The Difference Between TRAINING and COACHING (Wickman-style)

core values event real estate agent real estate coach Jul 28, 2022

Today we begin with a premise learned from decades of developing people, Wickman-style. The premise is that there are five steps to success in real estate.


Step 1 Learn what to do. Learn the mechanics of the real estate transaction and transfer of title. Learn what's in the contracts we use. In other words, learn the business we are in.

Fortunately, there are license laws and real estate schools that teach this. It may be possible to succeed without knowing what to do, but certainly, the odds of long-term success are against it.


Step 2 Learn what to say and how to say it. In Wickman-style training, we call it dialogue selling. Real estate is still a contact sport, and selling takes place face-to-face and verbally. Dialogue is how we generate leads, and convert leads into appointments, and put on presentations, and handle hesitations, and write and present offers and build relationships.

Dialogue is the key to confidence. And by the way, dialogue is different from sales scripts. There may be some dialogue that it is important to learn word for word at first, while in training, but the words you use are not as important as what you accomplish one step at a time. 

If you ever find yourself at "a loss for words," consider investing in the essence of Wickman training, the dialogue you will learn in The Digital Floyd Wickman Course.


Step 3 Learn to do and say the things that contribute to your success with skill. Repetition and coaching are the keys to developing skills. Repetition develops reflex and instinctive responses. And a great coach will provide instant feedback on performance, and then correction and direction.

Coaching is one of the quickest ways to improve, and it is infinitely less expensive than trial and error. As Floyd says, "The drawback to learning just from personal experience is that by the time you have enough, you are either too old, too tired, or too broke to do anything about it."

Wickman-style one-on-one coaching is available for those who want a customized and personal guide by your side to elevate your skill level at dialogue, business building, life balance, and financial controls.


Step 4 Build the habit of consistency. Productive people consistently work high-priority activities, while low and non-producers do not. Variety is the spice of life, but consistency is the substance of success. 

The key to developing consistency is teamwork. Teamwork creates accountability, the foundation of all habits. Teamwork creates an open, sharing, and generous environment, where each person feels responsible to and for each other. And teamwork gives you access to the mastermind principle.

In The Floyd Wickman Team's R Squared Coaching, teams of 8 agents with a Wickman-trained coach hold each other accountable, share best practices, solve problems, remove obstacles, and meet challenges together. You are not alone when you have the right team alongside.


Step 5 The right spirit of service. Even those who know what to do and say, skillfully and consistently, can push business away rather than attract it. Floyd taught us that the harder you pursue something, the further away you push it. The keys to serving in the right spirit are your beliefs and values.

We begin every Wickman event with a statement of beliefs, which we call the Master Salesperson Pledge. One of the core principles of this affirmation is that "I am always guided to do and say the things that contribute to my success. From this moment on, anything that happens- happens in my best interest."

We close every Wickman event by reciting our Core Values. There are five of them, and the one that speaks to the attitude of service is, "To always make my client's #1 goal, my #1 goal." We believe and live the adage that you can have everything in life you want if you will just help enough other people get what they want.

If you are interested in networking with like-minded people, our next event is November 28 & 29 in Nashville, TN: The Business Breakthrough.



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