November 13, 2025 • 50 mins
Tired of loud gurus selling empty promises? We’re pulling back the curtain on the coaching industry and showing you how to tell the difference between real mentorship and well-produced theater. As working agents and team leaders, we’ve been on every side of the table—coached, coached others, and built systems that help new and experienced agents grow without burning out. What we’ve learned is blunt: credibility starts with production and proof, but real coaching goes further. It’s pattern recognition forged from contracts, client emotions, and market swings, not just catchy quotes.
We dig into practical ways to vet a coach before you trust them, from verifying history across relevant lanes to testing for transferability and real-world judgment. We share wins, misses, and the expensive programs that taught us exactly what not to buy. You’ll hear how we built a 12-week onboarding track, why recorded call reviews outperform generic scripts, and how newer agents can earn credibility fast by previewing homes and stacking small, smart reps. We break down motivation versus transformation, show why accountability beats hype, and explain how coachability multiplies results—for anyone willing to do the work.
We also unpack the trainer versus coach debate through a real estate lens: trainers can transfer knowledge, but in a business that touches money, homes, and emotions, experience isn’t optional. Our own coaching style blends tough truth with real care: one of us drives straight to the how, the other unpacks the why. Together, it’s a model that helps agents think clearly, act decisively, and build duplicatable systems that last. If you’re serious about growth, you’ll walk away with a sharper filter for choosing mentors, a blueprint for rapid implementation, and a reminder that real coaches don’t sell you themselves—they help you find yourself.
Enjoyed the conversation? Follow the show, share it with a teammate who needs stronger mentorship, and leave a quick review to tell us your biggest coaching win or worst coaching regret. DM us your questions and stories—we might feature them next time.
💡 Lessons we’ve learned about balancing it all—sometimes successfully, sometimes… not.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_01 (00:00):
I would listen to a car salesman before I'd listen
to half these coaches I'm seeingright now today on social media.
SPEAKER_00 (00:07):
Oh, for sure.
Oh, for sure.
I mean, there's some real and Igotta call it the way it is.
There's some real fake fraudsout there.
Hey friends, welcome back to DoEpic Shit.
Real talk, real estate, reallife.
I'm Colleen Basinski.
SPEAKER_01 (00:24):
And I'm Kim Neal.
And today we're diving intosomething that's been bubbling
for a while.
The coaching world.
SPEAKER_00 (00:34):
Yep.
This'll be good.
It's gonna be a good one.
Whether you're a brand newagent, a seasoned broker, or a
leader building a team, chancesare you've seen a flood of
experts popping up onlinelately.
Some are amazing, some are not.
Yeah, you could say that again.
So we're asking the questioncoaching or conning?
(00:55):
The truth about credibility andmentorship.
Huh.
What makes a great coach?
How you can tell who's the realdeal and who's just performing.
SPEAKER_01 (01:05):
Ooh, well, we've both been coached.
We've coached others and we'veseen it all.
From life-changing mentors tofull-blown frauds.
Oh gosh.
Yeah, we've seen some.
SPEAKER_00 (01:17):
You know, oh, we're gonna dig in deep on this one
because I've got some stuff tosay.
Yeah, me too.
I think we both have to buckleup.
This one's gonna be a littlespicy, a little honest, and
totally worth it.
I've got some notes here, so wemake sure we get all the
goodies.
SPEAKER_01 (01:33):
I want to miss any goodies.
Got some good ones.
And some have been popping uplately.
I feel like we've been seeingmore and more.
SPEAKER_00 (01:41):
Well, and some of the ones now are like triggering
me to remember some of the pastworlds.
And I'm like, ah, mm-hmm.
So here's a real story.
So a guy we used to work with uhonce decided that his buyer's
agent, who was still prettygreen figuring it out, should be
our coach.
I say our like it's mine.
I wasn't actually selling, butwas yours and a few other
(02:03):
agents.
But he that she should be thecoach for a group of yellows.
SPEAKER_01 (02:07):
Yeah.
Yep.
For for the whole office.
Yeah.
Um, so she'd only closed a fewdeals, handled some Zillow
leads.
She was still early in hercareer.
Love the agent, good, goodperson.
Um, but suddenly she's supposedto be coaching us on conversion
and mindset.
I think I looked at you.
(02:28):
You looked at at Kristen and waslike, hell no.
Yeah, you did.
SPEAKER_00 (02:34):
I think you exactly said, oh hell I did.
Yeah, right?
And nothing against her.
Absolutely.
She was smart and learning fast.
Yeah, but she lived throughenough of it yet to start
teaching it.
You bet.
I think that's not coaching.
That's like putting the cartbefore the horse.
Like I think people want to be,you know, they get a few things
(02:56):
under the belt and all of asudden they want to write a
book, they want to be a coach,they want to be a trainer.
SPEAKER_01 (03:01):
I I feel like the coach and trainer is that's what
every nobody wants to workanymore.
I think they think it's like theeasy way out or something.
Absolutely.
I'm gonna be a trainer, I'mgonna be the coach, I'm gonna
get this certificate, and thenI'm gonna fly around the world
and coach.
It's like, wait, what?
And then you go in and you look,and they have one house that
(03:22):
they sold or four.
It's mind-blowing.
SPEAKER_00 (03:26):
Yeah, I would agree with you.
And I think that's, you know, acouple of few instances like
that we realize not everyone whocalls themselves is a coach is
actually one.
I remember I was on a um, I wason a trip.
I was in, I was in Texasactually, because we used to go
to Texas for training a lot.
And uh I distinctly rememberbeing on a bus.
We might have been carting fromone venue to another for
(03:49):
something.
And uh this guy's just spewingall these ideas, and and you
know, there's these people,they're like hanging on there.
Oh, and how do you do that?
And I and I'm like, I'm like atrust but verify kind of person.
I wanna, I wanna know, like, yousound good, but have you
actually walked the walk?
Sure, right?
So I go back and I look up hisnumbers, and this was um
(04:12):
leadership coaching, this wasn'tsales coaching on this
particular guy.
Sure.
He hadn't recruited anybody,he'd only been like a team
leader for like a couple ofmonths, and he like everyone's
looking at him like he's theexpert, like he's the coach, and
I'm like, what?
And and so I think that was akey moment for me where I'm
like, yeah, I'm gonna look stuffup.
Now, I will give some grace interms of, you know, not all
(04:36):
production shows up on the likewe have um market viewer and
broker metrics and all thosereports.
Not all production shows up onthere if you're doing a lot of
new construction, you're doingoff-market deals or whatever.
You're licensed somewhere else.
Like I'm in three states.
You can pull my my brokermetrics, you're not gonna pull
all my production.
Sure.
Uh, some of my stuff's underbars comes under me.
(04:57):
Like, you know, all my stuff'snot gonna come up under me.
So I give some grace wherethat's at.
But if you got one deal showingup there or repeated over a
cycle of years, that's exactly.
SPEAKER_01 (05:09):
I was just gonna say that we can all have a bad year,
maybe something happened, takesome time off, and you've got
five deals, but it's year afteryear after year, and they've
only been doing it for sixyears.
Yeah, yeah.
Again, mind blowing completely.
SPEAKER_00 (05:28):
Because not everyone who can talk about success has
actually done it.
SPEAKER_01 (05:31):
And I think, and I get it, like maybe some people
are good at teaching or youknow, maybe explaining, but I
feel in this business, when Icome in here and I'm like, oh my
God, the lender just told meblah, blah, blah, blah.
If you're not versed in what I'mtalking about, what are you
gonna do?
SPEAKER_00 (05:50):
Just well, and I and we're gonna get into this a
little bit.
And I think there's gonna bepeople out there that are gonna
say, well, coaching is differentthan training or teaching or
your broker for questions.
And I'm still gonna push back onthat because I think this
industry is so niche that likeyou still need to have um some
(06:11):
time in the trenches, and somenot just time in the trenches
where you haven't done anything,but you have to have some at
bats under your belt.
SPEAKER_01 (06:19):
Exactly.
SPEAKER_00 (06:20):
I agree.
And coaching isn't just hype andhigh fives, it's not a pep
rally, it's accountability, it'struth and growth.
SPEAKER_01 (06:30):
I've had coaches who've told me things that I
didn't want to hear.
Um, and that's actually whatchanged me.
Well, good coaching, yeah.
SPEAKER_00 (06:37):
Good coaching stretches you.
Bad coaching just tells you whatyou want to hear, sells you
validation, puts you up on apedestal and makes you feel good
about yourself.
A great coach isn't your hypegirl, they're your mirror.
SPEAKER_01 (06:51):
And that's the whole theme today
conning.
The truth and credibility inmentorship, because it's time we
separate the real ones from theloud ones.
SPEAKER_00 (07:03):
I love that you said it that way though, the real
ones from the loud ones, becausethere are people that just toot
their own harm, and social mediahas done a really good job of
masking that, where people likeput their and and there's
nothing wrong with like buildingyour brand and building your
advertising, your image.
But there's a difference betweenbuilding your brand and being a
(07:23):
fraud.
SPEAKER_01 (07:24):
Yeah.
I'm just going over the thingsin my head and the people that
I'm watching and seeing, andyeah, it's a lot.
I know it's wild.
What there are people out therecoaching top producers who've
sold what two homes, four homes?
SPEAKER_00 (07:42):
Right.
Oh my gosh, we talk about thisall the time.
And listen, I'm not saying youhave to sell 500 homes to be
credible, but if you've neveractually lived the grind, how do
you lead someone through it?
SPEAKER_01 (07:52):
Exactly.
Coaching isn't just askingquestions, it's pattern
recognitions, and you can'trecognize patterns if you never
lived through them.
And that's what we just said.
Oh true.
SPEAKER_00 (08:05):
I will say also, um, true mentorship blends both
experience and empathy.
There's a difference betweenbook smart and battle tests.
SPEAKER_01 (08:14):
Absolutely.
That's I truly believe that.
Like that's it's hard for me tograsp and listen to someone.
Not that I don't I don't thinkyou're a good teacher, or I feel
like in order to be relatable,we have to know the same things
or at least connect and relate.
SPEAKER_00 (08:32):
I feel like a lot of them don't.
I heard this once.
The best coaches have earnedscars, not just certifications.
Absolutely.
SPEAKER_01 (08:39):
That's perfect, actually.
SPEAKER_00 (08:42):
Coaching without credibility is just performance.
You can't lead people through astorm if you've never been
rained on.
That's so true.
Right?
Yeah.
So that's the whole questionwe're gonna ask today.
Can you coach what you've neverdone?
If you've never walked the path,how can you guide someone down
it?
So I have a question for you,Cam.
Okay.
What's the first red flag thattells you that a coach isn't
(09:03):
qualified?
How raw do we want to get?
Yeah, raw, girl.
Not raw.
Even on our merch, it says doepic shit.
Real and raw.
Yeah.
SPEAKER_01 (09:13):
For me, and I can speak for me, it's production.
I want to know what they did.
What is their history?
Yeah.
What is their history?
Please tell me what you've done,where you come from.
SPEAKER_00 (09:22):
And I will say for me, production doesn't
necessarily need to be a hundredpercent in that exact field.
It could be in a parallel lane,sure, but it needs to be there.
Okay, so you haven't sold ahundred homes, but um, were you
in mortgage and you did ahundred mortgages, or like I I
would listen to someone coachingon that, like because it's a
(09:43):
parallel lane, right?
Like I think that there's veryum very similar paths in an
industry or even in a maybe ifyou sold a hundred cars, you
could sell me a hundred homes.
I don't know.
There's a little bit differentbecause that's where you have uh
customers coming into your storeversus we have to go out and
visit customers.
(10:03):
So I don't know, maybe if you'regoing door-to-door sales or
doing some some other type ofsales like that.
SPEAKER_01 (10:09):
I would listen to somebody who said, I sold 500
cars and I had I'm the you know,so they know how to close.
Absolutely.
So they they know the sales termterminology, they know the they
know the um life cycle of asale.
Absolutely.
I would listen to a car salesmanbefore I'd listen to half these
(10:30):
coaches I'm seeing right nowtoday on social media.
Oh, for sure.
SPEAKER_00 (10:34):
Oh, for sure.
I mean, there's some real and Igotta call it the way it is.
There's some real fake fraudsout there.
SPEAKER_01 (10:41):
And half the time burns my crow.
Okay, we want to get real, halfof them are, and I'm thinking
one in particular, I can't evenunderstand what he's saying.
It's like I'm like, so getchicken.
