The 5-Step Coaching Plan

Successful coaching combines motivation and training to help salespeople cope with and learn from real-life experiences.

1. Prepare your game plan. Decide what area should be the focus of the coaching session and plan out in advance the main points you will cover.

2. Demonstrate the technique—for example, personal marketing techniques—to the salesperson.

3. Watch the salesperson perform the same technique in a real-life situation.

4. Discuss the positives and the areas where the technique could be improved.

5. Repeat the exercise, introducing new, more difficult elements as the salesperson improves.

Adapted from “All New Agents Require a Sound Game Plan, Plus a Performance Coach,” Carla Cross, The Real Estate Professional, Wellesley Publications, May/June 1997

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