The 1-3-1 Coaching Method for Building a Self-Sufficient Team of Top Producers

As brokers and managers, one of our jobs is crisis management, as we all know, right? We're dealing with crises all the time.

Agents that come into your office and they say, “I have a problem.”

They all think the problem is a crisis. So I'm going to give you a little tip on something I learned years ago. I call it the “1-3-1 Approach” for helping agents kind of learn to fish.

In other words, teaching them how to deal with the crisis in an effective way. Even if maybe you're not there to help them, you're going to train them how to address a crisis, address a problem that they're going on.

And this is a great retention tool, guys.

So the 131, here's how it works:

First, when they come into your office, you're going to cut to the chase. You're going to identify the problem. So you can identify one problem at a time, not ten. But let's talk about one problem. So that's the 1.

Then we talk about three possible solutions, three possible ways that we could get this issue solved. And I want that to come from them. So I would say, “So tell me, give me some. Let's brainstorm this. You tell me three ways that you think we could solve this. If I see something you're missing, I'm going to put it out there. But I want you to really think about it for a second. One of the three things that we could do here.”

And then when we get to the last one of those three things, what do you think is the best solution?

And then they say it.

Now, if you don't agree as a broker, of course you're going to step in and give them some redirection.

But a lot of times they can solve their own problems.

That's what you want to teach them to do. By the way, if you're always the one solving their problems, they're always going to be bringing the problems back to you.

So you have to learn to teach them how to address issues in a way that they can then become self-sufficient and grow and mature as an agent. And they're going to appreciate this level of coaching.

And, guys, if you want some help on not just retaining your agents through coaching, but also recruiting the best agents in your market, I'd love to invite you to sign up for a discovery call with me. We can talk about what your goals are for the next 12 months, how you can really create a recruiting plan that will hit your goals as a company, as a team.

Book your free call here.

I look forward to talking soon.

Have a great day. Good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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