SPEAKER_00 (10:57):
What the fuck?
Well, yeah, because I thinkthey're spewing out words that
they don't even understand themeaning of, and they're they're
like um stitching thingstogether without actually
understanding because they'retrying to regurgitate something
they read in a book or that theyheard.
SPEAKER_01 (11:10):
That's exactly what I'm listening to.
And don't get me wrong, twominutes in, and I'm done.
Glazed over to an end.
Absolutely.
SPEAKER_00 (11:18):
So, yeah, it's um I would say though, on the flip
side, so you said production isyour first red flag that tells
you so credibility, I guess.
Here's what I would caution onthat.
Here's my like production,absolutely.
I want to know that you've doneit, that you've walked the walk,
but also I want to hear thestory of how you built it.
Sure.
Because, you know, there's thissaying, even a blind squirrel
(11:40):
catches a nut once in a while,right?
Yeah.
So what if that blind squirrelwalked into a whole um bag of
nuts in a nut store and got themall?
Sure.
Right.
Like, so there are people thatjust fumbled across what they've
done, and it wasn't somethingthat they can duplicate or they
can teach someone or that theycan tell.
So there's a few people that Iknow that have an incredible
(12:02):
business, but they kind of gotlucky, you know, they fell on an
investor or a builder or umwhatever, and then they can't
really explain it or articulateit or teach someone else how to
do it.
They they talk a good talk, butare you thinking of a couple of
people that I like?
I I know exactly who you'retalking about.
(12:24):
I mean, I've coached some ofthese people after, and I when
you see behind the curtain,you're like, oh boy, uh how did
you do the business you did?
Mm-hmm.
For sure.
Right?
So so I would say production,yes, with a caveat that like it
has to be something that'sduplicatable, or that you have
to understand like thepsychology of how to help
(12:45):
someone through something.
SPEAKER_01 (12:46):
I think that's super important.
So who's gonna teach me to dowhat I do unless, you know, you
you you kind of know what I'mdoing?
Like, I feel like for me, ifyou're gonna hold my attention
and I'm gonna listen to you andI'm I'm gonna pay to go to one
of your courses or one of yourclasses, I would hope that I can
(13:10):
relate to you and that I canthat that we have some kind of
common bond.
Not that you were taught in aclass away in Texas and you're
allowed to come home or youknow, and and go around and
teach it.
We need to be on the same page.
SPEAKER_00 (13:28):
Yeah.
SPEAKER_01 (13:28):
For me, anyway.
No, no, I want to hear you.
That's how I feel.
SPEAKER_00 (13:32):
How about the next one?
SPEAKER_01 (13:34):
Have we ever bought into a program that sounded
great?
And what did we learn?
SPEAKER_00 (13:39):
So just because they have production doesn't mean
that their coaching programs areactually coaching programs.
I bought this one and it waslike on how to onboard and get
your agents off the 90-daystart.
You know, it's like, oh, becauseI I feel like that, you know,
when you're busy, you're alwayslooking for the shortcuts,
right?
So I'm like, oh, if I could justhave a program that'll help me
(14:00):
like get my agents, my newagents up and running faster and
get them to into productionfaster.
Like I was trying to um removemyself from that process because
quite frankly, it's a lot ofwork.
And yeah, you know, we're alwayslooking for shortcuts.
That's human nature.
And I got it, I bought theprogram and I'm in the classes,
and I'm like, this thing sucks.
(14:21):
It literally sucks.
And this person had a crap tonof production and like hundreds
and hundreds of homes, um, hadlots of agents on their team.
And I'm like, this is garbage.
I'm so glad that I didn't playfull price.
This person gave me a discounton it.
Because if I had paid fullprice, I'd have been living.
I mean, I still paid money.
(14:43):
I've wasted money on so manythings that I thought would be
great um coaching programs ortraining programs, or just
because I'm a consummate learnerand I'm always pouring into
myself.
And I'm like, okay, well, if Ican learn how to do this, then I
can teach someone else and Icould do, but man, that one,
that one burned my whole.
I was because you know, here I'mthinking, so then that's what
(15:04):
actually caused me to go backand write.
Remember the um the 12-weekcoaching program I wrote for new
agents that come on board to ourteam?
Because after that, I'm like,no, I'm writing this myself
because this is, and maybethat's the control freak in me.
I don't know.
SPEAKER_01 (15:17):
No, because it was crap, right?
It was crap, and we neededsomething.
SPEAKER_00 (15:22):
Well, I just feel like if you're putting your
trust into me and you're comingto me to for your career, like
this is your career, yourlivelihood, your family, your
future, your goals.
I owe it to you to give youeverything I got as the coach.
And I wanted to pour into theseagents that were coming and
joining us.
That's why we didn't reallyrecruit heavily when we first
(15:43):
started our team either.
The people that came to us werepeople that came to us
organically.
Like, um, they're like, hey, Iwant to join you.
I'm like, I don't really know.
And I'm like, and so I feel likenow we're in a place because of
how much we care and because wetake it so serious.
The the people that now I'mgonna jump off subject again a
(16:06):
little bit.
You have to want it too, andwe're gonna get into that.
Yeah, like you have to do thework.
I can't do the work for you.
But I feel like we're in a placenow where we've got great
systems, great courses that I'vewritten and that you've
co-written with me or taughtwith me.
And we've got a great foundationto help coach not only new
(16:27):
agents, but also experiencedagents that are kind of just
like looking to take it up, oreven if they don't want to take
it up, if they want to step backand have some of it work for
you.
Like I feel like if you're anagent who's grinding, grinding,
grinding, we can help you grindless and do the same amount of
production because that gets youbalance of life back.
SPEAKER_01 (16:48):
Look at the new agents that are following and
doing, yeah, it will change thetrajectory of their whole entire
life and family.
So, I mean, we're doingsomething.
SPEAKER_00 (16:58):
Yeah, I think we're doing a few things right.
That's funny because my nextquestion is how can newer agents
earn credibility fast?
Production.
Yeah, by doing it.
Do the work, follow the thingsyour coach tells you to do.
Well, first vet their coachcorrectly, and then get into
production.
That's how you earn yourcredibility by going out there
and doing it.
(17:18):
It's why I tell new agents topreview homes.
You don't you can't know whatthe market is until you've
actually been in the market.
I agree.
I agree.
SPEAKER_01 (17:28):
Because until you've been in houses and looked at
online, you don't know thedifference between I mean, and
it's such small things too, asmuch as like if you're a new
agent, you haven't been out, youhaven't looked at a home.
How do you even open a lockbox?
I I remember walking in, like,oh, how do I open this?
SPEAKER_00 (17:44):
But aren't you because you've previewed enough
homes and you and I say preview,you've shown enough homes.
So the way a new agent would dothe preview is um, don't you
feel that you can look atpictures online and know when
something's yes and when it'snot?
Because you've been physicallyin enough of them, you're like,
that never looks like that.
That's state, that's virtuallystaged, that's AI.
And in today's day and age, areyou want to waste someone's time
(18:07):
or you want to get them thestuff that they need to get
right?
Or you can also tell whensomeone's taken really shitty
photos and that's something yourclient should still see.
What's the difference betweenmotivation and transformation?
SPEAKER_01 (18:19):
Hmm.
Well, I think they go hand inhand a little bit.
Um, I think you have to bemotivated to um, for me,
anyways, in order to transform,you have to be motivated.
SPEAKER_00 (18:31):
Yeah, because you're just not gonna Yeah, I think the
motivation starts internally,the transformation shows up
externally, but you can't haveone without the other.
Right.
Which is what you just said.
SPEAKER_01 (18:45):
Exactly.
Took the words right out of mymouth.
SPEAKER_00 (18:48):
How do you test a coach before you trust me?
SPEAKER_01 (18:50):
I knew you were kidding.
I'm gonna ask you because umyou're the skeptic.
I I am such the skeptic, and Idon't mean to be, but I feel
like I am because I've I'veYou've been burned a few times.
Yeah, and you know, all I gottado is see something and I'm off
the rails.
Just because I've heard so muchshit for so many years, and then
(19:10):
I'm like, what?
That's po are you kidding me?
But, anyways, um, how do youtest a coach before you trust
them?
I don't know.
For me, I've I've burned throughprobably four or five in my
career.
You have to go if if you give mejust the same number.
What Kim, how many phone callsare you gonna make?
(19:33):
How many people are you gonnavisit?
What are you gonna do?
I can't do an I don't know.
SPEAKER_00 (19:37):
I think what I'm hearing you say, and I know you
well enough that I couldprobably answer this for you.
So I think what I'm hearing yousaying is someone who's just
checking off boxes, as opposedto really listening to you and
understanding you and guy andand really caring about where
you're at and helping you gowhere you want to go.
SPEAKER_01 (19:54):
That's exactly what I'm saying.
Yeah.
But a little more finesse.
But it is true, that isabsolutely 100% true.
Just checking off the boxes andpaying you thousands of dollars
for you.
I could do that myself.
SPEAKER_00 (20:07):
Yeah, that's not that's not really coaching.
That's I mean, that anaccountability partner can do
that.
SPEAKER_01 (20:12):
Yeah, yeah.
SPEAKER_00 (20:13):
Yeah, that's all I really need to.
I mean, I think a coach reallychallenges the way you think and
gets you to think outside thebox a little bit, and not
necessarily like doing thingsdifferently, but like out of the
norm of how, because we getstuck in patterns and we tend to
do things away because we'vedone them before.
(20:33):
So a coach will recognize likeif you have a pattern that's
taking you down a negative path,or it's uh a pattern that's
stopping or stunting your growthin your business or in your life
or in your goals or whatever.
I think they recognize those andthey'll ask you questions to
help you um self-discover andovercome those.
(20:53):
Yeah.
So let's talk about what greatcoaching actually is, because
I've lived both sides of it.
I've coached leaders nationwidethrough one of the largest real
estate coaching platforms in theworld, from California to New
York, Louisiana to Wisconsin,Florida to Oklahoma, and even
internationally in Turkey,Canada, and Portugal.
I've coached new agents to hitsix figures in their first year.
(21:15):
I've helped leadership teamsturn losses into profits.
And I've built a business that'smade over six figures as an
agent and now lead a team ofdoing over a million in income
this year, and it's not evenoverhead.
Did you know we hit the$1million income goal?
Oh, did we?
We did.
Oh, something new.
We should uh have a littlecelebration, uh, millionaire
(21:37):
real estate celebration, right?
That's pretty impressive.
I know.
But here's the truth coachingisn't about telling people what
to do, it's about leading aperson on a journey of
self-discovery.
Period.
It's helping them take ownershipof their goals and dreams and
(21:57):
the path to get there.
A great coach doesn't hand youthe map, they sit down with you
and help you draw it togetherand then help you identify the
pitfalls or the pit holes, orwhat are they called?
Uh, what are the podholes?
Podholes.
I couldn't think of it.
You wouldn't think of that gamepitfall.
So was I.
(22:18):
You literally, I when you weresaying pit five, I was like, Do
you remember that game?
Yeah, yeah.
But I mean, literally, that Imean, that is kind of what a
coach does.
They're helping you get from oneend of the game to the other.
And this game that we're in,it's called life.
And it's our career and ourfamilies that are at stake.
Yeah.
So, I mean, a great coach iswith you on that journey, and
(22:40):
they're gonna help you andthey're gonna guide you.
But they're not gonna do it foryou, but they're gonna give you
the tools mentally, skill-wise,they're gonna equip you with
what you need in your mindsetand in your skills to get
through it and to get where youneed to go.
SPEAKER_01 (22:57):
Yeah, the right coach for sure.
Um, so what do you thinkactually makes a great coach?
A great coach asks smartquestions.
SPEAKER_00 (23:05):
I mean, come on.
They know your goals, yourdreams, and your why.
They know what's important toyour kids, your family.
They understand your fears.
They don't motivate you, theyhelp you tap into what already
motivates you because you can'tmotivate a person, you can only
tap into what they already havethat motivates them or what gets
(23:27):
them fired up inside, and thenput that out there for them to
take a look at.
A great coach shows up too.
They listen, they hear whatyou're saying and what you're
not saying.
Also, sometimes the silencespeaks louder than the words.
Yep.
Um, they see the gap betweenwhere you are and where you want
(23:47):
to be, and they help you build abridge.
A great coach doesn't push you,they partner with you.
SPEAKER_01 (23:54):
And that's the difference between guidance and
gaslighting.
