Monday, October 02, 2006

Case Study Step By Step

The Following is a case study of how Coaching has transformed someones life. The names have been changed for privacy:

Focus Call Communication

Cindy/ Bob
55 age in biz 21 years
Cindy- cancer survivor BLUE/ ORANGE
Bob- heart by-pass GREEN
Did $350- goal $400 in 2006
Has an assistant, Cheryl 40hrs. + is licensed GOLD/ 2years

1) Jan. 3-06 9:30 a.m. SET THE STAGE
The following are the discoveries made on the first call:
Time management
Organization of systems
Implement consistent past client communication strategy
Need time off
*Knowing that time management was the first step we needed to take. I had Judy start to work on her Ideal Work Week

2) Jan.-20-06 8:30 a.m. Worked on Ideal Week
Keeping Cindy on Time Management:
Ideal Work Day (no calls in evening)-(is how you want your life to look)-(Personal time off)
Ask how time went with family

3) Feb.-3-06 8:30 a.m.
Called and She cancelled, this is the second time this happened.
Cindy is still being Reactive to everything around her.

4) Feb.-3-10-06 8:30 a.m.
Discovering what Cindy would love to do if she had half a day off:
Loves trees / taking picture of trees
Take 4 hrs. Off Thursday
Found where her strength is and best ROI
Niche market is University

5) Feb-27-06 8:30 a.m.
Still kept on her about getting time off
Take 4hrs of Thursday (didn’t do)
Asked her to send me a picture of a tree
Cindy’s best strength is being in front of people

6) March-13-06 8:30 a.m.
This is where the real movement started. I believe it was little changes, with forward movement that created this.
Example: 1) Day off, enjoying a passion of taking pictures of trees.
2) Completing a task (Ideal Work Week)
3) Contacting her winning team and having success.
Ideal Work Day (done)

Call Winning Team (20 contacts a week) 9-9:30 prospecting
Send me a picture of a tree (done)
Real Time Voice Mail (asked if done)

Cindy is starting to make movement; this is where we went over being a perfectionist.
Do- Dump- Delegate
Cheryl will start sending FCPF, Weekly Activity Tracker

7) March-27-06 8:30 a.m.
Stayed on these tasks:
Real Time Voice Mail (asked if done) (still doing?)
Call Winning Team (20 contacts a week) 9-9:30 prospecting
Enduring Purpose

Talked with Cindy about the Following:
“Cindy asked, any advice for convincing people to pay a higher commission and list with you, I’ve tried just about everything I know. It seems that only money talks”. Shared with her that she was too connected to the out come and let go.
Raised Goals/ $500.000
Revise listing presentation/ objection handlers
Went out of town/ moved April 10th call, call moved again17th to the 27th. Now moved to May 4th.
Hi Cindy,
I've moved you to May 4th at 8:30 a.m.
I’m going to ask this question when you come to the call.
Why did you originally get in to Coaching?
No need to answer it now, put some thought to it, and we'll talk about it than.

Testimony Letter from Cindy
Hi Jennifer
I have been with the RRI program since the beginning of this year.
It has been an uplifting experience.
The greatest difference for me is after all these years in my business I have learned how to manage my time in order to have a life for myself.

The new tactics I have learned in dealing with my clients has been fantastic in speeding up the process when listing properties.

I would strongly recommend this program. I believe there isn't a person, no matter how well they are doing in their business or how long they have been in the business that could not benefit in some respect from this program.

I would also like to say that my coach Paul Gruber is terrific, easy to talk with, and extremely knowledgeable.


8) May-4-06 8:30 a.m.
Real Time Voice Mail…Done!
Stayed on-Call Winning Team (20 contacts a week) 9-9:30 prospecting
Revise listing presentation/ with objection handlers

9) May-18-06 10:00 a.m.
Having Cindy do R&R every day ½ hour (done/ just check in make sure still doing)
Cindy wants ½ day off (done- took all day off with sister) had her take Monday 1/2 day off

10) June-1-06 8:00 a.m.
We are now ready to start the beginning of a business plan. We know this has been our delay from the beginning but we’re ready to go!

11) June-15-06 8:00 a.m.
Moved Call
11) June-29-06 8:00 a.m.
Buy Excel for computer… Resent EFFECT PLAN

12) July-20-06 8:00 a.m.
Moved call
12) August-16-06 8:00 a.m.
Need to start getting... Look for all forms
Know they needed to have one…Talk on Client Appreciation
The Following are some examples of the letters I’d get. I wouldn’t allow too much time be wasted on the stories, though wasn’t totally cold to her feelings:
HI Paul
I'm sorry I have to cancel our next call. We are extending our time off until the end of August due to sickness in Bob's family. Since we came back from New York we are running with his parents, his Dad still in the hospital. Things are not good. Sorry for any inconvenience. Let me know when our first meeting in August can be arranged.
Thanks so much
Hi Paul
Well, where shall I begin? I'm not going to go into any detail regarding our lives this year. I am going to say this has been one of the worst years of our lives on a personal note. Things have not improved since our last call. Actually there are more added problems all to do with family. In spite of that we have had a tremendous year in real estate. As you can see we have not had a large number of listings but we have sold homes at considerably high prices which has given us a great income this year. Have we worked as hard as last year? Yes but only because of the unbelievable problems in our personal life. Every free minute we have has been spent on running, doing, fixing and dealing with family matters. We have listened to the taped and are ready to go whenever we get a break. We want you to know this has absolutely nothing to do with you. You have been terrific and we will try to get moving in the right direction as soon as we possibly can. I look forward to our call and I do hope you understand our situation. Paul if you could call the office number at 8:05 so the staff will be there to put you through to my office. Thanks Paul.

13) August-22-06 11:00 a.m.
This is when their assistant started coming to the calls. Till now it was all Cindy’s time.
Needs to let go-- family
Have Cheryl on call (done)

14) Sept-7-06 9:00 a.m.
Needs to let go of family. Talked about how being a perfectionist is holding her family back.
Calling 2 a day Judy’s goal. Cindy recommitted to making calls.
Started the planning for the Movie Night

15) Sept-14-06 9:00 a.m.
Followed up with the Movie Night to make sure it’s going forward.
How is Dec/ movie date?
Raised goals again!

16) Sept-28-06 9:00 a.m.
Cindy’s goal, calling 2 contacts a day. The 2 a day is Cindy’s number
This is when it starts to get real exciting, Judy has committed to taking her business to the next level.
She has committed to renewal.
Jon is a buyer’s agent that just joined the team.
We talked about planning her 1st week vacation since she’s been in real estate.
Having her go on a price cutting blitz.

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