Real estate is currently experiencing a shift - with the focus going towards consulting and not sales. From a coaching perspective, what are the key ways teams and leaders can start nurturing the mindset while still keeping team goals and the needs of the individual in the team in mind? We talk to coach and speaker, Kathleen Black and she shares her wisdom on adopting the consulting mindset and plugging it into the different elements of your business.
The ability to sell comes more from an information age. The wisdom age is going to come from experience, trust and integrity. -Kathleen Black
Takeaways + Tactics
Clients are looking for people with relevant experience, but they’re also looking for wisdom.
It makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.
You need a culture of excellence and mastery with the balance of having players who are superstars in their own right, who feel that their vision and success is nurtured.
At the start of the show, Kathleen gave us a background on the team models she aims to nurture in her coaching practice. She said, “it makes sense for teams that are highly efficient and very systematic to combine that with online lead generation.”
Next, we went into the difference between sales and marketing and the influences driving the move towards consulting. She attributed it to what she calls the wisdom age, which differs from the information age which supports the sales mindset. Wisdom has a lot more to do with building trust and having the ability to ask the client the right questions to lead them to their outcome.
We went on to discuss how the consulting mindset should play out within a team and how it has a lot to do with the alignment of the team and the individual. Towards the end of the show, we touched on mastering abundance, and how that helps you move away from the sales mindset.
A sales mindset can come from a place of ego and the desperation to make a profit, while a consultant intends to guide the client towards their goal. What leads the consulting mindset is abundance, wisdom, respect and trust that the client is intelligent and can make the best decisions for themselves. There needs to be a culture of team excellence and mastery with the balance of nurturing the vision and success of the individual. To adopt the consulting mindset, focus less on the commission and more on the client and have the intention to lead the client to the solution that’s right for them.
Guest Bio
Kathleen has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company where she serves as CEO, Motivational Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across Canada and the US build top teams and take their business to incredible levels of success. Go towww.kathleenspeaks.com for more information.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
