A coaching framework for real estate agents when nothing is working

Every leader in this industry is managing at least one of them right now. A capable, experienced agent whose production has simply stopped. On a recent Power Agent coaching call, one of ours described it plainly. He averages two transactions a month in a normal year. This year the well ran dry. Listings stalled, buyers froze on the fence, and a property he personally invested $80,000 into, priced below market, would not draw a single showing. He is not lazy and he is not new. He is stuck. How we as leaders and coaches respond to that agent says everything about the kind of culture we are building. The reflex in our business is to answer a slump with tactics. New lead source, new script, new marketing platform. I want to argue that we have the order backwards, and that the most effective coaching intervention starts somewhere less comfortable. When an agent’s results collapse, the first place to look is not the do. It is the who. Not what the agent is doing, but who the agent is being. It sounds soft. It is actually the most practical question in the building, because it targets the one variable the agent fully controls. Leadership instrument, not just a motivational idea Let me sha...