Learn how to coach a real estate agent to be an approachable agent that attracts business by being vulnerable and reaching out to contact people.
Learn how to coach a real estate agent to help them grow their business.
Agents must be aggressive. They must want it. They must be willing to be out there, demonstrating that they want business.
Watch the video below for a segment from an event that featured Brian Icenhower as a keynote speaker. Brian speaks to this topic and elaborates on why being vulnerable and putting yourself out there is such an essential coaching topic for team leaders and broker owners.
VIDEO: How to Coach a Real Estate Agent to Contact People
How to coach a real estate agent to stay first of mind
You must coach your agents to fight to stay first of mind.
Most people know more than one real estate agent. So, your real estate agents must be slightly more present … slightly more first of mind, so that you gain the majority of the mindshare.
The more prevalent and active you are the better. No one wants a part-time agent. No one wants a shy, quiet agent. And no one wants an agent who is “too cool for school.”
Have you ever done business with someone who didn’t want your business? Have you ever made a purchase from a salesman who said, “Okay, yeah, whatever.” It’s the worst experience ever. You likely never would go back to that person again.
Agents must always be vulnerable and approachable.
The agent who seems to be the busiest is the agent that most people will want to reach out to. The more visible you are, the more active you are.
What you can control and what you can put effort toward is staying in front of your people. It isn’t just talking about how active you are, but you also have to come from contribution and add value. Agents must do all of this and also educate their clients.
Stand out! The most powerful way to make a lasting impact on someone is to genuinely connect, offer help where needed, and add value. Love on your people and on your community.
How to coach a real estate agent on mindset
Less than 10% of agents do 90% of the home sales in any MLS. The other 90% who aren’t getting the business are making excuses. It’s the CRM’s fault. Or it’s the economy’s fault.
Another crazy stat? 60% of agents in any MLS will do NO business in a given year.
That’s how important mindset is. This is why so much of the population thinks our industry and real estate agents are a joke. It’s because of those agents that don’t put in the work and say “woe is me.” They don’t treat being a real estate agent as a job.
Agents must be able to show their people and their clients that they are not one of those 60% agents who do nothing. They must be willing to put themselves out there and ask for business.