SPEAKER_00 (23:57):
Oh god.
SPEAKER_01 (23:58):
One helps you find yourself, the other tries to
sell you themselves.
SPEAKER_00 (24:02):
Oh many times have we seen that?
And social media is justwrought, just absolutely wrought
with that.
SPEAKER_01 (24:10):
It's just, yeah.
It's actually sad because itreally did take away that whole
like one of our agents here, andthis is going off a little bit,
that's okay, called me just lastweek and was like, you know, I
really want to do that coachingprogram.
I'm like, why?
He's like, well, it's adifferent way from what I was
(24:34):
taught back in the day.
And it's really, you know,things have changed so much in
the industry.
And I was like, really?
Are you serious?
I I understood what he wassaying because I mean it was all
checking boxes, numbers, this,and it I guess this one was
exactly what he said, uh, youknow, um, how to tap into
(24:57):
yourself.
It was a different, you know,different type of coaching
program.
I think though, here might havebeen life coach.
SPEAKER_00 (25:05):
I think sometimes though, here's what I'm gonna
get comfortable while I talkabout this part.
Um people don't like I think thechecking boxes thing is is
really not the way to go.
But I think sometimes they usethe coach as an excuse for them
not doing the work or putting inthe effort or not, and sometimes
(25:28):
they put in the hours, butthey're afraid to face things
like rejection or um overcomingobstacles.
SPEAKER_01 (25:38):
Like this job is not easy.
I was just gonna say, when whenyou just said about rejection, I
think that brings something tomind.
Like who likes to be rejected?
Well, no, nobody, but I I feellike sometimes it's just part of
the part of the process.
I mean, I hate it too.
SPEAKER_00 (25:56):
Yeah, I mean, I want people to like me.
I was just saying to partearlier, I'm like, nobody wants
to invite me anywhere, no onewants to do anything with me
except Kim.
They gotta have Kim.
And I was just whining at himbecause the boys invited him to
go do something boy.
I was like, Oh, I didn't getinvited.
So but you know, but my pointis, is like I felt bad.
(26:17):
I felt rejected.
I'm like, how come I wasn'tinvited to go do that?
Yeah.
So I think people, no one wantsto be rejected.
But at the same time, that's howyou build up the muscle memory,
it's how you build the skill,it's how you get better.
We just talked about this inbusiness planning, my business
planning um the other day in theoffice, and um I made a it
wasn't a joke really.
(26:37):
I was actually talking about it.
We're talking about like dealsthat fall off or deals that
don't don't make it to thetable, or you know, life's
happens.
And I said, Well, what's yourpercentage of fallout?
So he definitely said, uh zeropercent.
I'm like, well, then you're notdoing enough business.
And he's like, Well, uh uh,blah, blah, blah, or whatever.
And I'm like, no, you don'tunderstand.
Like, you have to build thatrejection or the the deals dying
(27:00):
or the fallout or whatever intoyour plan because it's bound to
happen.
It's part of life.
SPEAKER_01 (27:07):
Yeah, they were totally like, oh, and it was
taking a bath, right?
Yeah, and it was it was so notwhat they thought it was.
Like, well, nobody rejects me,and I'm, you know, I I take, you
know, nine out of ten of myself.
What are you talking about?
And it really it wasn't, it wasso it was completely different.
(27:29):
Never make mistakes.
How do you learn?
Right.
And that I I don't think untilafter you explained it, then it
was like like a light bulbmoment, like, oh, I get it.
Not more of a slap in the face.
Yeah, it wasn't it wasn't a useof thing.
SPEAKER_00 (27:44):
And as soon as I was able to articulate and go down
that path, they were like, oh.
But it was more of like, hey,this is how we learn and grow
up.
Sure.
And so I think a great coach itis helping you along that
journey.
Let's talk about trainers versuscoaches.
Because you know, people aregonna have some things to say
about that.
We want to start with that one.
(28:05):
Well, you know, some people aregonna say, well, that's what
trainers do.
Trainers can travel around andteach things they've uh learned
or studied, even if they haven'tactually sold real estate.
What do you have to say aboutthat?
SPEAKER_01 (28:16):
So let me ask you this because you've been in all
facets of it, really, what isthe difference?
I mean, I get so you have yourtrainers and you have your
coaches.
Trainer to me is like you'regonna help me, like you said,
like a memory or muscle memoryor whatever.
(28:40):
Like when I think of trainer, Ithink of someone who's gonna sit
there and they're supposed to bethe hyper, the trainer, or the
so I will tell you.
SPEAKER_00 (28:48):
So I'll tell you this.
So I've coached people whereI've been in a one-on-one
coaching relationship where weget on the phone every week and
we go over their goals and wesee where they're at in their
business, and we we look for thegaps, sure, and then we figure
out a way that they can overcomethose gaps.
And I don't tell them what theyneed to do.
Sometimes, like, I'm gonna givethem a nudge, right?
Um, but other times I'm gonnaask them questions because
(29:10):
here's the thing.
Um, and I always use my myhusband as an example in this,
right?
Like if I tell him to dosomething, he's like, oh, yeah,
right, I'm gonna do that.
But if I ask him a question andhe thinks it's his idea, he's
all over that shit, right?
And I and I don't think he doesit just to spite me.
I think it's human nature,right?
Like people want to follow theirown ideas more than they want
(29:31):
someone to tell them what to do.
Okay.
So that's like one of the uhcore aspects of coaching, right?
So it's like helping peopleself-discover so that they think
it's their idea so that they canuh they can go down that path.
Their subconscious then is morecommitted to the action because
it was their idea.
I gotcha.
So they take ownership of it,right?
So a coach, so I've been in oneon one coaching relationships
(29:54):
where I'm on the phone and I'mtalking to people, and you know,
we we see each other maybe um onZoom calls.
Or we get together once in awhile.
But then I've also traveled allover the country teaching and
training courses, right?
Some one-day courses, somehalf-day courses, some three-day
workshops.
I've taught hiring, training,leading and motivating,
(30:18):
recruiting, sales, businessplanning life.
I've taught all these things,right?
And I will tell you, um, to me,your responsibility is the same
either one.
And a lot of people don't feelthat way.
They feel like, well, a trainercould just come in, drop their
knowledge, and then leave.
And I feel like you're reallydoing a disservice to the people
(30:38):
that are in your class when youdo that, because um they took
the time out of their business,they took the their money to
spend, to invest, to be therebecause they were hoping you
could make an impact on them andtheir life in that day.
Sure.
Yeah, maybe it's not every week.
Um, but I think that um in abusiness like real estate, it's
(31:00):
dangerous when someone justteaches from a book instead of
having been out in the field.
I feel like I was a hundredtimes better trainer when I was
traveling all over because Icould talk the talk, I had
walked the walk, I could sharemy personal stories, and I
wasn't just following a scriptand reading off a script.
When someone in the audience inthe class would ask me a
(31:21):
question, well, I've had thishappen, or what happens here?
I could speak authentically,sure, and from experience.
Where someone who's just readout a book, they're like, go
look, oh, well, it doesn't saywhat to do in that situation
here, right?
And so how do you like a feelinghas to come from here?
Yeah.
Otherwise, why do I need tospend my money and go listen to
you here to say it?
(31:42):
I could just read the same bookyou read and I can learn it
myself.
At least that's how I feel aboutthat.
That's it, that's how I feel.
And I know there's people outthere say, well, a coach is
different than a trainer.
And uh, you know, a trainertransfers information, a coach
transforms people, blah, blah,blah.
Uh, trainers teach you what todo, coaches teach you how to
(32:02):
think, like they'll say allthat.
But even great trainers in realestate should have some kind of
boots on the ground credibility.
I think so.
This industry changes fast.
Contracts, client emotions,market swings.
And if you've never been tothose trenches, your examples
are empty.
Great.
And I will tell you that I feellike I'm a hundred times better
(32:23):
coach to our agents right now,because I've been in the field
the last two years, than the 15years that I was um in the
leadership role that I was in.
And not that I wasn't a goodcoach to those people.
I feel like I was co better atcoaching other leaders at that
time than I was at coachingagents because the market has
shifted so dramatically.
(32:45):
And I'm not saying like buyers'market, sellers' market.
I'm saying in just the waybusiness is done and the way
people think and the exchange ofinformation and all of that.
And that's one of the reasonswhy I came to Rio, because I
felt that the company that I waswith was stale and they kept
talking about being like aneducation-based and board-based
company, but they did not have alot of um young ideas in the
(33:11):
forefront, or people, a common,it was a good algorithm or a
combination of someone who hadcredibility who had done it
before, um, or I say someone,people who have done it before,
but then also had new, freshideas and were willing to always
constantly evolve and change asthe market changed.
And I feel like the othercompany that I was with um maybe
(33:35):
talked that, but I didn't see ithappening.
I felt like I every time, andCorey will say this too, that we
would um try to implement a newidea, we'd get in trouble for
implementing a new idea in ouroffices, and then six months
later, they would come out withthe same idea and tell everybody
to get on board with it.
And I was like, what?
And Corey's like, we just didthat six months ago, and we got
(33:56):
in trouble for it, and nowthey're doing it.
So I so I I don't know, I kindof went off tangent, but like I
feel like that's an importantpart of this whole experience
journey that like why I feel sostrongly how I do about coaching
and training and everythingelse.
So I don't know.
SPEAKER_01 (34:15):
Yeah, well, I guess uh there's room for both.
Yeah, I think I would say Yeah,trainers educate from knowledge,
coaches elevate from experience.
But when you're in a businessthat deals with people's homes,
money, and emotions, experienceisn't optional.
That's true.
That's totally true.
Yeah, it's the biggest, yeah.
Um yeah, that's foundational forsure.
(34:37):
I kind of lost off or got lostthere for a minute.
Yeah, talking about you know amoney trail.
Yeah, and not only that, like Ifeel like um, I mean, I know
we're talking about this, butyou know how and I didn't want
to say passionate, but how Ithink because I've spent so much
money over my career um going toclasses.
(34:59):
Well, you really invested inyourself at high school.
I did.
Um, and then I feel like it issuch a slap in the face to me
when I go back and look atthings now or see people that I
was teaching, or were sitting,and not that they can't be good
at that, but but it's like youknow, you know they're not a
(35:21):
fraud.
SPEAKER_00 (35:22):
Okay, so here's what I have there's someone out there
right now that's traveling,podcasting, uh-huh, selling
programs about being a a topproducer coach, and you pull
their numbers, and it's onehouse last year, maybe for the
year before.
Maybe on a good year, yeah.
Yeah, and every time they pop upon social media, who are the two
(35:46):
that get all riled up.
SPEAKER_01 (35:48):
Yeah, it's you and bars, yeah, because it's
infuriating.
Yeah.
All right, now what do you wantto talk about?
SPEAKER_00 (35:56):
Well, I'm just saying, knowledge without
practice isn't wisdom, it'stheater.
SPEAKER_01 (36:00):
Oh, yeah, that is true.
SPEAKER_00 (36:03):
Okay, and there is a fine line between guidance and
gaslighting.
SPEAKER_01 (36:08):
That's true.
SPEAKER_00 (36:08):
And I feel like those people that are out there
selling themselves like that aregaslighting a lot of people.
And quite frankly, I think it'sfraud.
SPEAKER_01 (36:17):
Well, look what just happened last week.
Somebody was called out on itand nobody responded.
Nobody wants to say anythingabout anything.
SPEAKER_00 (36:26):
Yeah.
Well, and then there's anotherone.
I was gonna say this one reallygets Bart going.
I love throwing Bart under thebus and he's not even here to
defend himself.
But there's that nationaltrainer who's built an entire
career teaching realtors, and Iswear she's maybe sold one house
ever in her career.
Oh, and every time her namecomes up, Bart's like, what?
SPEAKER_01 (36:45):
He just like I say how's it happening?
Oh my god, I can't believe it.
Did anybody pull her numbers?
unknown (36:52):
Mm-hmm.
SPEAKER_01 (36:54):
Yeah.
SPEAKER_00 (36:54):
It's like if you're a chef and you wrote a recipe
and you've never tasted it.
But you know what the crazything is, I don't think people
know that.
Well, they don't because theyjust she put up such a good,
she's a marketer.
Good for her.
Yeah, which is great.
Okay, I guess you could teachpeople marketing, maybe because
you've marketed yourself.
Yeah, but nothing else and howit relates into the real world.
SPEAKER_01 (37:18):
Yeah.
Well, you should bring her in.
Yeah.
