Each month, we feature a real estate coach as a Top Coach columnist, offering a forum for them to share tips and advice to help real estate professionals do their jobs better.
So, as we enter December, we’re taking a look back at 2023’s 11 Top Coach columnists and offering one key piece of advice from each.
Mike Pallin, president and head coach of The Floyd Wickman Team:
“Don’t talk specifics until you know first that they (the potential clients) are sold on listing with you and your company. If they don’t believe you can get the job done, why would they believe your opinion on price? They need to know why so many people choose your company, what makes your marketing powerful and why you are the best agent for them. That has to happen before a discussion of price.”
Jenny Sepulveda, executive vice president of sales coaching and development at Guaranteed Rate:
“One of the keys to staying consistent is organizing your database! Know who your biggest cheerleaders are, and analyze month to month: Who are these people? Organize them further into groups: Are they clients? Are they referral partners? Did they attend an event you hosted? What percentage of them send you business? You must always be hunting for business no matter what.”
Leigh Brown, CSP® (Certified Speaking Professional™), international keynote speaker and president of NC REALTORS®:
“Be upfront about the current market conditions, and provide them with realistic expectations — even if it means acknowledging a loss. If you want to dominate during a recession, tell the truth: not with ugliness, judgment or pessimism. Price the house correctly, keep your client’s personal details to yourself, and let your work and knowledge speak for themselves.”
Jared James, speaker, coach and author:
“If you aren’t sure what videos belong in your content library, it’s simple … just look at the questions that your clients ask you by text and email, and answer those questions one by one on YouTube, Instagram and Facebook.”
Shawn Preuss, Master Certified Coach with the International Coach Federation:
“Communication at our fingertips has increased the noise in our lives. We feel the urge to fill the space. Silence allows us to listen deeply. Allow yourself to turn off the radio in the car as you’re driving and sit in silence. The more you increase silence in your life, the more you support yourself in hearing what your heart may be telling you is important.”
Dr. Lee Davenport, real estate educator and former RE/MAX managing broker and agent:
“I challenge you to feature (on Instagram) at least one helpful real estate/housing-related program a week with a call to action. It could be something that your office is offering. It could be a program by a lender. It could be a cool option by a community organization in your area for homebuyers, homesellers, renters or landlords … and will simultaneously position you in their minds as their trusted real estate professional. Double boom!”
Amy Izzo, real estate coach and team leader of The Amy Izzo Group brokered by eXp Realty:
“We lie to ourselves and make excuses so we feel better. This behavior doesn’t move you toward the life you want. It keeps you operating small and away from realizing your full potential. Whether you are consuming too much alcohol, are overweight, live a sedentary life, function in a cycle of burnout-recovery-burnout, or whatever it is, you are living a recipe for disaster. When you don’t feel healthy and fulfilled, your productivity is lower, you work more hours, your relationships suffer and you make less money.”
Dennis Jones, author of “62 Tips for Real Estate Professionals,” and the founder of RARE Agents, a virtual coaching and mentoring program for Really Awesome Real Estate Agents:
“Fellow agents, it’s high time we kick it up a notch and commit ourselves to the continuous pursuit of excellence. Embrace learning, sharpen your skills and renew your commitment to serving your clients at the highest possible level. Not only will this raise your game, but it will also help lift the bar of professionalism across the industry.”
Jeff Lichtenstein, founder of Echo Fine Properties and author of “How Making a Sandwich Can Change Your World, The Amazing Success of the PB&J Strategy”:
Incorporate giving into your business, Lichtenstein says. After Hurricane Ian hit Southwest Florida, Lichtenstein spearheaded an effort to provide thousands of peanut butter and jelly sandwiches for victims. It had a “profound impact … on how we do business; it transformed us into a more efficient, community-connected, charity-aware TEAM working together in ways we never had before. It turns out the PB&J drive wildly improved our business.”
Diane Terry, chairperson for Windermere Real Estate’s In City Standards of Practices Committee and founder of dianeterrycoach.com:
“When I meet sellers in their homes and I notice that I am doing the talking and not them, I silently reprimand myself with W.A.I.T. — “why am I talking”? I am learning nothing if I am doing the talking. Remember, “words conceal, silence reveals.” Get comfortable with silence.”
Amy Corr, chief brokerage officer for @properties Christie’s International Real Estate:
“When prospecting, it can be difficult to focus and stay committed to the task at hand — not to mention the challenge of finding consistent times to prospect that won’t disrupt your schedule. To help break this cycle and head into the coming year with a robust pipeline, try teaming up with one or more fellow agents to create a prospecting group. This shared commitment can help keep you on track, and working in a group gives you the opportunity to share tips, ideas and challenges.”