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Are You Prepared for Coaching Success?


Written By: PJ Wade
Friday, June 23, 2017

Two demanding forces may be holding real estate professionals back by creating gaps that need attention:

  • If you invest most of each day concentrating on what your clients want, need, and aim to achieve, you can shortchange yourself by overlooking these same gaps in your own lifemdash;professionally and personally.
  • Technology enables you to pack more and more into a day, but this does not automatically make you more productive or successful. Professionals now >the desired charge to productivity and thinking.

Interactionmdash;the correct human interactionmdash;can be a phenomenal accelerator to overcome the above two challenges. In this column, were explored many ways that professional communication is a "brain-to-brain dynamic" that can clarify thinking, enrich engagement, and enhance productivity. With coaching, your brain is in for a leap forward that it may not achieve alone. The coaching brain belongs to an experienced and highly-trained professional communicatormdash;a coach not to be confused with traditional sales trainers.

Growing numbers of professionals in many industries >Thats where the right coach comes in.

Todays professional coaches are intent on advancing their profession and the skills they bring to client engagements, as coaching sessions are called. Coaching industry events like the World Business and Executive Coaches Summit WBECS, which provides high-quality educational programming for its more than 20,000 attendees, is the largest online coaching event and community. Local chapters of coaching organizations are a good place to begin your search for the right coaching match.

Are You Prepared For A Successful Coaching Experience?

If you hire a coach or are considering this step, you know that the right match will help you charge ahead. One of the most overlooked aspects of hiring a coach is first deciding what you will contribute to ensure a successful coaching experience.

Coaches are trained to help their clients overcome obstacles and roadblocks. However, clients can save themselves a lot of wasted time by committing to overcome three bad habits that do neither the coach or themselves any good:

1. Not doing the learning exercises or "homework"

Experiential learning, or completing seemingly-simple exercises to reveal the complexity behind ending negative behavior and embracing positive reactions, is essential to coaching. Talking is not enough. Coaches help clients find practical ways to incorporate these exercises into a packed schedule, but ultimately progress is ruled by client intent.

2. Not listening to and absorbing the importance of coaching questions

This shortcoming arises from the misconception that the coach is responsible for making the difference. In fact, the coach is trained to help the clientmdash;thats youmdash;take responsibility for making the difference. Coaches hone questions to address specific client needs, gaps in understanding, and goals. Thinking about what each question evokes is as important as honestly answering it.

3. Not valuing what the coach does because you do not understand the significance of each thing the coach does to help you

  • During a recent WBECS webinar, Dr. Brian Underhill of Coach Source reviewed methods for client measurement of the effectiveness of coaching sessions. His research revealed that executive and CEO clients often subjectively undervalued coaches in clear contrast to measured return-on-investment coaching results. Underhill attributed this difference to executive coaching clients not completely understanding the coachs skills and impact because coaching finesse is not specifically pointed out to clients by coaches. Much the way, buyers and sellers undervalue real estate and > Make the effort to understand why your coach asks you specific questions, selects details to share, and provides specific exercises, and youll enhance resulting benefits and outcomes many fold.
  • In a different WBECS webinar, Senior Executive Coach Mark C. Thompson, quoting another well-known coach, explained that there is "deep frustration in getting our clients to really embrace what we have to offer." To illustrate coach frustration, he repeated familiar laments "Why wont they listen to us and our questions?" and "Why wont they pay attention in a way that could really benefit them?" Any of this sound familiar?

Thompsons WBECS webinar dealt with "Super Powers of Highest-Paid Coaches." He explained that this title referred to the reactions of executive- coaching clients from The Incredibles-creator Pixar. They described the best coaches as "quick to serve, fast to adapt, drivers of change... like superheros."

Thompson, known for his actionable, practical coaching on business essentials from leadership to sales growth, dissected one super power he called FUEL, as in "FUEL the power to deliver results," to demonstrate how subtle and effective coaching communication techniques can be. Heres a summary of his FUEL acronym points, which, with respect and in the spirit of our shared economy, I have extrapolated so real estate professionals can >

  • FOCUS mdash; Focus on what matters most to clients. Focus on a few things with the highest impact instead of trying to do it all at once.
  • URGENCY CARING mdash; Urgency about the clients priorities is essential. The context that dictates client priorities is the one that coaches must respond to first.
  • ENGAGEMENT mdash; Helping the client engage in terms of managing "up and down" with those who matter to the client. That is, assist the client to >LENGTH of time mdash; Think longer term from the first moment to create sustainable context for the client-coach >

    Real estate and >For more on coaching, WBECS, and

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