Real estate coaching is one of the fashionable terms. You will have seen it on social networks and specialized blogs in the sector.
Coming from the English term "coach", it means to train. It collects a set of techniques by which a person looks for the most effective way to achieve certain objectives. To achieve this, the coach or coach uses the resources and skills of each individual or team member.
Despite being a relatively new discipline, many types and schools of coaching have already emerged.
The dynamics of real estate coaching in Spain
Two people intervene in real estate coaching, one is the coach, who guides the trainee (coachee) to improve their skills. Together they form a team that collaborates by sharing knowledge and designing an action plan to achieve previously agreed objectives.
Personal interviews are common in coaching, allowing the coach to follow up to measure goals.
In order for the coach to be able to carry out his work effectively, it is necessary that he know the sector of his coachee. Hence, in recent years specialized professionals have emerged in different sectors.
The real estate coaching process follows the following steps:
The open-mindedness for the observation of new points of view is essential. Thus, the recipient of the coaching process will be able to choose between different solutions.
As a result of observation, awareness arises. The coach helps the student to be aware of the consequences of the choices that are presented to him.
- Determination of objectives
A fundamental part of the process is the adequate design of objectives that will serve as a guide.
Once the objectives have been determined, the actions to be implemented to achieve them must be chosen. The mission of coaching is to choose those actions that enhance the abilities of the pupil.
- Results measurement
Like any training process, coaching is results-oriented. Therefore, a constant measurement of both processes and objectives is necessary.
What is and what is not real estate coaching?
We want to emphasize that real estate coaching has nothing to do with self-help. These are different processes, since professional coaching is aimed at developing skills in a work environment and not a personal one.
As a result of a coaching process, the mentees develop a deep knowledge of their abilities and of the means to achieve the objectives. Therefore, when choosing a real estate coach, not just anyone is worth it. The trainer who guides us throughout this learning process must have a deep knowledge of the sector.
Especially if it is our sector, which has its own characteristics and well differentiated from other professional sectors. Hence, if you search on Google you will find different definitions and related services, from those who confuse coaching with alternative energy therapies to those who believe that having training in general coaching is more than enough.
What can you expect from a real estate coaching process?
As we have mentioned, a real estate coaching process is not a psychological therapy session or a self-help process. Rather, it is the advice of a professional who supports and accompanies us through a journey in which we learn from ourselves to enhance certain skills.
It is important that you know that a real estate coach is not going to teach you sales techniques, or marketing, or how to sell more. A coaching will allow you to know your skills, those that you are not enhancing and that can help you achieve the objectives that you have set for yourself.
Therefore, if what you are looking for is training in sales or real estate marketing, we recommend that you seek help from a professional in the field.
On the contrary, if you do not enjoy your work, if you think that you are not enhancing your qualities or if you need a push to solve those problems that block your decisions, you need a real estate coach.
What skills can you develop with a professional real estate coach?
Regardless of whether or not you are looking for a real estate coach, we want to give you some clues about the skills that you could develop thanks to a real estate coaching process.
Obviously, we are not talking about the minimum knowledge of the sector, such as real estate appraisals or training in real estate sales techniques . We refer to those facets of your personality that can make a difference with respect to the competition or among your colleagues.
There are two types of people, those who are humbled by problems, or those who grow. Being among the second is priceless in a sector like ours, where there are thousands of circumstances surrounding the closing of a home and where the price of transactions often represents a huge outlay.
It is characteristic of optimistic people to be at the same time proactive, since they see solutions where others only see problems. At the same time, optimists and proactive people tend to have a rare characteristic: drive.
Push is not to get discouraged when things go wrong, knowing how to motivate those who are close to you, as well as your subordinates if you hold a position of responsibility.
There is nothing that lowers the performance of any professional more than disorganization. Lack of foresight accumulates tasks, causes delays and directly affects the quality of the service we offer as professionals.
For this reason, in a real estate coaching process you will learn to set objectives and design actions, or what is the same, to plan the steps that will allow you to achieve the objectives.
Do not forget that the agent of the future does not sell properties, but advises clients with their time. Therefore, planning in the short, medium and long term will increase the profitability of the real estate agent, because the day is never more than 24 hours.
It goes without saying that a real estate agent must be able to adapt to the reality of a changing market. If you are one of those who have suffered the real estate crisis, you will have experienced in your own flesh the need to adapt or die.
