I've done sales all my life and I like it...okay, I LOVE it.

The three things I'd teach, and they are very basic sales skills:

1.  Ascertain needs of clients

2.  Reiterate needs to client and formulate a game plan

3.  Ask for sale/close the deal.

Beyond that, however, my emphasis is always on communication skills.

I do have a thing I make newbies do to determine whether or not they have the "chops" to be a sales person.  I call it the "checkstand test."  I ask them to go to the supermarket and during the time they are standing in line, talk with one person in line with them about anything (the topic is not important), then get that person's first name BEFORE that person leaves the line with his/her paid groceries.

If they can do this, they have the rudimentary communication and "ice breaking" skills necessary to succeed. Otherwise coaching time will be spent on creating communication bridges with strangers.

1. Build your CRM

2. Work thru your SOI

3. Start BRANDing your business in a specific Market area !

I mentor three new agents who have different personality types. It is more of a what are your goals, and how to get there thing. Holding them accountable to their goals. 

James,

No one size fits all.  It has to fit the person, and in my opinion the agent and coach need to be on the same page and work as a team.  A

It would depend on the individual's life experience, background, etc. A customized approach works best, IMO.

I dont know what coaches teach, probably just remind us and prod us to do the things we already know that we should be doing.

I like what Grace Morioka said...

IMO it depends on the agent - I have to tailor training to each agent that works on my team - some require more in one area and some more in another

But...

1. Technology - specifically my website - they all need this desperately

2.Time management - getting to leads in the proper time and how to work a day

3. Phone work - what they say, when to listen and shut up!

That is precisely the problem with most coaching--looking to be a one size fits all instead of understanding what each individual needs. I've trained new agents and none of them had precisely the same needs or talents. All that being said... setting up and maintaining one's data base is one thing all agents need to get good at.

It depends on what they bring to the table.  There are people praying for a coach to turn them into something they are not; this business is not for everyone!

learn to listen

learn to mirror

learn to market

How to get new business. Not enough effort is put into prospecting.

Building a skill set - once you get in front of someone what do you say?

1. Learn to listen by asking "why" questions.

2. Use the why to deliver the what. Their opinion is the only one that counts!

3. Never be the first person to enter a home you are showing!

I like Grace Morioka 's detailed response and want to welcome her to ActiveRain and our Q&A group of new and experienced agents sharing information and questions.

It would depend upon the experience and the skills of the student. For new agents, it is less expensive to take courses than to retain a coach.

James Hoff - well, contacting people by different means is what I have learned from my coach - not to forget asking for referrals.

 Build your sphere, stay in touch with past clients, concentrate on a couple of niches only. 

For both new and experienced agents: 

1. Define your avatar - conversation and message to match 

2. Create your brand presence on and off line 

3. The power is in the listing- get the listings 

4. Dominate your niche online 

For a new agent : 1. Business Plan 2. Farming 3. Presentation

For experienced agent : 1. Social media marketing 2. most efficient ways of leveraging experience 3. Maintaing

James Hoff 1. Accountability, 2. Accountability and 3. Accountability

New agent: Listen, ask questions and make notes. Repeat as necessary

Old agent: speak clearly, up customer service & be available. Do consistently

Have a business plan

Have a daily schedule

Prospect every day

Only one for new agents;

• observe the habits of the successful agents in your company.

For experinced agents;

• make them understand that they are no better than their last transaction

• That to call yourself the #1 Agent in your territory is disingenuous even if true.

• To keep your mind open to new technologies, otherwise get lost in the dust.

I am not a coach.

Presumably the coaching would be customized to the student.