Rich Grof Performance Development

Real Estate Coaching Tip – Shift Performance to get to the Next Level

May 14, 2012 |

Author Rich

Benchmarks Tell You When Your Real Estate Business Will Need To Change

Benchmarks in your real estate business tell you when your business will be going through a change. Every business or organization has growth steps where they need to change their systems and procedures to better handle new growth. A real estate business that runs as a sole proprietorship will have different styles of internal procedures and systems than a business that runs 10 employees. All real estate sales people will change their operational practices when they hit different levels of accomplishment. It is important to understand what will need to change and when to change them in order to have successful growth.

Preparing for a Real Estate Performance Shift

Knowing when you will be going through a real estate performance shift indicated by a benchmark helps you mentally and physically prepare. It helps you move to the next level in your business development with the least amount of resistance and trouble. Imagine having a small home, two bedrooms, one bath filled with 3 families totaling 15 people. That’s a home that is over it’s capacity! The same principles applies to the skills you use in your real estate business. Every time you go to a new level in your business you will need to review all the processes and procedures that you currently use. To succeed you will need to imagine what the next success level looks like and see what challenges show up. Then you can begin to modify what you are doing to achieve greater results. Look at top producing real estate agents in your office for clues or even take them or lunch and ask them questions. Remember to focus in on Increasing Capacity; getting more done in less time becomes the key currency to success at the next level.

Posted in Coaching, Educational |

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Real Estate Sales Coaching Tips on Increasing Your Income With a Peak Flow Strategy

May 12, 2012 |

Author Rich

Real Estate Agents Must Know What Peak Flow is and How to Increase it

Your real estate sales business will have ebbs and flows; times of intense volumes then rest periods. Every business has cycles that are specific to their industry and economic climate. It is critical that real estate sales agents understand how much they are able to do when things get busy. If your real estate sales business experiences a high volume in a few months, you will need to have peak flow systems for outsourcing and/or staffing capability to handle that increase. If you don’t have the capacity you will ultimately loose sales prospects and your reputation.

Take a look at your Peak Flow and examine how your current business structure does at handling the volume. Do you have enough systems? Are you able to manage all aspects of your real estate business effectively when it gets busy? What areas will suffer with a lack of employees, equipment, or proper follow-up? It’s great to do a record volume one month, but if you are unable to effectively service the prospects you have, you will loose them to another agent. Once you begin making mistakes and messing up due to being overworked, you will end up spending extra time soothing things over with your clients in an attempt to keep them. The extra effort you spend after mistakes are made compounds the problem and reduces your capacity in your busy times. The end result to this process is that you loose control, clients and valuable real estate business.

The Key Indicators to Watch For

As you look through your business operation at peak times, take a look at what you stop doing from time to time even when you are not busy. We all have things we don’t like doing; things like filing, prospecting, paperwork and even follow-up. If you’re not doing these from time to time when you have time to do them you can be sure that you will drop them quickly when you are busy.

The next thing to look for is how stress is working for you. Reasonable stress will increase a real estate agents performance to a point. Once we hit the point that we cannot bare the level of stress we are under, our performance will radically drop immediately. A combination of time and intensity can tell you more about your stress capacity. Understanding this capacity will help you plan for the help and changes that you need to make to keep your real estate business working effectively.

So remember, everything you do as a real estate agent has a maximum capacity to perform in busy times. How much work you can handle will be determined how you do things. Considering your peak flow in advance will prevent system failure and lose of clients. You owe it to yourself to plan in advance – it can save you thousands of dollars every year!

Posted in Coaching, Educational |

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Reach Your Goals in Business and Sales by Developing a Strong Sales Prospecting Routine

May 10, 2012 |

Author RichGrof.com

Prepare In Advance

Reaching your goal in business and sales requires a focused approach to prospecting. Preparing in advance for prospecting is the best way you can keep good momentum while you’re making your calls. Your prospecting set-up routine, or what I call pre-performance routine, is a series of actions that you do to get ready to prospect. To prospect effectively you must be in the right mental state. As you make call after call you will get over the initial jitters and nervousness. With each call you will see your confidence build. Here is an example of a routine that you may want to implement.

1. Develop a Sales Pre-performance Routine

Take 30 minutes prior to sales prospecting to prepare.
Use meditation or music to relax.
Focus on your business vision and sales goals for this session of sales prospecting.
Roll-play your sales script just before making calls.