SPEAKER_00 (37:21):
Uh I think I'll pass.
All right, so here's thelightning round we're gonna go
through.
I've got a good one here.
So to paint the picture, thisactually happens in every
industry.
Are you ready, Kim?
I'm ready.
Let's go.
A personal trainer who's out ofbreath walking the water
fountain, a marriage counselorwhose healthiest relationship is
with their cat, a financialadvisor whose credit cards are
(37:44):
maxed out.
That's a good one.
A chef teaching souffles whilesetting off the smoke alarm
making toast.
That's cute.
A life coach still living intheir parents' basement, a
driving instructor who's neverhad a license, a dentist with no
teeth.
Would you want what if youwalked in and this is the
perfect example of what we'retalking about?
(38:06):
Okay, so I had to go to anemergency dentist.
I'm totally skipping off here,but this I had to go to an
emergency dentist because it waslike Thanksgiving weekend, and I
had like a tooth crack, and itwas like a horror.
It was like six years ago.
You but yeah, it wasThanksgiving weekend, and I'm
like, oh my gosh, oh my gosh.
And so the only person I couldfind was this guy over here, and
I could talk about him becausehe's not there anymore on Wolf
(38:27):
Road in Mokina.
And I walk in and he looked likesomething out of like Iraqi
horror pictures.
He had the long coat like that,and he his teeth were all
rotten, and he smelled likecigarette smoke.
But I had no, I literally had nochoice because I had the worst
toothache, and like I let himdrill it and take it out, and I
never went back there.
(38:48):
I I waited like three months orsomething, but it was
horrifying, absolutelyhorrifying.
Yeah, horrifying.
And that's your dentist.
Well, it was he was the dentist.
Because it was like holidayagain, short notice, blah blah
blah.
So there you go.
That's an example.
Uh a realtor who rats, a pilotwhose only flight time is in a
(39:11):
video game, uh, a vegan chefteaching barbecue ribs.
SPEAKER_01 (39:15):
Um, actually, every one of those sounds ridiculous.
Yeah, um, but that's whathappens when people sell
coaching without credibility.
Yeah.
SPEAKER_00 (39:23):
Yeah, I know we were trying to be funny in some of
those because it is ridiculous.
It is ridiculous.
But at some point, experiencehas to enter.
Yeah, absolutely.
Yeah.
So, in terms of coaching styles,um, tough love versus nurture.
Oh, how do Kim and I fittogether in that?
So I'm straight to the point,and Kim's more like the
(39:43):
strategic empath.
Um, for sure.
Together it works.
Yeah, for sure.
Yeah, I think so.
She's good at unpacking the why,and I'm already on to the how.
SPEAKER_01 (39:54):
Right?
Yeah, it's true.
That's why we do work welltogether.
SPEAKER_00 (39:58):
Yeah.
And I think that's what goodcoaching is truth and care in
the same conversation.
The best coaches tell you thetruth before the rest of the
world does.
Like they're gonna be the onesthat tell you you have the
spinach stuck in your teeth.
Right?
Like how when the rest of theworld's just walking around
pointing at you laughing, thecoach is the one that's gonna
tell you something, say, hey,come here.
Yeah, you got a little spinachin your teeth.
Let's let's work on that, right?
SPEAKER_01 (40:17):
You know?
Yep, or get to work.
One of the coolest parts aboutour forward group is that the
mentorship flows both ways.
Oh, this is great.
Our younger agents are thrivingand we learn from them daily.
And that business class that wehad on Tuesday showed it.
Their numbers, what they didfrom last year to this year, it
(40:39):
was great to see that.
SPEAKER_00 (40:40):
Yeah.
Well, they bring new tech, freshenergy, and no ego.
When they apply what we'reteaching them and then they
surpass our expectations, that'sthe goal.
Like when your mentees startsurpassing you, that's when you
know you did it right.
So as we bring some of ouryounger agents in the coming
weeks, this is the standard wewant to show.
(41:01):
Mentorship grounded inexperience and genuine care, not
perfection, but credibility andconsistency.
And it's really what buildstrust and creates growth.
I will I love that you broughtup that class last week.
You know, um, some of the peoplethat we're gonna be bringing on,
uh like I'm gonna bring Corey onas a guest.
I know he's gonna squirm andstruggle the whole time.
And you know what?
(41:21):
That's a great coach putting youout of your comfort zone.
But I mean, he's done anincredible job with his business
this year.
I mean, he's just literallyalone.
SPEAKER_01 (41:31):
And he is the perfect, he's so coachable, he's
so hungry for knowledge.
Like, and he asks everybody.
It's not just one person'sperspective or oh, it's
everybody.
What do you think?
What do you think?
SPEAKER_00 (41:46):
Both him and Katie will do over six figures this
year, well over six figures thisyear.
And I think they actuallyalready have and they still have
pennings going on.
Yes, yeah.
So they're both they're they'regonna be they're well over a
hundred, yeah.
I think they're both over 150already.
Yeah.
So based on if I calculate themath backwards.
So they're both over thosenumbers, which is awesome
(42:08):
considering when Corey set hisgoals when we were in business
planning last year.
He said, Oh, he was a if I did60, I'd be happy.
I remember that.
And I was like, bullshit, you'lldo 60.
Yeah, I remember and Katie lastyear did five transactions, and
this year she'll do 20 plus.
Yeah.
And they'll both be vying forlike, I mean, obviously, we've
(42:31):
still done more production thanthem because we're established
and you know, we have but I lovethat they they're plugging in,
they're learning and listeningand growing.
If Katie calls me a hundredtimes, she calls me a hundred
times.
I don't care.
Sure.
And I'm like, you know this.
And you know, coaching her andguiding her through it.
And I love one of the things,and I'm sure they'll talk about
this when we bring them on.
(42:51):
One of the things I love thatCorey does is he goes back and
listens to my recordedconversations.
I think that is so fun.
I mean, what's like well, weplay them, yeah.
Um, and Kristen's come in forthose too.
So, like we do at least once aweek.
We come back and we play thephone conversations that we had
so they can learn on like howdid I how did I approach that
conversation when the lead camein?
(43:12):
And how did I get theappointment?
And how you know, like, what dowe go through that?
And I'm okay being critiqued.
Sometimes they're critiquing metoo.
I'm like, oh yeah, I really shitthe bet on that one.
Like, whatever.
Um, but that's the thing is likewe are coaching and mentoring
them, but we're also open toimproving ourselves.
And I think good coaches neverstop learning.
(43:34):
I agree with that.
Key takeaways.
Well, coaching is acheerleading, yeah, credibility
matters, and coachabilitymultiplies it.
So let's go back to that.
You can go back, you can havethe best coach in the world, but
if you're not coachable, none ofit matters.
SPEAKER_01 (43:50):
Mm-hmm.
Yeah.
I think we have one or two ofyou know, that's the thing.
SPEAKER_00 (43:54):
So I would say we have some that are.
SPEAKER_01 (43:56):
But I think I and I don't mean to interrupt, but I
think that's where you come inand you pull like sometimes I'm
like, here she goes.
It's the question after questionafter let's talk about that.
What do you think?
SPEAKER_00 (44:09):
And I'm like, oh, please just say it wasn't you on
the week.
Just answer.
Well, I I I think there's twoparts to that question.
So before we before we wrap upto the key takeaways, I'm gonna
go backwards a little bit.
And it's not in our ourguideline here.
So that's the thing about us.
It's real talk, real time.
What you get, what you get.
(44:30):
You never know what you're gonnaget.
Um, I think there's people thataren't coachable.
You can have the best coach inthe world and you're not
coachable.
You just think you know it all.
And even if you say you don'tknow it all, but you act like
you know it all, and you don'timplement and you don't really
take anything to hurt thatyou're hearing, that's not
coachable.
So, like, not defensive, notstuck, just open, right?
(44:53):
But also, there's people thatare coachable, but they just
won't do the work.
I'm like, so here's the thingCorey's in the office every day.
Sure.
If Katie's not in the office,I'm on the phone with her, she's
in her home office working, Iknow what she's doing, she's on
appointments, she's whatever.
Like, I'm talking to them on thedaily about like, and and not
(45:15):
like I'm on the phone coachingthem daily, but we have chat
groups and we have, you know, wehave different systems of
accountability that we use.
And I think you have to becoachable, you have to be
willing to put in the work, andthat combined with a great coach
and a great mentor and a greatuh system, you're unstoppable in
this industry.
I agree.
(45:36):
Because there's not very manypeople out there that have the
whole trifecta.
The people who implement fastwill grow fast.
And the ones who just collectadvice, they just kind of stay
stuck.
And they have all kinds ofadvice.
Yeah, they've got really smartbookshelves, right?
We always have that.
Oh, you gotta you took thatclass 17 times.
SPEAKER_01 (45:58):
Yeah, I have trophies to prove it.
SPEAKER_00 (46:01):
I mean, but I mean, the people that you've been in
with it, like people that you'vetaken a class with 17 times and
they're still stuck selling fourhouses a year.
SPEAKER_01 (46:09):
Yeah, exactly.
SPEAKER_00 (46:10):
I mean, yeah.
What's the difference betweenyou and them?
You were coachable.
Yeah.
Even when you didn't like what Ihad to say, you took it to
heart.
Sometimes I told you stuff youdidn't like.
SPEAKER_01 (46:23):
I don't really I think too, when when you are in
coaching or when you are um theone that's you know, being
coached, you have to even youhave to be open.
I feel like you have to be open,you know, to because you say
some stuff that, you know.
SPEAKER_00 (46:41):
But also you knew that I had your best interest at
heart.
SPEAKER_01 (46:44):
Absolutely.
And I and then you can watchpeople's, you know, like for me,
when I was coming and andlearning and and starting off, I
would watch the other peoplebefore me.
Like, look at them.
Oh, they did that with thatcoach, or oh, this is what they
were doing.
This is what they so you wereable to see that and watch that.
SPEAKER_00 (47:06):
I I agree.
And I'm gonna add a caveat tothat.
I think in this day and timethat can be helpful, but it can
also be dangerous becausethere's so much that has changed
in how we do business andtechnology and um all of the
things.
And I think also, so I'm justgonna say this too, because
we'll talk about this when Katiecomes on.
(47:27):
A great coach will also noticewhat your strengths are and help
you tap into them.
Like Katie was incredible onsocial media, but she never put
any real estate stuff on socialmedia.
She only put like stuff thatmade people laugh and this and
that.
Yeah.
I probably pounded her over thehead with questions and pushing
and and guiding her down thatpath for a while before she was
(47:50):
willing to accept.
And and that part of herbusiness has exploded.
I know.
She's great.
Because a great coach will alsoknow what your strengths are and
tap into that.
But again, like you said, acoach can't outwork your
unwillingness to change.
Work means nothing if you refuseto move your feet.
Those are the two things.
(48:11):
You have to be coachable and youhave to be willing to do the
work.
So you can vet your coach allyou want.
You could hire Tony Robbins.
Oh, yeah.
Or what's the um the guy thatlike Graham Cardone or any of
those guys, right?
Like you could hire them, but ifyou're not coachable and you're
not willing to do the work, itdoesn't matter.
Yeah, I was just saying.
You can hire me.
(48:32):
If you're not coachable andyou're not willing to do the
work, it doesn't matter.
Just pay me, right?
All right, key takeaways.
SPEAKER_01 (48:39):
Coaching isn't cheerleading?
Yep.
We said that.
Coachability multiplies that?
SPEAKER_00 (48:44):
Yep.
Real coaches, real talk.
That's what we're all abouthere.
And that's what this business isall about.
This is a good one.
Yeah.
So I just say be curious, beconsistent, vet your coaches
like you'd vet a contractor.
That's a good one.
SPEAKER_01 (49:00):
If they've never held a hammer, they shouldn't
build your foundation.
That's actually a really goodone.
Well, DM us your best and worstcoaching story.
We might feature it next time.
What do you think?
I think that'd a great idea.
I would love to hear something.
SPEAKER_00 (49:15):
I would love to hear that too, because it can't be
us.
It just can't, it's got to be.
I mean, we've got a lot of goodones, but I I love hearing from
you guys.
Like we've gotten some prettyinteresting uh messages.
So yeah, I'd love to expand onthose.
And so next time we're gonnabring on a few of our younger
agents who are absolutelythriving under this model, and
you'll see what real mentorshiplooks like in action.
(49:38):
I and you can hear from them.
