Archive for June, 2010


    So regular readers of this forum will know that I’ve been absent for a while. Last month, in Los Angeles two of our members Sally and Joanne, approached me during a break and told me that they missed my MasterMind articles. I was very flattered. They asked if I’d be starting up again and I told them I thought it was time. That being said, Ladies, and everyone else here’s the first of a new series of career related articles.

So, this month I thought we should continue developing the theme of coaching as we started in Los Angeles.

…..I’ve always heard them extol the very definable correlation between asking for help and gaining success.

Let me start by extending a special welcome to the new coaching members who started with us in Los Angeles. You’ve made an absolutely AWESOME DECISION TO WORK WITH US. Over the next year of coaching with Craig, things will become simply fantastic for you and though our program may feel a little awkward right now, believe me when I tell you that things will begin taking shape almost immediately. By the time your read this, you’ll have completed 3 coaching calls and you’ll be feeling a little overwhelmed.

To my friends at Keller Williams who joined us, I hope you all are enjoying the time you’re spending with Craig. As you probably know, we recently forged a working relationship with the fine folks at MAPS Keller Williams to provide a very high level of much needed coaching. We’re really excited to work with Keller Williams over the next while. (Incidentally, for you Team Leaders or Regional Directors who would like to have a very intense HALF DAY LEAD GENERATION EVENT in either your Market Center or a Regional meeting, be sure to contact me so I can facilitate that for you.)

For those of you who made the effort to get to our recent SuperConference in Los Angeles, you’ll recall with great fondness that I had the privilege of arranging another visit from my good friend, the Chairman of the Board at Keller Williams, Gary Keller. The theme of his discussion with Craig was to simply remind us that getting coached professionally is very important career move we should all be doing. In fact, as we learned from their discussion, for successful people, coaching isn’t an option. Gary and Craig tore into the discussion with a very enthusiastic and intense mandate to help everyone in attendance make the decision to be coached.

I’ve listened intently to these two industry giants for years and I’ve always heard them extol the very definable correlation between asking for help and gaining success in both life and a Real Estate career. In Los Angeles Gary clearly explained that his success was largely due to his decision to accept the help of a very competent, very experienced business coach.

We couldn’t agree more and our coaching program has been instrumental over the years in helping thousands of real estate agents become successful, even become millionaires. Craig clearly provides a well known, WELL PROVEN coaching opportunity for agents so they can smash through the glass ceiling and easily surpass their current level of business and push through all sorts of barriers as they make huge professional gains. Having a coach direct and push you will certainly cause all kinds of marvelous things to happen.

The EASY thing to do is to do NOTHING. That’s the comfortable decision and likely why many agents are NOT in good financial stead these days…

However, the confusion for me continues. For many agents, deciding to finally systemize, accept help and direction, and implement something that has a proven track record seems a good idea on the surface but when it comes to actually stepping up in and getting help, many suddenly show huge amounts of apprehension and run the other direction. I’ve said it publicly a thousand times….The EASY thing to do is to do NOTHING. That’s the comfortable decision and likely why many agents are NOT in good financial stead these days. Many agents step forward and tell us that the cost of coaching is the TRUE obstacle. Yet these same people all seem to have the latest techno gadget, a big car, or mortgage payment, or seem able to get on the golf course 3 or 4 times a week. It’s like going out on a listing appointment where people claim that they have to sell because they’ve run out of money. I’m always amazed at what their priorities are. I’ve sold houses over the years for broke people who seemed able to finance a 55” Sony TV’s and have huge stockpiles of empty beer cases piled in the garage yet can’t make mortgage payments or clothe their children appropriately.

The REAL reason many agents REFUSE to accept professional help is plain and simple; It’s NOT a priority. Bad career planning doesn’t allow them to move forward with sound competent help and advice. This is not the case for ALL agents but it is for a vast majority.

In Los Angeles, Gary talked about facing dilemmas early in his career. He told us that early in the history of Keller Williams he had developed a certain amount of confidence, skill, and management expertise, and felt as if he had translated that into success. He likened it being able to jump 6 or 7 feet in the air, higher than the average person. Then a crunch came, he went through a very palpable shift as the bottom fell out of the market, and he had huge loss of his agent roster. He said it felt as if he had fallen down a 10 foot hole. And since he had only developed enough skill to jump 6 feet, he could tell he was in trouble. He deliberately  found his business coach and turned it around.

For me, coaching was the clear answer to all my Real Estate deficiencies. Before I realized it though, I struggled like you wouldn’t believe. NOTHING worked for me with any consistency. I had no routine, no accountability, and, ultimately, no predictability. My career looked much different in the early days. In fact, in lieu of a coaching relationship, I would take the advice of ANYONE who had something to say. I listened to everything people said. I was obedient when someone suggested I do something. I tried all the goofy ideas that people came up and I thought I knew what I was doing. Having no experience, no model to fall back on and no success formula, I was always quick to adopt the latest and greatest “blue pill” idea. Looking back, I guess that proves that I was seeking a coaching relationship without even knowing it.

However, in 2000 when I realized … (Continued NEXT month)


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