PT survey results show those who pay for coaching make bigger paychecks nearly 18% more, and agents using coaches have a nearly 23% increase in transactions over those who don’t.
Do you ever wonder why Weight Watchers is the most successful weight loss program over the long term? It’s all about accountability. Once a week paying participants have to step on a scale in front of a group for their “weigh in” session. The same method works for agents. Those who have to be accountable to someone they are paying, tend to be those motivated to work hard to get results.
Personality Traits of Top Agents
Jess Biller is the president of the Paramount Consulting Group. He’s spent years testing top producing agents by having them take a behavioral assessment questionnaire consisting of more than 100 questions. He found top agents have 3 traits in common:
- Problem Solving Ability
- Personal Accountability
- Resilience
The Right Mind-Set
Hoss Pratt, an awarding winning real estate coach, spends time with his mentees teaching them how to handle the constant rejection that is inevitable in this industry. He helps them to get in a state of mind that’s all about winning.
PT survey results show those who pay for coaching make bigger paychecks
“This mindset that happens, it’s important that you master and you plug along, and that you beat the resistance, and that’s really what it is. It’s resistance. Any time that you start prospecting or you’re having those conversations, you are going to feel resistance. It’s like if I want to run a marathon, I want to train for a marathon, and I go put on my running shoes. I go hit the pavement, and I say, “I’m going to go run five miles today.”
The same thing is going to happen that first mile that happens in the first ten calls or the first ten doors. Your legs are cramping up. It’s too hot outside. Your back hurts.”
“That happens anytime you’re trying to do anything, and you have to get on the other side of that. You got to make the first ten calls, you got to knock the first ten doors, you got to make it past the first mile. That’s when you get on the other side of resistance. Most people let that resistance stop them in their tracks. It prevents them from even picking up the phone or knocking the door.”
“I have two people inside my mind right now, it’s called Boss Hoss and Little Jeremy, and these are the two people that fight non-stop in my mind. Boss Hoss says, sit back, Little Jeremy, in the back seat. I’m in charge. I’m driving this car. I’m knocking the next door. I’m making the next phone call. What if they’re on the do not call list? I’m in charge, stop talking. This mindset that happens anytime I’m trying to get anything done, and I’m trying to avoid resistance, I’m painting this clear picture in my mind of this conversation happening. Who’s in charge? Who’s not?”
“You have to be conditioned. It’s like my mentor told me early on. He said, you want to get into repetitious selling, because it conditions you to be able to withstand what it takes to sell, to persist. You have to be so numb to the rejection that you don’t even necessarily hear it or feel it. It’s almost like you’re bulletproof.”
“Getting conditioned, comes from repetition. For me I’ve knocked hundreds of thousands of doors, I’ve made hundreds of thousands of phone calls. I’ve done thousands of seminars. I’m numb to the process, and that’s really the key to success is putting in the work to build that armor to where you can withstand the rejection.”
Coaches also provide you with essential role playing with scripts specifically catered to any situation you may encounter. They prepare you, building your confidence. Then, they hold you accountable for your results.
Coaches also provide you with essential role playing with scripts specifically catered to any situation you may encounter.
Take Action
If you are someone who performs better when you have to be accountable to someone, you need to hire a coach. If you struggle with how to best structure your day, a coach could help you. If you’re finding your conversations with potential clients not ending the way you need them too, start practicing scripts with a coach.