So if you have questions youwant us to ask them or things
you want us to uncover withthem, like just throw it out to
us and we'll ask them.
Isn't Dale in one or two yearsin?
Yeah, we've got some good andsuccessful young people that are
just blowing it up.
Katie, Corey, Dale, Kristen,like we've got some great
(50:00):
successful agents that are justkilling it.
I've got a girl, Jackie,downstate that I'd love to bring
on.
She was able to quit her umsix-figure government job to go
full-time in real estate.
So I uh I'd love to have her ontoo.
So if there's questions you havespecifically for these guys, um,
(50:21):
we'd love to ask them live onthe next session.
So just DM us.
And just remember coaching isn'tabout being perfect, it's about
being proven, and that's wherereal growth starts.
So if you like what you heardtoday, follow along.
Uh, like, subscribe.
We'd love to have you uh followus, DM us your questions, and uh
(50:43):
keep going out there and doingepic shit with us.
See you later.
Peace out.
I would listen to a car salesman before I'd listen
to half these coaches I'm seeingright now today on social media.
SPEAKER_00 (00:07):
Oh, for sure.
Oh, for sure.
I mean, there's some real and Igotta call it the way it is.
There's some real fake fraudsout there.
Hey friends, welcome back to DoEpic Shit.
Real talk, real estate, reallife.
I'm Colleen Basinski.
SPEAKER_01 (00:24):
And I'm Kim Neal.
And today we're diving intosomething that's been bubbling
for a while.
The coaching world.
SPEAKER_00 (00:34):
Yep.
This'll be good.
It's gonna be a good one.
Whether you're a brand newagent, a seasoned broker, or a
leader building a team, chancesare you've seen a flood of
experts popping up onlinelately.
Some are amazing, some are not.
Yeah, you could say that again.
So we're asking the questioncoaching or conning?
(00:55):
The truth about credibility andmentorship.
Huh.
What makes a great coach?
How you can tell who's the realdeal and who's just performing.
SPEAKER_01 (01:05):
Ooh, well, we've both been coached.
We've coached others and we'veseen it all.
From life-changing mentors tofull-blown frauds.
Oh gosh.
Yeah, we've seen some.
SPEAKER_00 (01:17):
You know, oh, we're gonna dig in deep on this one
because I've got some stuff tosay.
Yeah, me too.
I think we both have to buckleup.
This one's gonna be a littlespicy, a little honest, and
totally worth it.
I've got some notes here, so wemake sure we get all the
goodies.
SPEAKER_01 (01:33):
I want to miss any goodies.
Got some good ones.
And some have been popping uplately.
I feel like we've been seeingmore and more.
SPEAKER_00 (01:41):
Well, and some of the ones now are like triggering
me to remember some of the pastworlds.
And I'm like, ah, mm-hmm.
So here's a real story.
So a guy we used to work with uhonce decided that his buyer's
agent, who was still prettygreen figuring it out, should be
our coach.
I say our like it's mine.
I wasn't actually selling, butwas yours and a few other
(02:03):
agents.
But he that she should be thecoach for a group of yellows.
SPEAKER_01 (02:07):
Yeah.
Yep.
For for the whole office.
Yeah.
Um, so she'd only closed a fewdeals, handled some Zillow
leads.
She was still early in hercareer.
Love the agent, good, goodperson.
Um, but suddenly she's supposedto be coaching us on conversion
and mindset.
I think I looked at you.
(02:28):
You looked at at Kristen and waslike, hell no.
Yeah, you did.
SPEAKER_00 (02:34):
I think you exactly said, oh hell I did.
Yeah, right?
And nothing against her.
Absolutely.
She was smart and learning fast.
Yeah, but she lived throughenough of it yet to start
teaching it.
You bet.
I think that's not coaching.
That's like putting the cartbefore the horse.
Like I think people want to be,you know, they get a few things
(02:56):
under the belt and all of asudden they want to write a
book, they want to be a coach,they want to be a trainer.
SPEAKER_01 (03:01):
I I feel like the coach and trainer is that's what
every nobody wants to workanymore.
I think they think it's like theeasy way out or something.
Absolutely.
I'm gonna be a trainer, I'mgonna be the coach, I'm gonna
get this certificate, and thenI'm gonna fly around the world
and coach.
It's like, wait, what?
And then you go in and you look,and they have one house that
(03:22):
they sold or four.
It's mind-blowing.
SPEAKER_00 (03:26):
Yeah, I would agree with you.
And I think that's, you know, acouple of few instances like
that we realize not everyone whocalls themselves is a coach is
actually one.
I remember I was on a um, I wason a trip.
I was in, I was in Texasactually, because we used to go
to Texas for training a lot.
And uh I distinctly rememberbeing on a bus.
We might have been carting fromone venue to another for
(03:49):
something.
And uh this guy's just spewingall these ideas, and and you
know, there's these people,they're like hanging on there.
Oh, and how do you do that?
And I and I'm like, I'm like atrust but verify kind of person.
I wanna, I wanna know, like, yousound good, but have you
actually walked the walk?
Sure, right?
So I go back and I look up hisnumbers, and this was um
(04:12):
leadership coaching, this wasn'tsales coaching on this
particular guy.
Sure.
He hadn't recruited anybody,he'd only been like a team
leader for like a couple ofmonths, and he like everyone's
looking at him like he's theexpert, like he's the coach, and
I'm like, what?
And and so I think that was akey moment for me where I'm
like, yeah, I'm gonna look stuffup.
Now, I will give some grace interms of, you know, not all
(04:36):
production shows up on the likewe have um market viewer and
broker metrics and all thosereports.
Not all production shows up onthere if you're doing a lot of
new construction, you're doingoff-market deals or whatever.
You're licensed somewhere else.
Like I'm in three states.
You can pull my my brokermetrics, you're not gonna pull
all my production.
Sure.
Uh, some of my stuff's underbars comes under me.
(04:57):
Like, you know, all my stuff'snot gonna come up under me.
So I give some grace wherethat's at.
But if you got one deal showingup there or repeated over a
cycle of years, that's exactly.
SPEAKER_01 (05:09):
I was just gonna say that we can all have a bad year,
maybe something happened, takesome time off, and you've got
five deals, but it's year afteryear after year, and they've
only been doing it for sixyears.
Yeah, yeah.
Again, mind blowing completely.
SPEAKER_00 (05:28):
Because not everyone who can talk about success has
actually done it.
SPEAKER_01 (05:31):
And I think, and I get it, like maybe some people
are good at teaching or youknow, maybe explaining, but I
feel in this business, when Icome in here and I'm like, oh my
God, the lender just told meblah, blah, blah, blah.
If you're not versed in what I'mtalking about, what are you
gonna do?
SPEAKER_00 (05:50):
Just well, and I and we're gonna get into this a
little bit.
And I think there's gonna bepeople out there that are gonna
say, well, coaching is differentthan training or teaching or
your broker for questions.
And I'm still gonna push back onthat because I think this
industry is so niche that likeyou still need to have um some
(06:11):
time in the trenches, and somenot just time in the trenches
where you haven't done anything,but you have to have some at
bats under your belt.
SPEAKER_01 (06:19):
Exactly.
SPEAKER_00 (06:20):
I agree.
And coaching isn't just hype andhigh fives, it's not a pep
rally, it's accountability, it'struth and growth.
SPEAKER_01 (06:30):
I've had coaches who've told me things that I
didn't want to hear.
Um, and that's actually whatchanged me.
Well, good coaching, yeah.
SPEAKER_00 (06:37):
Good coaching stretches you.
Bad coaching just tells you whatyou want to hear, sells you
validation, puts you up on apedestal and makes you feel good
about yourself.
A great coach isn't your hypegirl, they're your mirror.
SPEAKER_01 (06:51):
And that's the whole theme today
conning.
The truth and credibility inmentorship, because it's time we
separate the real ones from theloud ones.
SPEAKER_00 (07:03):
I love that you said it that way though, the real
ones from the loud ones, becausethere are people that just toot
their own harm, and social mediahas done a really good job of
masking that, where people likeput their and and there's
nothing wrong with like buildingyour brand and building your
advertising, your image.
But there's a difference betweenbuilding your brand and being a
(07:23):
fraud.
SPEAKER_01 (07:24):
Yeah.
I'm just going over the thingsin my head and the people that
I'm watching and seeing, andyeah, it's a lot.
I know it's wild.
What there are people out therecoaching top producers who've
sold what two homes, four homes?
SPEAKER_00 (07:42):
Right.
Oh my gosh, we talk about thisall the time.
And listen, I'm not saying youhave to sell 500 homes to be
credible, but if you've neveractually lived the grind, how do
you lead someone through it?
SPEAKER_01 (07:52):
Exactly.
Coaching isn't just askingquestions, it's pattern
recognitions, and you can'trecognize patterns if you never
lived through them.
And that's what we just said.
Oh true.
SPEAKER_00 (08:05):
I will say also, um, true mentorship blends both
experience and empathy.
There's a difference betweenbook smart and battle tests.
SPEAKER_01 (08:14):
Absolutely.
That's I truly believe that.
Like that's it's hard for me tograsp and listen to someone.
Not that I don't I don't thinkyou're a good teacher, or I feel
like in order to be relatable,we have to know the same things
or at least connect and relate.
SPEAKER_00 (08:32):
I feel like a lot of them don't.
I heard this once.
The best coaches have earnedscars, not just certifications.
Absolutely.
SPEAKER_01 (08:39):
That's perfect, actually.
SPEAKER_00 (08:42):
Coaching without credibility is just performance.
You can't lead people through astorm if you've never been
rained on.
That's so true.
Right?
Yeah.
So that's the whole questionwe're gonna ask today.
Can you coach what you've neverdone?
If you've never walked the path,how can you guide someone down
it?
So I have a question for you,Cam.
Okay.
What's the first red flag thattells you that a coach isn't
(09:03):
qualified?
How raw do we want to get?
Yeah, raw, girl.
Not raw.
Even on our merch, it says doepic shit.
Real and raw.
Yeah.
SPEAKER_01 (09:13):
For me, and I can speak for me, it's production.
I want to know what they did.
What is their history?
Yeah.
What is their history?
Please tell me what you've done,where you come from.
SPEAKER_00 (09:22):
And I will say for me, production doesn't
necessarily need to be a hundredpercent in that exact field.
It could be in a parallel lane,sure, but it needs to be there.
Okay, so you haven't sold ahundred homes, but um, were you
in mortgage and you did ahundred mortgages, or like I I
would listen to someone coachingon that, like because it's a
(09:43):
parallel lane, right?
Like I think that there's veryum very similar paths in an
industry or even in a maybe ifyou sold a hundred cars, you
could sell me a hundred homes.
I don't know.
There's a little bit differentbecause that's where you have uh
customers coming into your storeversus we have to go out and
visit customers.
(10:03):
So I don't know, maybe if you'regoing door-to-door sales or
doing some some other type ofsales like that.
SPEAKER_01 (10:09):
I would listen to somebody who said, I sold 500
cars and I had I'm the you know,so they know how to close.
Absolutely.
So they they know the sales termterminology, they know the they
know the um life cycle of asale.
Absolutely.
I would listen to a car salesmanbefore I'd listen to half these
(10:30):
coaches I'm seeing right nowtoday on social media.
Oh, for sure.
SPEAKER_00 (10:34):
Oh, for sure.
I mean, there's some real and Igotta call it the way it is.
There's some real fake fraudsout there.
SPEAKER_01 (10:41):
And half the time burns my crow.
Okay, we want to get real, halfof them are, and I'm thinking
one in particular, I can't evenunderstand what he's saying.
It's like I'm like, so getchicken.
SPEAKER_00 (10:57):
What the fuck?
Well, yeah, because I thinkthey're spewing out words that
they don't even understand themeaning of, and they're they're
like um stitching thingstogether without actually
understanding because they'retrying to regurgitate something
they read in a book or that theyheard.
SPEAKER_01 (11:10):
That's exactly what I'm listening to.
And don't get me wrong, twominutes in, and I'm done.
Glazed over to an end.
Absolutely.
SPEAKER_00 (11:18):
So, yeah, it's um I would say though, on the flip
side, so you said production isyour first red flag that tells
you so credibility, I guess.
Here's what I would caution onthat.
Here's my like production,absolutely.
I want to know that you've doneit, that you've walked the walk,
but also I want to hear thestory of how you built it.
Sure.
Because, you know, there's thissaying, even a blind squirrel
(11:40):
catches a nut once in a while,right?
Yeah.
