COACHES CALL: (full story)
Maintaining The Momentum ...
Having been in the real estate industry for several years, Mark Goad of RE/MAX Commonwealth was already an experienced, successful REALTORŪ. While maintaining the success that
had resulted from hard work, Mark felt like there had to be a better way to stay the organized person he was, yet increase his production level. He mentioned his dilemma to me and we began
brainstorming.
Mark discovered in this
conversation that there were, in fact, a number of
ways to stay in keeping with Mark's style of
business, yet streamline his daily tasks to make
him more efficient - thus allowing him to increase
his production level. Developing solutions around
how Mark practiced real estate was essential.
That coaching session produced
several feasible solutions, one of which was to
update his method of tracking clients with a more
efficient database that would endure the growth of
his business. This simple solution allowed him to
establish systems that became automatic for
transactional tasks. He was also able to add a new
discipline of recording conversation notes and
meeting highlights on the client's record. Faxes
and e-mails are now sent directly from the
client's screen, and a detailed history is
automatically created. Important dates such as
anniversaries and birthdays were contained in the
same solution - thus eliminating multiple tasks to
achieve efficiency.
It has been a few months since
this new solution has been put into place, and
Mark feels like it has "given him much needed
control over his time and information, allowing
for more efficient daily operations and more time
to build his business to the next level."
There have been other aspects
of Mark's business that have been improved by
using a virtual business coach. Mark believes his
production level will increase by 25-35% by
utilizing virtual business coaching, and that he
will still be able to stay efficient and
organized. The dialogs that are consistent are
looking for ways to further the benefits to his
clients. Together, we have designed several
solutions and added value to the excellent service
that Mark already provides his clients. Business
plans and forecasting are key elements to future
success, and just two reasons Mark has benefited
from having a
virtual coach - he now has a
'virtual business partner.'
Understanding the role and
responsibility of the REALTORŪ is essential to
the Virtual Coach. Handling the client of today
for a REALTORŪ is far and away different than the
client of yesterday. Today's client has access to
more information than ever. Clients are smarter,
make more money, and have tremendous buying power.
One of the main duties of the REALTORŪ is to
listen to the client, and to understand and
quantify the needs of that client. One way to
accomplish this task is to put a system into place
in order to make the transaction effortless and
the success endless. A coach can help develop that
system based on each REALTOR'sŪ individual need
and current disciplines.
It is important to understand
that systems are constantly being edited and
refined as necessary after a coaching session.
Goals are fine-tuned. Fun is added. Disciplines
are strengthened. Result? The client has a smooth
transaction, the REALTORŪ is able to spend
additional time with the client, and perhaps most
importantly, that relationship between the
REALTORŪ and the client is solid. Utilizing a
virtual coach can provide many advantages.
Ultimately, systems and professional guidance is
the lock that will lead to success and happiness.
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