Coaching Needs Analysis

Created By Rich Williams ForNABCO ©2008

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STAR MastermindSTAR Mastermind™™

Productivity CoachingProductivity Coaching

Planning Meeting:Planning Meeting:

Keller WilliamsKeller Williams


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Gary Keller, The Shift


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Who Is Rich Williams?

• Former Team Leader• Top Producing Agent• Certified Regional Trainer of Sweathogs• Business Owner• Coached, Mentored and Consulted over

15,000 People Since 1998 (NABCo)• Married for 20 years• Father of Two Wonderful Teenagers


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Step 1. QuestionsStep 1. Questions

Step 2. The StoryStep 2. The Story

Step 3. The ProcessStep 3. The Process

Step 4. Investment & ReturnStep 4. Investment & Return

Step 5. Mutual DecisionStep 5. Mutual Decision

TODAY’S PROCESSTODAY’S PROCESS


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Client ProfileClient Profile

““What Do You Know About Coaching”What Do You Know About Coaching”

1. What training programs are you currently using?

2. What have you heard about Sweathogs?- Any sweathogs grads in your office

3. How many offices/sales associates are in your organization?

4. What is your present market share?

5. What is your average per person production?

6. What are your plans for the bottom 50%?

7. What are your plans/personal goals for your market center?


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Client ProfileClient Profilecontinued...continued...

8. When you have a special event, how many offices participate or sales associates in attendance?

9. What products or programs would you like your agents to use more often?

10. If you could change one thing about your sales associates, what would it be?

11. What could I do to make your job easier?

12. What would it take for you to commit to a Coaching Program today?


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A spaced training program that A spaced training program that increases agents’ productivity increases agents’ productivity through a combination of:through a combination of:• skill development skill development • mandatory activity, andmandatory activity, and• accountabilityaccountability

We remove the option to fail! We remove the option to fail!

STAR Mastermind™ Coaching


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“THE SHIFT”

In the book the shift Gary Keller identified 12 key strategies for success in this shifting market. . . . .

Two of the Keys were:

1.Get Real and Get Right

2.Find The Motivated – Lead Generate


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All the ingredients!All the ingredients!

Hungry AgentsHungry Agents

Need HelpNeed Help

Abide by RulesAbide by Rules

Commit To Do…Commit To Do…

MaterialsMaterials

Role PlayRole Play

Spaced Spaced LearningLearning

AssignmentsAssignmentsRewardsRewards

PenaltiesPenalties

ConsultingConsulting

ForeverForever

AttitudeAttitude


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Coaching Investment

• 90 Day Commitment

• Pre-Business Assessment Session

• 2 In-class events per month

• 2 Online Webinar Sessions

• 2 30 minute conference calls per month

• Coaching Materials and Weekly Email Support

• 10% gross of closings in 12 months


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Pick And ChooseRegional AT $49.95 Per Person

“Ask About Multiple Class Discounts”

• MREA Business Planning Clinic

• Millionaire Mondays• Price Reductions• Listing Presentations• Sellers Mastery

• Objection Handling• Smart Dialogues For

The Signature

• Fun With FSBOs• Text-Ology

• Growing Your Biz• 12 Tactics For Tough

Times• Time Mgmnt. 4-1-1• Buyers Mastery• New for 2009

Webinars!


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•• Better-trained agentsBetter-trained agents

•• Better agent retentionBetter agent retention

•• Increased productionIncreased production

•• Recruiting toolRecruiting tool

•• Satisfied OP’s and TL’sSatisfied OP’s and TL’s

•• Increased market shareIncreased market share

What are the Benefits You Can Count On What are the Benefits You Can Count On from STAR Mastermindfrom STAR Mastermind™ Coaching™ Coaching


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There is really only one question for an agent -

Are you serious about growing Your Market Cener?

If you are – then you need to encourage your agents to take the coaching!


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Who is STAR MM targeted at?

• WhoWho takes the most management takes the most management time?time?

•• WhoWho can create a negative company can create a negative company image?image?

•• WhoWho holds the most company holds the most company dollars in their hands?dollars in their hands?•• WhoWho loses the most transactions? loses the most transactions?

We We specializespecialize in the in the bottom 50%bottom 50%of agents . .of agents . .


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•• Increases their productionIncreases their production through time- through time-management techniques and the management techniques and the

importance of following the KW modelimportance of following the KW model

•• Helps them utilize new Helps them utilize new technologiestechnologies to to find what works best for themfind what works best for them

•• Relearn the basicsRelearn the basics - giving them back - giving them back the tools that helped make them the tools that helped make them become successfulbecome successful

… … as well as the as well as the Top 50Top 50% of agents!% of agents!


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Step 1. Planning MeetingStep 1. Planning Meeting

Step 2. Leadership MeetingStep 2. Leadership Meeting

Step 3. The “Inspriational”Step 3. The “Inspriational”

Step 4.Step 4. Program Begins Program Begins

Step 5.Step 5. Graduation Graduation

We go Thru a Step-By-Step Process We go Thru a Step-By-Step Process for each Coaching program:for each Coaching program:


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Builds…Builds…

Teamwork &Teamwork &

Culture!Culture!


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What program expenses are involved?

THE LEADERSHIP MEETING• 1. Meeting Room or training room• 2. Refreshments

THE REGIONAL“INSPIRATION” EVENT• 1. Meeting Room• 2. Refreshments• 3. Travel Expenses• 4. Hotel (one night)

THE COACHING SESSIONS• 1. Meeting Room • 2. Refreshments • 3. Graduation Party


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What are the next steps?What are the next steps?

1- 1- Top Management:Top Management: CommitCommit to STARMM Program schedule to STARMM Program schedule

2- 2- Managers:Managers: Promote attendancePromote attendance at The Inspiration at The Inspiration

3- 3- Agents:Agents: Prepare for a life-changing experiencePrepare for a life-changing experience!!


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Make it work!

3 Listings = $50.00 and an additional $25 for up four closings

6 Listings = $100.00 and an additional $25 for up to four closings

INCENTIVES…


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Coaching Needs Analysis

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