So what if that blind squirrelwalked into a whole um bag of
nuts in a nut store and got themall?
Sure.
Right.
Like, so there are people thatjust fumbled across what they've
done, and it wasn't somethingthat they can duplicate or they
can teach someone or that theycan tell.
So there's a few people that Iknow that have an incredible
(12:02):
business, but they kind of gotlucky, you know, they fell on an
investor or a builder or umwhatever, and then they can't
really explain it or articulateit or teach someone else how to
do it.
They they talk a good talk, butare you thinking of a couple of
people that I like?
I I know exactly who you'retalking about.
(12:24):
I mean, I've coached some ofthese people after, and I when
you see behind the curtain,you're like, oh boy, uh how did
you do the business you did?
Mm-hmm.
For sure.
Right?
So so I would say production,yes, with a caveat that like it
has to be something that'sduplicatable, or that you have
to understand like thepsychology of how to help
(12:45):
someone through something.
SPEAKER_01 (12:46):
I think that's super important.
So who's gonna teach me to dowhat I do unless, you know, you
you you kind of know what I'mdoing?
Like, I feel like for me, ifyou're gonna hold my attention
and I'm gonna listen to you andI'm I'm gonna pay to go to one
of your courses or one of yourclasses, I would hope that I can
(13:10):
relate to you and that I canthat that we have some kind of
common bond.
Not that you were taught in aclass away in Texas and you're
allowed to come home or youknow, and and go around and
teach it.
We need to be on the same page.
SPEAKER_00 (13:28):
Yeah.
SPEAKER_01 (13:28):
For me, anyway.
No, no, I want to hear you.
That's how I feel.
SPEAKER_00 (13:32):
How about the next one?
SPEAKER_01 (13:34):
Have we ever bought into a program that sounded
great?
And what did we learn?
SPEAKER_00 (13:39):
So just because they have production doesn't mean
that their coaching programs areactually coaching programs.
I bought this one and it waslike on how to onboard and get
your agents off the 90-daystart.
You know, it's like, oh, becauseI I feel like that, you know,
when you're busy, you're alwayslooking for the shortcuts,
right?
So I'm like, oh, if I could justhave a program that'll help me
(14:00):
like get my agents, my newagents up and running faster and
get them to into productionfaster.
Like I was trying to um removemyself from that process because
quite frankly, it's a lot ofwork.
And yeah, you know, we're alwayslooking for shortcuts.
That's human nature.
And I got it, I bought theprogram and I'm in the classes,
and I'm like, this thing sucks.
(14:21):
It literally sucks.
And this person had a crap tonof production and like hundreds
and hundreds of homes, um, hadlots of agents on their team.
And I'm like, this is garbage.
I'm so glad that I didn't playfull price.
This person gave me a discounton it.
Because if I had paid fullprice, I'd have been living.
I mean, I still paid money.
(14:43):
I've wasted money on so manythings that I thought would be
great um coaching programs ortraining programs, or just
because I'm a consummate learnerand I'm always pouring into
myself.
And I'm like, okay, well, if Ican learn how to do this, then I
can teach someone else and Icould do, but man, that one,
that one burned my whole.
I was because you know, here I'mthinking, so then that's what
(15:04):
actually caused me to go backand write.
Remember the um the 12-weekcoaching program I wrote for new
agents that come on board to ourteam?
Because after that, I'm like,no, I'm writing this myself
because this is, and maybethat's the control freak in me.
I don't know.
SPEAKER_01 (15:17):
No, because it was crap, right?
It was crap, and we neededsomething.
SPEAKER_00 (15:22):
Well, I just feel like if you're putting your
trust into me and you're comingto me to for your career, like
this is your career, yourlivelihood, your family, your
future, your goals.
I owe it to you to give youeverything I got as the coach.
And I wanted to pour into theseagents that were coming and
joining us.
That's why we didn't reallyrecruit heavily when we first
(15:43):
started our team either.
The people that came to us werepeople that came to us
organically.
Like, um, they're like, hey, Iwant to join you.
I'm like, I don't really know.
And I'm like, and so I feel likenow we're in a place because of
how much we care and because wetake it so serious.
The the people that now I'mgonna jump off subject again a
(16:06):
little bit.
You have to want it too, andwe're gonna get into that.
Yeah, like you have to do thework.
I can't do the work for you.
But I feel like we're in a placenow where we've got great
systems, great courses that I'vewritten and that you've
co-written with me or taughtwith me.
And we've got a great foundationto help coach not only new
(16:27):
agents, but also experiencedagents that are kind of just
like looking to take it up, oreven if they don't want to take
it up, if they want to step backand have some of it work for
you.
Like I feel like if you're anagent who's grinding, grinding,
grinding, we can help you grindless and do the same amount of
production because that gets youbalance of life back.
SPEAKER_01 (16:48):
Look at the new agents that are following and
doing, yeah, it will change thetrajectory of their whole entire
life and family.
So, I mean, we're doingsomething.
SPEAKER_00 (16:58):
Yeah, I think we're doing a few things right.
That's funny because my nextquestion is how can newer agents
earn credibility fast?
Production.
Yeah, by doing it.
Do the work, follow the thingsyour coach tells you to do.
Well, first vet their coachcorrectly, and then get into
production.
That's how you earn yourcredibility by going out there
and doing it.
(17:18):
It's why I tell new agents topreview homes.
You don't you can't know whatthe market is until you've
actually been in the market.
I agree.
I agree.
SPEAKER_01 (17:28):
Because until you've been in houses and looked at
online, you don't know thedifference between I mean, and
it's such small things too, asmuch as like if you're a new
agent, you haven't been out, youhaven't looked at a home.
How do you even open a lockbox?
I I remember walking in, like,oh, how do I open this?
SPEAKER_00 (17:44):
But aren't you because you've previewed enough
homes and you and I say preview,you've shown enough homes.
So the way a new agent would dothe preview is um, don't you
feel that you can look atpictures online and know when
something's yes and when it'snot?
Because you've been physicallyin enough of them, you're like,
that never looks like that.
That's state, that's virtuallystaged, that's AI.
And in today's day and age, areyou want to waste someone's time
(18:07):
or you want to get them thestuff that they need to get
right?
Or you can also tell whensomeone's taken really shitty
photos and that's something yourclient should still see.
What's the difference betweenmotivation and transformation?
SPEAKER_01 (18:19):
Hmm.
Well, I think they go hand inhand a little bit.
Um, I think you have to bemotivated to um, for me,
anyways, in order to transform,you have to be motivated.
SPEAKER_00 (18:31):
Yeah, because you're just not gonna Yeah, I think the
motivation starts internally,the transformation shows up
externally, but you can't haveone without the other.
Right.
Which is what you just said.
SPEAKER_01 (18:45):
Exactly.
Took the words right out of mymouth.
SPEAKER_00 (18:48):
How do you test a coach before you trust me?
SPEAKER_01 (18:50):
I knew you were kidding.
I'm gonna ask you because umyou're the skeptic.
I I am such the skeptic, and Idon't mean to be, but I feel
like I am because I've I'veYou've been burned a few times.
Yeah, and you know, all I gottado is see something and I'm off
the rails.
Just because I've heard so muchshit for so many years, and then
(19:10):
I'm like, what?
That's po are you kidding me?
But, anyways, um, how do youtest a coach before you trust
them?
I don't know.
For me, I've I've burned throughprobably four or five in my
career.
You have to go if if you give mejust the same number.
What Kim, how many phone callsare you gonna make?
(19:33):
How many people are you gonnavisit?
What are you gonna do?
I can't do an I don't know.
SPEAKER_00 (19:37):
I think what I'm hearing you say, and I know you
well enough that I couldprobably answer this for you.
So I think what I'm hearing yousaying is someone who's just
checking off boxes, as opposedto really listening to you and
understanding you and guy andand really caring about where
you're at and helping you gowhere you want to go.
SPEAKER_01 (19:54):
That's exactly what I'm saying.
Yeah.
But a little more finesse.
But it is true, that isabsolutely 100% true.
Just checking off the boxes andpaying you thousands of dollars
for you.
I could do that myself.
SPEAKER_00 (20:07):
Yeah, that's not that's not really coaching.
That's I mean, that anaccountability partner can do
that.
SPEAKER_01 (20:12):
Yeah, yeah.
SPEAKER_00 (20:13):
Yeah, that's all I really need to.
I mean, I think a coach reallychallenges the way you think and
gets you to think outside thebox a little bit, and not
necessarily like doing thingsdifferently, but like out of the
norm of how, because we getstuck in patterns and we tend to
do things away because we'vedone them before.
(20:33):
So a coach will recognize likeif you have a pattern that's
taking you down a negative path,or it's uh a pattern that's
stopping or stunting your growthin your business or in your life
or in your goals or whatever.
I think they recognize those andthey'll ask you questions to
help you um self-discover andovercome those.
(20:53):
Yeah.
So let's talk about what greatcoaching actually is, because
I've lived both sides of it.
I've coached leaders nationwidethrough one of the largest real
estate coaching platforms in theworld, from California to New
York, Louisiana to Wisconsin,Florida to Oklahoma, and even
internationally in Turkey,Canada, and Portugal.
I've coached new agents to hitsix figures in their first year.
(21:15):
I've helped leadership teamsturn losses into profits.
And I've built a business that'smade over six figures as an
agent and now lead a team ofdoing over a million in income
this year, and it's not evenoverhead.
Did you know we hit the$1million income goal?
Oh, did we?
We did.
Oh, something new.
We should uh have a littlecelebration, uh, millionaire
(21:37):
real estate celebration, right?
That's pretty impressive.
I know.
But here's the truth coachingisn't about telling people what
to do, it's about leading aperson on a journey of
self-discovery.
Period.
It's helping them take ownershipof their goals and dreams and
(21:57):
the path to get there.
A great coach doesn't hand youthe map, they sit down with you
and help you draw it togetherand then help you identify the
pitfalls or the pit holes, orwhat are they called?
Uh, what are the podholes?
Podholes.
I couldn't think of it.
You wouldn't think of that gamepitfall.
So was I.
(22:18):
You literally, I when you weresaying pit five, I was like, Do
you remember that game?
Yeah, yeah.
But I mean, literally, that Imean, that is kind of what a
coach does.
They're helping you get from oneend of the game to the other.
And this game that we're in,it's called life.
And it's our career and ourfamilies that are at stake.
Yeah.
So, I mean, a great coach iswith you on that journey, and
(22:40):
they're gonna help you andthey're gonna guide you.
But they're not gonna do it foryou, but they're gonna give you
the tools mentally, skill-wise,they're gonna equip you with
what you need in your mindsetand in your skills to get
through it and to get where youneed to go.
SPEAKER_01 (22:57):
Yeah, the right coach for sure.
Um, so what do you thinkactually makes a great coach?
A great coach asks smartquestions.
SPEAKER_00 (23:05):
I mean, come on.
They know your goals, yourdreams, and your why.
They know what's important toyour kids, your family.
They understand your fears.
They don't motivate you, theyhelp you tap into what already
motivates you because you can'tmotivate a person, you can only
tap into what they already havethat motivates them or what gets
(23:27):
them fired up inside, and thenput that out there for them to
take a look at.
A great coach shows up too.
They listen, they hear whatyou're saying and what you're
not saying.
Also, sometimes the silencespeaks louder than the words.
Yep.
Um, they see the gap betweenwhere you are and where you want
(23:47):
to be, and they help you build abridge.
A great coach doesn't push you,they partner with you.
SPEAKER_01 (23:54):
And that's the difference between guidance and
gaslighting.
SPEAKER_00 (23:57):
Oh god.
SPEAKER_01 (23:58):
One helps you find yourself, the other tries to
sell you themselves.
SPEAKER_00 (24:02):
Oh many times have we seen that?
And social media is justwrought, just absolutely wrought
with that.
SPEAKER_01 (24:10):
It's just, yeah.
It's actually sad because itreally did take away that whole
like one of our agents here, andthis is going off a little bit,
that's okay, called me just lastweek and was like, you know, I
really want to do that coachingprogram.
I'm like, why?
He's like, well, it's adifferent way from what I was
(24:34):
taught back in the day.
And it's really, you know,things have changed so much in
the industry.
And I was like, really?
Are you serious?
I I understood what he wassaying because I mean it was all
checking boxes, numbers, this,and it I guess this one was
exactly what he said, uh, youknow, um, how to tap into
(24:57):
yourself.
It was a different, you know,different type of coaching
program.
