Consult The Coach - Autumn 2019


Dear Coach:

I am a managing broker at a medium size office. I have a relatively new broker who is not starting off on the right foot. She gets defensive when I provide suggestions and feedback. What do you suggest?

Frustrated Managing Broker

Dear Frustrated Managing Broker:

I would suggest starting by sharing your direct feedback about how you are experiencing her. Specifically, how she resists your feedback and suggestions. Are you comfortable initiating these difficult conversations with your brokers?

Ask her how she believes resisting your suggestions is helping her become a successful broker.

I recently was working with a successful broker who was building their real estate team. When I asked this broker how he became so successful, he said that he did what people told him. He was receptive and was willing to follow the advice and directions of others. In other words, he was coachable. This is in contrast to your broker who seems to lack the willingness to listen to you.

Often people who are defensive and resist input from others, are not good listeners and have issues with control. They believe that they know how to do things and may have oversized egos. It is a sign of emotional immaturity.

If this broker is defensive with you, she is likely defensive with others. Maybe even prospective clients. This will not help her in building her business.

In hindsight, were there any red flags that you did not see, or possibly minimized, when you initially interviewed this broker? Are there any changes you would want to make to your interviewing process that will pick up these behaviors in the future?

You brought this broker into your office so she can succeed. When brokers display characteristics that impede their own success, it is important to point these out clearly and to discover their willingness to change. If change is resisted or if she continues to dismiss your helpful ideas, this broker will likely not succeed.

About the Coach

Stuart Kaufman, MS, MBA, is a Real Estate Columnist and Coach who motivates, coaches, trains, and inspires real estate brokers to focus on lead generation, being accountable, and living a balanced life. Contact the Coach at © Copyright 2019, Metamorphosis Coaching. All Rights Reserved.

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