Newsprint, open houses, calling 1-800) • How to set up a lead tracking system • How to handle leads as they come in

Lead Tracking

• The use of automated systems • Understanding leads • How to track your buyer agents’ leads • How to convert leads to a listing or a sale • Are you the leader of your team?

Leadership

• How can you be a better leader?

• What makes a good leader?

• How do you measure your leadership?

• Learn what to say at the presentation • Learn how to get the client to the office

Listing Presentation

• How to handle objections • How to avoid objections • How to take control of the presentation • Better CMA

• Advertising - what works what does not • Tracking your return • Direct mail • Post cards

Marketing

• Target marketing • Websites • Digital marketing • Face-to-face • 1-800 Numbers • Branding • Social media • Develop a strong mindset

Mindset

• Get rid of negative thoughts • Think the best of all situations • Create an “unstoppable self talk” • Affirm your way to success • Guidelines for concessions • Alternatives at an impasse

Negotiation

• Negotiating on the phone • Handling difficult negotiators • Negotiating from a weak position • Common negotiating errors • Set up job descriptions • Help your assistant understand your business • Planning and scheduling

Office Administration

• Prospecting • Letter writing • Technology • Telephone tips/techniques • Checklists

Organizational Structure Optimizing Financial Performance/ Profitability

• When should you hire an assistant?

• When should you hire a manager?

• How to keep more money • How to rewrite your P&L statement • How to set up a proper budget • How to properly forecast • How to show a bigger bottom line

Personal Goals and Coaching

• Make the most of your coaching • How to set personal goals • How to set business goals • How to set coaching goals • How to develop proper 1,3, and 5-year plans

Planning/Goal Setting

• How to set your goals • How to make goals and plans work together • A proactive activity • Learn the proper way to internalize and use scripts • Learn persuasion

Prospecting

• Learn the proper handling of objections • Understanding accountability • Learn expired listing scripts/program • Learn FSBO scripts/program • Learn past client scripts/program

Reading/Book Summaries

• Recommended reading list • Monthly book reviews

Sales Skills • Six steps to sales mastery • Sales ideas to build a solid foundation

Sales Skills

• Learn closing techniques • Improve negotiating skills • Learn how to control a conversation • Explore different sales approaches • A check up of office systems

Systems Check Up

• A check up of sales systems • A check up of organizational sales • A check up of team systems

• How to get your employees working with you

Team Building/ Internal Communication

• How to help people become the best they can be • How to put in systems for teams • Team accountability • Compensation • Internal communication

New Technologies

• E-commerce • Auto number tracking system • E-lead generation

Technology

• Web design • Online ideas • Online transaction management • Continuous updates on new vertical products • Learn how to use your time efficiently • Time tracking

Time Management

• 80/20 Rule • What your time is worth per day / hour • How to make the most money with the time you have • Learn how to make your money work for you

Wealth Building

• Learn how to purchase more real estate • Learn what steps you need to take for wealth creations • The guidance of a multi-millionaire

300 March Road, Suite 502 K2K 2E2, Ottawa, Ontario info@GoodfellowCoaching.com Phone: 613.592.0002

Toll Free: 1 + 866.248.0008