PART 1 of 6

#1: COACHES FOCUS ON SOLUTIONS.
 
Many times when people engage a coach it is because they are facing a challenge or have an opportunity that is unique to their experience. When people are facing challenges, they have a tendency to focus on the problem, not on the solution.
 
For example, a past client of ours who is in the real estate business was facing a shifting market and didn’t know how to adjust to the new market conditions. For a few weeks, she consistently focused on the “problem.” The more she focused on the problem, the bigger the problem seemed.
 
Then I simply said to her, “what is the current market willing to give you…what’s the opportunity here…let’s focus on solutions.” With that shift in mindset it was only about 30 days until she started seeing very positive results. And now, about 90 days later her income is exceeding what her income was at the same time last year. We simply and clearly focused on solutions.
 
New research into brain functioning is validating the power of this approach. Scientists have discovered that every person’s brain processes information in a unique way, so the connections that one person makes to solve a problem will be completely different than
those made by another. When the mind is focused on reaching a desired outcome, the brain connects data in a brand new way, which creates “aha!” moments.
 
Isn’t time for you to focus on solutions and then carry out the game plan necessary to maximize those solutions?

PART 2 of 6

#2: COACHES CHALLENGE ASSUMPTIONS AND BELIEFS.
 
Many entrepreneurs, small business owners and independent sales professionals get into patterns that serve them well at times yet require adjustment depending on current circumstances and market conditions. People’s actions are not caused by a particular event, but rather by their interpretation of it.
 
Great coaches help their clients filter through paradigms and beliefs that are no longer serving them. It’s natural to assume that what has always worked will continue to work in the future. Change is happening more rapidly than ever and people who can adapt to change or take advantage of change elevate themselves to the top of their professions.
 
In coaching, the cognitive approach shows clients how to align their thoughts with a behavior that they want to change. One budding real estate agent realized that she was associating every “no” from a prospect with an indictment of herself (“I’m not good enough”). She learned to reframe her thinking and look at cold calling as a process of matching the right customers to the right service. When she learned the true definition of prospecting (”Prospecting is a way to educate and serve people. It enables you to become a prospect’s trusted expert or advisor, preventing them from making potentially costly mistakes that result from purchasing the wrong service or using a company that may not effectively fill their needs),  she had no problem improving her sales.

This technique can also be used to test assumptions about company strategy, your competitors, what’s possible to achieve, and other situations that are governed by the status quo or ripe for a new approach.
 
Yes, a new approach can be just what is needed to accomplish your goals.

John Alexandrov, CEO
Real Estate Inner Circle
www.realestateinnercircle.net