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Don Stanek has 30 years of experience in Home Sales, Home Sales Management, and Coaching Agents to be their very best. He is the founding member of REagile Coach and currently serves as its Principal. Don Stanek has overseen 3.5 billion dollars in transactions throughout his career. As a Founding Member of REagile Coach, Stanek has taken his vast professional experience and created an agile-based Sales Coaching and Private Mentoring platform that currently serves the needs of Realtors, Mortgage Lenders, and an array of self-employed Individual Contributors and Sales Leaders. He attributes his success to his relentless pursuit of selling excellence and the discipline he acquired while serving in the United States Marine Corps.
REagile is the melding of sales pipeline management best practices organized and executed within an agile framework. Many agile project management concepts correlate directly to what sales professionals should be doing to run a successful and consistently replicable business. Drive value daily, focus efforts on small sprints and quickly identify impediments are just some of the many aspects where we have found alignment.
We think of professional development in terms of small projects. Our coach fills the role of the Project Manager or (Scrum Master in agile methodology). It takes 4 to 6 weeks for someone to learn a habit or develop micro-mastery. We break learning down into 30-minute sessions over longer schedules, causing change to be lasting. Learning is rarely effective when it's all grouped into one long session. Because the sessions are individual participation is unavoidable. A "Sprint" is a term taken from agile project management and is a short period of time scheduled for specific work to be done and completed. At the end of a Sprint, you should be able to demonstrate mastery of a topic (SME). Topics might include but are not limited to prospecting, follow-up, database management, social media, time management, qualifying prospects, presentation, operations, marketing, leadership, teamwork, closing conversations, and so on. real estate coaching real estate coaching programs sales coaching
Break down your successes and efforts into smaller and regular time segments. Establishing near-term goals will enable better focus on project objectives. Larger projects might include; crafting a listing presentation that wins every time, consolidating a database to audit and validating data before migration into a CRM system, or establishing a social media library to access content for edit and delivery quickly. Take each of these projects and break them down into small bite-sized tasks.
"This is the way that I have always done it." Don't discard the things that are working well but have a willingness to look past old systems and processes. What is your ability to learn something new? If you need to learn something new, can you commit to it and follow through to get the skill you need? Past habits are hard to change. If this is a challenge for you, I strongly recommend doing a little extra work to identify the root cause. What is operating in your past, that is causing resistance to effective and necessary change?
One of the biggest obstacles we might have to deal with is fear of how others perceive us. This posture could lead to second-guessing yourself, delaying action, or in the worst case, paralysis. Try to stay in an administrative mindset. Take action without having an emotional attachment to the outcome. Be confident that if you are doing the work correctly, you will see the results you need to support your business.
True power comes from knowing that you need help and that no matter what you are doing or how you are doing it, you can be better. Submitting your efforts to the scrutiny of a coach, mentor, partner, or team member and having a willingness to receive constructive criticism will accelerate your professional development.
In order to reach for something new, one must have an empty hand. To experiment, you have to have a willingness to let go of thoughts and concepts that have been operating in your business for some time. Trying something new doesn't mean abandoning wise convention. Small metered changes can make a world of difference when multiplied over time.
As you work your way through transactions, prospect for new clients, and nurture past relationships, are you mindful of the systems and processes that add the most value? Having a mindset looking for efficiency is crucial when creating a replicable process that is open to adjustments. As you identify best practices, strive to develop systems that you can hand off to an assistant to free up your time. Time block an hour at the end of each month to identify what is working and what you need to change.
It's essential to do what you say and to say what you do. The elements of accountability are twofold. In the proactive, telling others about your activities and goals will add a layer of scrutiny from those you trust to enter your inner circle. Sharing your short-term real estate goals with a partner is very similar to having a workout partner at the gym. If you miss a day, someone you care about is going to mention it to you. The other aspect of accountability has more to do with integrity. Are you on time for your appointments, do you deliver on the agreements you make with clients and prospects, are you working to the best of your ability. Sometimes we overestimate our ability or the time it's going to take to perform a task. When that happens, do you take responsibility?
Even if you are operating your business as a single party member, you rely on others to help you get the job done. Leverage anyone in your environment who might directly or indirectly contact your customers to create a team services platform. Positioning yourself as the orchestrator or service helps prevent others from assuming that you are a doing and not a leader.
Realtors can quickly see the results of their efforts by looking at a bank statement. I would submit that long before the financial evidence shows up on your bank statement you can measure other predictors. Each day we can count the number of phone calls made, appointments set, properties shown, and listing presentations made. All of these results should be easy to prove and shared with anyone interested in asking.
When crafting best practices, it's essential to formulate plans, deploy techniques, and assess effectiveness quickly. Be methodical and make sure you are giving ideas enough time to work no matter whose idea it was, but if the process or the system is identified as a lemon, move on quickly. Do not hold on to things that are not working. The natural tendency is to memorialize past efforts or spending to justify holding on too long. No matter what class of ticket you purchased when boarding the Titanic, outcomes weren't predicated on prior positions.
What's holding you back or causing you not to take action? Classify impediments into categories so you can better understand what is holding you back. Is the obstacle an outside circumstance, or is it something more internal? Is the issue something that you can deal with alone, or do you need help? External obstacles include market conditions, capital resources, functional office space, and operational systems and processes. Internal impediments are more complex to deal with and require more emotional intelligence. Fear of engagement, fear of failure, bride, lack of enthusiasm, poor mental focus, or a fixed mindset are all self-generated obstacles.
Be aware of the things that you are doing every day that are driving value towards your goals. If you have a goal of meeting five new people every week, don't wait until Sunday to measure that result. Refer to your calendar frequently during the day to see if you are on target to achieve the daily goal you have set for yourself.
Be aware of the things that you are doing every day that are driving value towards your goals. If you have a goal of meeting five new people every week, don't wait until Sunday to measure that result. Refer to your calendar frequently during the day to see if you are on target to achieve the daily goal you have set for yourself.
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