Business coaching

Business Coaching

Sales MeetingSeptember 1, 2010

A little bit about me…

• Degree in Business Management- Merchandising

• Worked for 2 years in Sales Support at Borsheim’s Fine Jewelry– Assisted a staff of 40+

Sales Associates• I have no real estate

experience, and limited sales experience.

Video

“Do You Need a Business Coach?”Featuring

Jeff Dostal and Lori Botz

Purpose of Business Coaching• We succeed as a team• Venture into areas not looked at through:– Brainstorming challenges, goals and vision for the

future– Outside Opinion

• Create a sense of accountability– If I know what you have going on, I can help you

stay focused• Provide motivation and direction

Benefits

• Work with you to understand how you play the game

• Improve and move forward• Individual Attention• Keep you on track through “Goal Oriented”

discussions• Different ways to be successful• Develop a partnership

Asking for Help

• Set up meetings that work for you– Before/After Wednesday

meetings– Bi-weekly, Monthly

• How do you like to communicate?– Phone vs. Email

• Group Sessions- Help from other Agents

Value Specific Identity

1. Personal Strengths

2. Passion- What drives you?– Beyond making money

3. Make a list- How do I generate revenue pursuing my passion, and using my strengths?

Coaching Action Plan

• What do you want to achieve– Weekly, Monthly, Yearly

• How do we get you to your goals– Have a plan– Map to Success

• How can I help you?– What are you working on currently?– What is in your pipeline?– What do you wish you could do better?

Feedback

• Are we winning?

• Can we move forward?

• What changes can we make?

Productivity

• Productivity Standards– Vary with Salesperson– Know what is expected

• Quantify not just closed transactions:– Phone calls– Mailings– Listing and buyer presentations– Thank you notes, etc

Communication

• Attend Wednesday meetings and coaching sessions

• Communicate through your website– This is often times the

first place a client will look for information

– Keep it updated!– Let Richard know what

to change, update

Other Reminders…

• Real Estate Pictures Needed– IWEN Exposures– Dawn, Dave, Chuck, Dan, Ryan, Mike

• Add Ryan, Chuck and Mike to website– What information would you like posted?

• Cannot locate contracts for some agents– Chuck, Chris, Dan, Dawn, Mike, Phil, Tim

Questions?