For many real estate professionals, the idea of working with a coach can feel both exciting and intimidating. If you’ve never worked with one before, it’s natural to wonder what that first conversation will be like. According to coaches Pamela Ermen of Real Estate Guidance Inc. and Ashley Harwood of Move Over Extroverts, the initial consultation is designed to help both coach and agent determine whether the relationship is the right fit.
“I actually refer to the first consultation as a ‘discovery call,’ because that’s exactly what it is,” said Ermen. “It’s not about selling coaching — it’s about discovering whether we’re the right fit for each other.”
Whenever possible, Ermen prefers to meet over Zoom or Google Meet, believing that face-to-face interaction offers insight that goes beyond words. “I can experience how they communicate — their personality, energy, confidence, openness, ability to speak and listen. These are often just as important as what they communicate,” she said.
Harwood recommends coming prepared with key business metrics, such as sales numbers, conversion rates, lead generation strategies and annual goals. But she notes that coaching isn’t always about selling more homes. “For some agents, coaching isn’t about increasing their business,” she said. “It could be your goal is to spend more time with your family or learn how to grow your team.”
Ermen notes that successful coaching involves uncovering the root causes behind an agent’s challenges, whether they stem from business practices, habits, mindset or physical, mental and emotional barriers. Likewise, Harwood added that “an agent’s personal life and business often get intertwined in real estate.”
Many agents start the process without knowing exactly what they need help with yet. “That’s much more common than you think,” Ermen said. Many agents have learned to operate on “autopilot,” she explains, making each day happen out of habit rather than intention.
Harwood and Ermen both agree that while the questions a coach asks in that initial consultation are important, listening is just as critical to understanding where an agent needs support. “Part of a coach’s job is to help agents uncover where they can use help, if they don’t already know. Asking questions is the key,” Hardwood said. “So don’t be surprised if your coach asks a lot of questions and takes them deeper than you’d expect.”
Some questions a coach might ask during the discovery call:
- What made you wake up one day and move from thinking about coaching to actively engaging in this process?
- What do you believe is working and what is challenging you in your present business structure, and why do believe that coaching can be the solution?
- What specific aspects do you enjoy most in your business?
- What’s your goal, and what about it is important to you?
By the end of the consultation, agents should have greater clarity about their goals and a path forward toward building a business that supports a balanced life, Ermen said.