2. Collect all the Information in Advance

Start 100^% prepared before you start. Being unprepared interrupts your sales prospecting flow.
Have all the names, phone number and any important information that you need readily and easily accessible for your sales call.

3. Prepare Your Environment

Surround yourself with positive influences.
Prospect sales clients totally undisturbed.
Stand up and use a headset. Moving around gives you better tone and can help with your nerves.
Have your sales scripts hung on the wall at your phone station.

4. Prepare Yourself Mentally

Memorize and internalize the sales scripts.
Always use a sales script and ask all the questions.
Have a specific hourly goal of contacts you want to make.
Have responses to most common sales objections committed to memory.
Focus your business generating time on setting appointments.

5. Record Your Results

Only let the phone ring 4 times and move on.
Track your results daily in your business log.

Having a powerful sales or business development routine to find new clients can give you peace of mind and confidence. If you practice your sales or business development routine regularly and customize it for your business style, you’ll never regret it.

Posted in Coaching |

Tags: Business coach, business Coaching Barrie Ontario, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, business coaching Winnipeg Manitoba, executive coaching canada, leadership development Canada, Procrastination, Rich Grof, sales calls, Sales Coaching Calgary Alberta, Sales coaching Canada, Sales Coaching Winnipeg Manitoba, sales prospecting, sales scripts, Sales Training, time management |

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Real Estate Coaching or Training, Which should I Use and When?

May 10, 2012 |

Author Rich

What You Need to Know About Picking a Program

Training and coaching can be valuable to your real estate business when used effectively. Programs are typically used for increasing knowledge or skills and coaching helps to get the new information working in your business. At each step of your development you will want to consider what, if any real estate training and coaching you need. If you have chosen to have a coach as part of your team, your coach will be able to provide you with what real estate training you need. If you are working independently, you will want to identify what you need and when.

Making a Program Work For You

Having an accurate awareness of what your skill level is, increases your confidence and eventually your income. In fact our study has show that by building your client sales communication with the skill of roll playing you will double your confidence within the first 90 days. That means more sales in less time and you won’t miss opportunities when they happen!

Steps to Success

First take a look at your skills and evaluate what skills you have that need to be fine tuned and then what new skills you will need as you move forward.
If you need to, check in with your accountability team, mentor or an office manager and ask them what they believe your different skill levels are. It is hard to be objective about your personal skills if they have never been formally tested.
Research any possible real estate training programs you may be interested in. You want to talk with people who have taken the course, find out what results they had and how long the results lasted. Most programs provide some stimulation with little long term change. That keeps you dependent on retaking the course when you want more results.
Now align timing of the training with the business level you believe will give you the greatest gain with the new skills. Taking a training program with information that you will not use until some time in the future will be a waste of money. When you can’t put the information to use as you learn it then the effectiveness of the program diminishes.
Adjust the timing of the programs to your learning style and personal commitments. You will want to be careful to not overlap your training. Overlaps in training can drain your physical resources and cause unnecessary stress. Plan your training with reasonable breaks based on the intensity of the program, business and personal commitments.

Implementation Performance Tips

Make sure to get help choosing the right program for what you need, choosing the wrong program can waste valuable time.
Since training programs only provide information, you may want to consider adding coaching with your education to help implement what you are learning faster and with higher success.
Remember to checkout our more information on RG Performance coaching program.

Posted in Coaching, Educational |

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Boost Productivity: Know Your Prime Energy Zone – Business Coaching on Time Management

May 8, 2012 |

Author RichGrof.com

Rich Grof, Performance Coach from Barrie Ontario gives a business coaching tip on how to asks just the right questions to find out if you’re working smart to get more done in less time. http://www.richgrof.com

Posted in Videos |

Tags: Business coach, business coaching Barrie, business Coaching Barrie Ontario, Business coaching Calgary, business coaching Calgary Alberta, business coaching canada, business coaching Toronto, Business Coaching Toronto Ontario, Business coaching Winnipeg, business coaching Winnipeg Manitoba, calendar, distraction, executive coaching canada, interruption, leadership development Canada, lifestyle, motivation, personal development, Procrastination, Rich Grof, Sales Coaching barrie, Sales Coaching Barrie Ontario, Sales Coaching Calgary Alberta, sales coaching Toronto, Sales Coaching Toronto Ontario, Sales Coaching Winnipeg, Sales Coaching Winnipeg Manitoba, Sales Training, time management |

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