Therefore, along with adaptability, we highlight another necessary skill for the real estate agent, the ability to reinvent himself. Perhaps in other professional sectors the changes are not so drastic, but it is evident that in our sector, either we daily seek the ability to reinvent the profession, or others will pass us by.
To give you an example from this same real estate blog, technology offers us almost daily advances that help us to be more productive. A good real estate website and software are part of the change we need to go further.
It may seem like a frivolous question, but in the sector that concerns us it is not optional to be sociable. Like many of the liberal professions, the real estate agent depends on the clients. Dealing with them and advising as if they were family, is not negotiable for an agent.
In the case study we published recently, we saw how the Remax Group requires a rigorous code of ethics from its franchisees and agents. In a society where personal and financial information circulates with great ease and to which agents have access, honesty becomes a necessary characteristic.
In addition, as real estate professionals we must be aware that housing operations determine many of the personal decisions made by an individual or a family. For this reason, on the Inmogesco blog , we frequently remind you of the need to develop the facet of "advisers" and not that of mere transmitters of properties.
Another of the skills that you could detect in a real estate coaching process is the lack of teamwork. It is a characteristic that is promoted in many real estate franchises and to which many MLS associations are oriented.
But how do you learn to work in a team?
The first thing to consider is if you are a solo player or do you like team sports. If you are one of the first, don't feel bad, you also learn to play as a team.
If you function better on your own, for whatever reasons, you may have experienced problems integrating into large work teams. And these difficulties may be blocking the achievement of your goals.
Do not despair, these tricks (in the absence of specific training by a real estate coach) can help you begin to become aware of what it is to play as a team:
- Think before of the benefit of your colleagues than of yourself.
- Phrases like "Does this action benefit me or my team?" they can help you to distinguish where you are directing your energies.
- Share information that can enrich others. If you are not willing to share information, you are blocking a common job and you are benefiting exclusively.
- Attend collaborative workshops. Thus, you will get used to seeking the help of others to achieve a goal.
- Specialize. When an agent focuses on one type of service, he has to collaborate with others to cover what he cannot. It is a way of forcing yourself to work with other people who give you things that you do not have.
- Ask for advice. We don't know everything. Even when we don't need help, asking others for advice gives us an enriching overview. Also, you get used to listening to what other people have to contribute and you will open your mind.
- Listens. Along the lines of the previous advice, without active listening there is no possibility of teamwork. Perhaps not all ideas are good, but it is a sign of emotional intelligence and knowing how to work as a team.
Orientation to results
Finally, make no mistake, the real estate agent lives by and for the closing of sales. That is what we orient ourselves to when an operation begins.
It should be emphasized that the sales process requires a process in which we must not exhaust the stages: presentation, knowledge of the client's needs, objections, negotiation, which must be oriented towards the client's progress and closing as the final point.
We do not want to stop finishing this post without analyzing some of the most common objections to a coaching process. You may not share them, but we have seen comments on networks that we want to draw your attention to.
The first and foremost is the lack of specific training to practice the profession of real estate coach. There are no regulated studies for this discipline, unlike in other professions such as law or architecture.
Hence one of the objections that we have encountered to a coaching process, that anyone can "put on" the title of real estate coach. As a consequence of the intrusion that we have detected in this profession, so-called "experts" appear who propose negative energy cleansing sessions as a model for a real estate coaching session.
It goes without saying that coaching is not that! Do not be fooled, a coaching process is a regulated journey as we have seen at the beginning of this post.
The second of the frequently mentioned objections is that coaches do not work long term. The mission of the coach is confused with that of the motivator. Like many other disciplines in our society, the frivolization of processes has also affected coaching.
For this reason, when someone considers hiring or requiring the services of a coach in our collective imagination, the image of a savvy person who tells us with energy “you can” lights up. Motivation is very good, and it is necessary for the exercise of any profession, be it real estate or another, but a coach not only motivates. A real estate coach helps us analyze our skills and unlock what prevents us from achieving goals.
Be suspicious of those who leave a session “very motivated” because from a real estate coaching session you should come up with a plan.
A plan that specifies the actions, tools and measurement indicators that will help you achieve your goals. And motivation, we know it well, lasts as long as it lasts.
Emphasize that if you are looking for a coach, you should contact the Spanish professional associations. You make sure that he is a professional and that he knows the real estate sector well.
Can you tell us about your experience with real estate coaching?
Are you enhancing your skills with a real estate coach?
We would love to hear your opinion on the matter.