Leader and Coach

leader_coachDo you have a team of winners? Do you have salespeople who are new? What about established salespeople who are in slumps? Or salespeople who are doing well but want to take their performance to new levels? Or plodders? Or people who really should leave?

Many teams are a blend of these and if you have such a blended team it is your task as leaders to develop these people into a cohesive team comprised entirely of winners.

You are their leader. If you are their leader you are also their coach. You might not think so, but it’s true. Even leaders who do not consciously coach their salespeople are doing so without knowing it.

Like children, team members do not listen so much to what you say, but watch what you do. Your actions speak volumes about your intentions, culture and character.

Leaders who tell their salespeople they need to do more training, but who never open a book, nor run a training meeting, are not seen as credible to their teams. By default, they train their people to be mediocre.

Actions have consequences. So too does inaction.

Real estate training is serious business.

If you don’t take real estate training seriously, you won’t have a serious business!

If you want your team to win, you have to train it to win. Daily, weekly, monthly, yearly… forever.

You have to weed out and remove those who either will not train, and those who will not use their training in the field. All team members must increase their knowledge, develop in skill and improve in their results. If they will not do that, the best place for them to work is with your competitor, but certainly not with you.

I believe that training and coaching is the missing link between individual performance and team performance.

Leaders try to work with ‘teams’ but forget that teams are made up of a group of individuals. Leaders try to train teams but often neglect to coach individuals.

Of course you must conduct team training, but you must individually coach each person on your team so that you become aware of his or her weaknesses. You then coach the individual to improve in their areas of weakness.

Better trained individuals, when put together, form a team that is easier to train and easier to lead to peak performance.

Coaching is a major part of the leadership role. Want to be a leader? Then you must be a coach!

Recent Articles

Ask For A Review

There is an old marketing saying that says: "Don't tell people how good you are. Get happy clients to tell people how good you are". References fr...

Forwards or Backwards: there is no standing still

A question I often ask leaders is "Where are you takin...

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, "Why should I list...

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney. Before this venture, Brendan and Adam owned a s...

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say 'yes' or 'no' to yourself and mean it. In this short s...

Your Capacity To Market

Over the past year, I have spent a good deal of time visiting real estate businesses. To those clients who attend our business system presentation, Ag...

Priorities

Successful people identify their priorities and spend the bulk of their time working on them. In this short leadership session, real estate busine...

What Will You Do Differently?

We are fast approaching the halfway mark of 2017. Now is a good time to reflect on your results so far. If correction is needed, the sooner you begin ...

Prospecting

In this short sales session, real estate business consultant, Gary Pittard, asks, "Have you ever put off doing a chore that you thought would be d...

Teaching Results Focus

Over the decades, I have worked with many focused leaders and teams. You know these teams when you are among them - they have fun, but they never lo...

The Second Tier

Regardless of their structures, even the most complex of hierarchies can be broken down into two tiers, and these two tiers have nothing to do wit...

What and How Do You Study?

If you aren't studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson. ...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us