I think though, here might havebeen life coach.
SPEAKER_00 (25:05):
I think sometimes though, here's what I'm gonna
get comfortable while I talkabout this part.
Um people don't like I think thechecking boxes thing is is
really not the way to go.
But I think sometimes they usethe coach as an excuse for them
not doing the work or putting inthe effort or not, and sometimes
(25:28):
they put in the hours, butthey're afraid to face things
like rejection or um overcomingobstacles.
SPEAKER_01 (25:38):
Like this job is not easy.
I was just gonna say, when whenyou just said about rejection, I
think that brings something tomind.
Like who likes to be rejected?
Well, no, nobody, but I I feellike sometimes it's just part of
the part of the process.
I mean, I hate it too.
SPEAKER_00 (25:56):
Yeah, I mean, I want people to like me.
I was just saying to partearlier, I'm like, nobody wants
to invite me anywhere, no onewants to do anything with me
except Kim.
They gotta have Kim.
And I was just whining at himbecause the boys invited him to
go do something boy.
I was like, Oh, I didn't getinvited.
So but you know, but my pointis, is like I felt bad.
(26:17):
I felt rejected.
I'm like, how come I wasn'tinvited to go do that?
Yeah.
So I think people, no one wantsto be rejected.
But at the same time, that's howyou build up the muscle memory,
it's how you build the skill,it's how you get better.
We just talked about this inbusiness planning, my business
planning um the other day in theoffice, and um I made a it
wasn't a joke really.
(26:37):
I was actually talking about it.
We're talking about like dealsthat fall off or deals that
don't don't make it to thetable, or you know, life's
happens.
And I said, Well, what's yourpercentage of fallout?
So he definitely said, uh zeropercent.
I'm like, well, then you're notdoing enough business.
And he's like, Well, uh uh,blah, blah, blah, or whatever.
And I'm like, no, you don'tunderstand.
Like, you have to build thatrejection or the the deals dying
(27:00):
or the fallout or whatever intoyour plan because it's bound to
happen.
It's part of life.
SPEAKER_01 (27:07):
Yeah, they were totally like, oh, and it was
taking a bath, right?
Yeah, and it was it was so notwhat they thought it was.
Like, well, nobody rejects me,and I'm, you know, I I take, you
know, nine out of ten of myself.
What are you talking about?
And it really it wasn't, it wasso it was completely different.
(27:29):
Never make mistakes.
How do you learn?
Right.
And that I I don't think untilafter you explained it, then it
was like like a light bulbmoment, like, oh, I get it.
Not more of a slap in the face.
Yeah, it wasn't it wasn't a useof thing.
SPEAKER_00 (27:44):
And as soon as I was able to articulate and go down
that path, they were like, oh.
But it was more of like, hey,this is how we learn and grow
up.
Sure.
And so I think a great coach itis helping you along that
journey.
Let's talk about trainers versuscoaches.
Because you know, people aregonna have some things to say
about that.
We want to start with that one.
(28:05):
Well, you know, some people aregonna say, well, that's what
trainers do.
Trainers can travel around andteach things they've uh learned
or studied, even if they haven'tactually sold real estate.
What do you have to say aboutthat?
SPEAKER_01 (28:16):
So let me ask you this because you've been in all
facets of it, really, what isthe difference?
I mean, I get so you have yourtrainers and you have your
coaches.
Trainer to me is like you'regonna help me, like you said,
like a memory or muscle memoryor whatever.
(28:40):
Like when I think of trainer, Ithink of someone who's gonna sit
there and they're supposed to bethe hyper, the trainer, or the
so I will tell you.
SPEAKER_00 (28:48):
So I'll tell you this.
So I've coached people whereI've been in a one-on-one
coaching relationship where weget on the phone every week and
we go over their goals and wesee where they're at in their
business, and we we look for thegaps, sure, and then we figure
out a way that they can overcomethose gaps.
And I don't tell them what theyneed to do.
Sometimes, like, I'm gonna givethem a nudge, right?
Um, but other times I'm gonnaask them questions because
(29:10):
here's the thing.
Um, and I always use my myhusband as an example in this,
right?
Like if I tell him to dosomething, he's like, oh, yeah,
right, I'm gonna do that.
But if I ask him a question andhe thinks it's his idea, he's
all over that shit, right?
And I and I don't think he doesit just to spite me.
I think it's human nature,right?
Like people want to follow theirown ideas more than they want
(29:31):
someone to tell them what to do.
Okay.
So that's like one of the uhcore aspects of coaching, right?
So it's like helping peopleself-discover so that they think
it's their idea so that they canuh they can go down that path.
Their subconscious then is morecommitted to the action because
it was their idea.
I gotcha.
So they take ownership of it,right?
So a coach, so I've been in oneon one coaching relationships
(29:54):
where I'm on the phone and I'mtalking to people, and you know,
we we see each other maybe um onZoom calls.
Or we get together once in awhile.
But then I've also traveled allover the country teaching and
training courses, right?
Some one-day courses, somehalf-day courses, some three-day
workshops.
I've taught hiring, training,leading and motivating,
(30:18):
recruiting, sales, businessplanning life.
I've taught all these things,right?
And I will tell you, um, to me,your responsibility is the same
either one.
And a lot of people don't feelthat way.
They feel like, well, a trainercould just come in, drop their
knowledge, and then leave.
And I feel like you're reallydoing a disservice to the people
(30:38):
that are in your class when youdo that, because um they took
the time out of their business,they took the their money to
spend, to invest, to be therebecause they were hoping you
could make an impact on them andtheir life in that day.
Sure.
Yeah, maybe it's not every week.
Um, but I think that um in abusiness like real estate, it's
(31:00):
dangerous when someone justteaches from a book instead of
having been out in the field.
I feel like I was a hundredtimes better trainer when I was
traveling all over because Icould talk the talk, I had
walked the walk, I could sharemy personal stories, and I
wasn't just following a scriptand reading off a script.
When someone in the audience inthe class would ask me a
(31:21):
question, well, I've had thishappen, or what happens here?
I could speak authentically,sure, and from experience.
Where someone who's just readout a book, they're like, go
look, oh, well, it doesn't saywhat to do in that situation
here, right?
And so how do you like a feelinghas to come from here?
Yeah.
Otherwise, why do I need tospend my money and go listen to
you here to say it?
(31:42):
I could just read the same bookyou read and I can learn it
myself.
At least that's how I feel aboutthat.
That's it, that's how I feel.
And I know there's people outthere say, well, a coach is
different than a trainer.
And uh, you know, a trainertransfers information, a coach
transforms people, blah, blah,blah.
Uh, trainers teach you what todo, coaches teach you how to
(32:02):
think, like they'll say allthat.
But even great trainers in realestate should have some kind of
boots on the ground credibility.
I think so.
This industry changes fast.
Contracts, client emotions,market swings.
And if you've never been tothose trenches, your examples
are empty.
Great.
And I will tell you that I feellike I'm a hundred times better
(32:23):
coach to our agents right now,because I've been in the field
the last two years, than the 15years that I was um in the
leadership role that I was in.
And not that I wasn't a goodcoach to those people.
I feel like I was co better atcoaching other leaders at that
time than I was at coachingagents because the market has
shifted so dramatically.
(32:45):
And I'm not saying like buyers'market, sellers' market.
I'm saying in just the waybusiness is done and the way
people think and the exchange ofinformation and all of that.
And that's one of the reasonswhy I came to Rio, because I
felt that the company that I waswith was stale and they kept
talking about being like aneducation-based and board-based
company, but they did not have alot of um young ideas in the
(33:11):
forefront, or people, a common,it was a good algorithm or a
combination of someone who hadcredibility who had done it
before, um, or I say someone,people who have done it before,
but then also had new, freshideas and were willing to always
constantly evolve and change asthe market changed.
And I feel like the othercompany that I was with um maybe
(33:35):
talked that, but I didn't see ithappening.
I felt like I every time, andCorey will say this too, that we
would um try to implement a newidea, we'd get in trouble for
implementing a new idea in ouroffices, and then six months
later, they would come out withthe same idea and tell everybody
to get on board with it.
And I was like, what?
And Corey's like, we just didthat six months ago, and we got
(33:56):
in trouble for it, and nowthey're doing it.
So I so I I don't know, I kindof went off tangent, but like I
feel like that's an importantpart of this whole experience
journey that like why I feel sostrongly how I do about coaching
and training and everythingelse.
So I don't know.
SPEAKER_01 (34:15):
Yeah, well, I guess uh there's room for both.
Yeah, I think I would say Yeah,trainers educate from knowledge,
coaches elevate from experience.
But when you're in a businessthat deals with people's homes,
money, and emotions, experienceisn't optional.
That's true.
That's totally true.
Yeah, it's the biggest, yeah.
Um yeah, that's foundational forsure.
(34:37):
I kind of lost off or got lostthere for a minute.
Yeah, talking about you know amoney trail.
Yeah, and not only that, like Ifeel like um, I mean, I know
we're talking about this, butyou know how and I didn't want
to say passionate, but how Ithink because I've spent so much
money over my career um going toclasses.
(34:59):
Well, you really invested inyourself at high school.
I did.
Um, and then I feel like it issuch a slap in the face to me
when I go back and look atthings now or see people that I
was teaching, or were sitting,and not that they can't be good
at that, but but it's like youknow, you know they're not a
(35:21):
fraud.
SPEAKER_00 (35:22):
Okay, so here's what I have there's someone out there
right now that's traveling,podcasting, uh-huh, selling
programs about being a a topproducer coach, and you pull
their numbers, and it's onehouse last year, maybe for the
year before.
Maybe on a good year, yeah.
Yeah, and every time they pop upon social media, who are the two
(35:46):
that get all riled up.
SPEAKER_01 (35:48):
Yeah, it's you and bars, yeah, because it's
infuriating.
Yeah.
All right, now what do you wantto talk about?
SPEAKER_00 (35:56):
Well, I'm just saying, knowledge without
practice isn't wisdom, it'stheater.
SPEAKER_01 (36:00):
Oh, yeah, that is true.
SPEAKER_00 (36:03):
Okay, and there is a fine line between guidance and
gaslighting.
SPEAKER_01 (36:08):
That's true.
SPEAKER_00 (36:08):
And I feel like those people that are out there
selling themselves like that aregaslighting a lot of people.
And quite frankly, I think it'sfraud.
SPEAKER_01 (36:17):
Well, look what just happened last week.
Somebody was called out on itand nobody responded.
Nobody wants to say anythingabout anything.
SPEAKER_00 (36:26):
Yeah.
Well, and then there's anotherone.
I was gonna say this one reallygets Bart going.
I love throwing Bart under thebus and he's not even here to
defend himself.
But there's that nationaltrainer who's built an entire
career teaching realtors, and Iswear she's maybe sold one house
ever in her career.
Oh, and every time her namecomes up, Bart's like, what?
SPEAKER_01 (36:45):
He just like I say how's it happening?
Oh my god, I can't believe it.
Did anybody pull her numbers?
unknown (36:52):
Mm-hmm.
SPEAKER_01 (36:54):
Yeah.
SPEAKER_00 (36:54):
It's like if you're a chef and you wrote a recipe
and you've never tasted it.
But you know what the crazything is, I don't think people
know that.
Well, they don't because theyjust she put up such a good,
she's a marketer.
Good for her.
Yeah, which is great.
Okay, I guess you could teachpeople marketing, maybe because
you've marketed yourself.
Yeah, but nothing else and howit relates into the real world.
SPEAKER_01 (37:18):
Yeah.
Well, you should bring her in.
Yeah.
SPEAKER_00 (37:21):
Uh I think I'll pass.
All right, so here's thelightning round we're gonna go
through.
I've got a good one here.
So to paint the picture, thisactually happens in every
industry.
Are you ready, Kim?
I'm ready.
Let's go.
A personal trainer who's out ofbreath walking the water
fountain, a marriage counselorwhose healthiest relationship is
with their cat, a financialadvisor whose credit cards are
(37:44):
maxed out.
That's a good one.
A chef teaching souffles whilesetting off the smoke alarm
making toast.
That's cute.
A life coach still living intheir parents' basement, a
driving instructor who's neverhad a license, a dentist with no
teeth.
Would you want what if youwalked in and this is the
perfect example of what we'retalking about?
(38:06):
Okay, so I had to go to anemergency dentist.
I'm totally skipping off here,but this I had to go to an
emergency dentist because it waslike Thanksgiving weekend, and I
had like a tooth crack, and itwas like a horror.
