Real Estate Professionals
The Real Estate professional (anyone who delivers a service to others that requires special education and advanced training) is an ideal client for coaching. I have a great familiarity as I was in the field for many years
I started in residential sales, and was salesman of the year and broker of the year of my association, chairman of the Santa Fe MLS and the Santa Fe Association of Realtors, and earned the GRI, Graduate Realtors Institute (and went on to teach it). I became a commercial Realtor and earned the respected CCIM designation.
A common coaching concept we work on is refining systems, increasing earnings retained by the Realtor and reducing stress. Activity is fine; stress is bad. This is done by delegation and increasing the size of the transaction value.
Other clients are interested in making a transition to equity investor from broker of deals.
The coach is also a professional. Often, the coach is challenged by the client to master the elements of his or her success in his or her practice, to be a model for the client.
Typical clients have been: Residential Realtors. Commercial Realtors, Loan Officers, Investors, Appraisers. Some categories also overlap with Entrepreneurs and Sales Professionals.
Usual paths lead the client from:
| From | To |
| Getting Ego from the job | Getting Self from service |
| Being competent | Being a Master in the field |
| Working to fill the practice using ads | Having a full, sustained practice based on referrals and repeat business |
| A leading competitor | The “Expert of Choice” in any market you choose |
| Working with many clients 24/7, weekends and evenings (potential for “burnout”) | Working with qualified, motivated clients, regular business hours (Get your Life Back) |