It was like six years ago.
You but yeah, it wasThanksgiving weekend, and I'm
like, oh my gosh, oh my gosh.
And so the only person I couldfind was this guy over here, and
I could talk about him becausehe's not there anymore on Wolf
(38:27):
Road in Mokina.
And I walk in and he looked likesomething out of like Iraqi
horror pictures.
He had the long coat like that,and he his teeth were all
rotten, and he smelled likecigarette smoke.
But I had no, I literally had nochoice because I had the worst
toothache, and like I let himdrill it and take it out, and I
never went back there.
(38:48):
I I waited like three months orsomething, but it was
horrifying, absolutelyhorrifying.
Yeah, horrifying.
And that's your dentist.
Well, it was he was the dentist.
Because it was like holidayagain, short notice, blah blah
blah.
So there you go.
That's an example.
Uh a realtor who rats, a pilotwhose only flight time is in a
(39:11):
video game, uh, a vegan chefteaching barbecue ribs.
SPEAKER_01 (39:15):
Um, actually, every one of those sounds ridiculous.
Yeah, um, but that's whathappens when people sell
coaching without credibility.
Yeah.
SPEAKER_00 (39:23):
Yeah, I know we were trying to be funny in some of
those because it is ridiculous.
It is ridiculous.
But at some point, experiencehas to enter.
Yeah, absolutely.
Yeah.
So, in terms of coaching styles,um, tough love versus nurture.
Oh, how do Kim and I fittogether in that?
So I'm straight to the point,and Kim's more like the
(39:43):
strategic empath.
Um, for sure.
Together it works.
Yeah, for sure.
Yeah, I think so.
She's good at unpacking the why,and I'm already on to the how.
SPEAKER_01 (39:54):
Right?
Yeah, it's true.
That's why we do work welltogether.
SPEAKER_00 (39:58):
Yeah.
And I think that's what goodcoaching is truth and care in
the same conversation.
The best coaches tell you thetruth before the rest of the
world does.
Like they're gonna be the onesthat tell you you have the
spinach stuck in your teeth.
Right?
Like how when the rest of theworld's just walking around
pointing at you laughing, thecoach is the one that's gonna
tell you something, say, hey,come here.
Yeah, you got a little spinachin your teeth.
Let's let's work on that, right?
SPEAKER_01 (40:17):
You know?
Yep, or get to work.
One of the coolest parts aboutour forward group is that the
mentorship flows both ways.
Oh, this is great.
Our younger agents are thrivingand we learn from them daily.
And that business class that wehad on Tuesday showed it.
Their numbers, what they didfrom last year to this year, it
(40:39):
was great to see that.
SPEAKER_00 (40:40):
Yeah.
Well, they bring new tech, freshenergy, and no ego.
When they apply what we'reteaching them and then they
surpass our expectations, that'sthe goal.
Like when your mentees startsurpassing you, that's when you
know you did it right.
So as we bring some of ouryounger agents in the coming
weeks, this is the standard wewant to show.
(41:01):
Mentorship grounded inexperience and genuine care, not
perfection, but credibility andconsistency.
And it's really what buildstrust and creates growth.
I will I love that you broughtup that class last week.
You know, um, some of the peoplethat we're gonna be bringing on,
uh like I'm gonna bring Corey onas a guest.
I know he's gonna squirm andstruggle the whole time.
And you know what?
(41:21):
That's a great coach putting youout of your comfort zone.
But I mean, he's done anincredible job with his business
this year.
I mean, he's just literallyalone.
SPEAKER_01 (41:31):
And he is the perfect, he's so coachable, he's
so hungry for knowledge.
Like, and he asks everybody.
It's not just one person'sperspective or oh, it's
everybody.
What do you think?
What do you think?
SPEAKER_00 (41:46):
Both him and Katie will do over six figures this
year, well over six figures thisyear.
And I think they actuallyalready have and they still have
pennings going on.
Yes, yeah.
So they're both they're they'regonna be they're well over a
hundred, yeah.
I think they're both over 150already.
Yeah.
So based on if I calculate themath backwards.
So they're both over thosenumbers, which is awesome
(42:08):
considering when Corey set hisgoals when we were in business
planning last year.
He said, Oh, he was a if I did60, I'd be happy.
I remember that.
And I was like, bullshit, you'lldo 60.
Yeah, I remember and Katie lastyear did five transactions, and
this year she'll do 20 plus.
Yeah.
And they'll both be vying forlike, I mean, obviously, we've
(42:31):
still done more production thanthem because we're established
and you know, we have but I lovethat they they're plugging in,
they're learning and listeningand growing.
If Katie calls me a hundredtimes, she calls me a hundred
times.
I don't care.
Sure.
And I'm like, you know this.
And you know, coaching her andguiding her through it.
And I love one of the things,and I'm sure they'll talk about
this when we bring them on.
(42:51):
One of the things I love thatCorey does is he goes back and
listens to my recordedconversations.
I think that is so fun.
I mean, what's like well, weplay them, yeah.
Um, and Kristen's come in forthose too.
So, like we do at least once aweek.
We come back and we play thephone conversations that we had
so they can learn on like howdid I how did I approach that
conversation when the lead camein?
(43:12):
And how did I get theappointment?
And how you know, like, what dowe go through that?
And I'm okay being critiqued.
Sometimes they're critiquing metoo.
I'm like, oh yeah, I really shitthe bet on that one.
Like, whatever.
Um, but that's the thing is likewe are coaching and mentoring
them, but we're also open toimproving ourselves.
And I think good coaches neverstop learning.
(43:34):
I agree with that.
Key takeaways.
Well, coaching is acheerleading, yeah, credibility
matters, and coachabilitymultiplies it.
So let's go back to that.
You can go back, you can havethe best coach in the world, but
if you're not coachable, none ofit matters.
SPEAKER_01 (43:50):
Mm-hmm.
Yeah.
I think we have one or two ofyou know, that's the thing.
SPEAKER_00 (43:54):
So I would say we have some that are.
SPEAKER_01 (43:56):
But I think I and I don't mean to interrupt, but I
think that's where you come inand you pull like sometimes I'm
like, here she goes.
It's the question after questionafter let's talk about that.
What do you think?
SPEAKER_00 (44:09):
And I'm like, oh, please just say it wasn't you on
the week.
Just answer.
Well, I I I think there's twoparts to that question.
So before we before we wrap upto the key takeaways, I'm gonna
go backwards a little bit.
And it's not in our ourguideline here.
So that's the thing about us.
It's real talk, real time.
What you get, what you get.
(44:30):
You never know what you're gonnaget.
Um, I think there's people thataren't coachable.
You can have the best coach inthe world and you're not
coachable.
You just think you know it all.
And even if you say you don'tknow it all, but you act like
you know it all, and you don'timplement and you don't really
take anything to hurt thatyou're hearing, that's not
coachable.
So, like, not defensive, notstuck, just open, right?
(44:53):
But also, there's people thatare coachable, but they just
won't do the work.
I'm like, so here's the thingCorey's in the office every day.
Sure.
If Katie's not in the office,I'm on the phone with her, she's
in her home office working, Iknow what she's doing, she's on
appointments, she's whatever.
Like, I'm talking to them on thedaily about like, and and not
(45:15):
like I'm on the phone coachingthem daily, but we have chat
groups and we have, you know, wehave different systems of
accountability that we use.
And I think you have to becoachable, you have to be
willing to put in the work, andthat combined with a great coach
and a great mentor and a greatuh system, you're unstoppable in
this industry.
I agree.
(45:36):
Because there's not very manypeople out there that have the
whole trifecta.
The people who implement fastwill grow fast.
And the ones who just collectadvice, they just kind of stay
stuck.
And they have all kinds ofadvice.
Yeah, they've got really smartbookshelves, right?
We always have that.
Oh, you gotta you took thatclass 17 times.
SPEAKER_01 (45:58):
Yeah, I have trophies to prove it.
SPEAKER_00 (46:01):
I mean, but I mean, the people that you've been in
with it, like people that you'vetaken a class with 17 times and
they're still stuck selling fourhouses a year.
SPEAKER_01 (46:09):
Yeah, exactly.
SPEAKER_00 (46:10):
I mean, yeah.
What's the difference betweenyou and them?
You were coachable.
Yeah.
Even when you didn't like what Ihad to say, you took it to
heart.
Sometimes I told you stuff youdidn't like.
SPEAKER_01 (46:23):
I don't really I think too, when when you are in
coaching or when you are um theone that's you know, being
coached, you have to even youhave to be open.
I feel like you have to be open,you know, to because you say
some stuff that, you know.
SPEAKER_00 (46:41):
But also you knew that I had your best interest at
heart.
SPEAKER_01 (46:44):
Absolutely.
And I and then you can watchpeople's, you know, like for me,
when I was coming and andlearning and and starting off, I
would watch the other peoplebefore me.
Like, look at them.
Oh, they did that with thatcoach, or oh, this is what they
were doing.
This is what they so you wereable to see that and watch that.
SPEAKER_00 (47:06):
I I agree.
And I'm gonna add a caveat tothat.
I think in this day and timethat can be helpful, but it can
also be dangerous becausethere's so much that has changed
in how we do business andtechnology and um all of the
things.
And I think also, so I'm justgonna say this too, because
we'll talk about this when Katiecomes on.
(47:27):
A great coach will also noticewhat your strengths are and help
you tap into them.
Like Katie was incredible onsocial media, but she never put
any real estate stuff on socialmedia.
She only put like stuff thatmade people laugh and this and
that.
Yeah.
I probably pounded her over thehead with questions and pushing
and and guiding her down thatpath for a while before she was
(47:50):
willing to accept.
And and that part of herbusiness has exploded.
I know.
She's great.
Because a great coach will alsoknow what your strengths are and
tap into that.
But again, like you said, acoach can't outwork your
unwillingness to change.
Work means nothing if you refuseto move your feet.
Those are the two things.
(48:11):
You have to be coachable and youhave to be willing to do the
work.
So you can vet your coach allyou want.
You could hire Tony Robbins.
Oh, yeah.
Or what's the um the guy thatlike Graham Cardone or any of
those guys, right?
Like you could hire them, but ifyou're not coachable and you're
not willing to do the work, itdoesn't matter.
Yeah, I was just saying.
You can hire me.
(48:32):
If you're not coachable andyou're not willing to do the
work, it doesn't matter.
Just pay me, right?
All right, key takeaways.
SPEAKER_01 (48:39):
Coaching isn't cheerleading?
Yep.
We said that.
Coachability multiplies that?
SPEAKER_00 (48:44):
Yep.
Real coaches, real talk.
That's what we're all abouthere.
And that's what this business isall about.
This is a good one.
Yeah.
So I just say be curious, beconsistent, vet your coaches
like you'd vet a contractor.
That's a good one.
SPEAKER_01 (49:00):
If they've never held a hammer, they shouldn't
build your foundation.
That's actually a really goodone.
Well, DM us your best and worstcoaching story.
We might feature it next time.
What do you think?
I think that'd a great idea.
I would love to hear something.
SPEAKER_00 (49:15):
I would love to hear that too, because it can't be
us.
It just can't, it's got to be.
I mean, we've got a lot of goodones, but I I love hearing from
you guys.
Like we've gotten some prettyinteresting uh messages.
So yeah, I'd love to expand onthose.
And so next time we're gonnabring on a few of our younger
agents who are absolutelythriving under this model, and
you'll see what real mentorshiplooks like in action.
(49:38):
I and you can hear from them.
So if you have questions youwant us to ask them or things
you want us to uncover withthem, like just throw it out to
us and we'll ask them.
Isn't Dale in one or two yearsin?
Yeah, we've got some good andsuccessful young people that are
just blowing it up.
Katie, Corey, Dale, Kristen,like we've got some great
(50:00):
successful agents that are justkilling it.
I've got a girl, Jackie,downstate that I'd love to bring
on.
She was able to quit her umsix-figure government job to go
full-time in real estate.
So I uh I'd love to have her ontoo.
So if there's questions you havespecifically for these guys, um,
(50:21):
we'd love to ask them live onthe next session.
So just DM us.
And just remember coaching isn'tabout being perfect, it's about
being proven, and that's wherereal growth starts.
So if you like what you heardtoday, follow along.
Uh, like, subscribe.
We'd love to have you uh followus, DM us your questions, and uh
(50:43):
keep going out there and doingepic shit with us.
See you later.
Peace out.
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