Though the individual does not understand or know how to do something, he or she does recognize the deficit, as well as the value of a new skill in addressing the deficit. The making of mistakes can be integral to the learning process at this stage.
Example: Agent has now seen the light. Immediate needs are the following:
-set more appointments to reinforce the need for new skills. Ok if mistakes are made.
Core skills are ready to be built:
-Improve Lead Follow Up through use of White Boards and Vital Stats report.
-18 Relentless Lead Follow Up Rules
-PreQualification Scripts / buyer and seller
-Pre Listing Package
-Set More appointments
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Stimulus to Learn: Fear of loss. Ego bruised by not being as good as they thought. Good time for recalibration of goals for sake of keeping motivation high.
Goal: Get the above list created, polished, practiced and systematized. Lots of coaching time is spent in this category.
Challenge: Agent can be overwhelmed by the epic amount of polishing, production and practice necessary to move forward. Time Management may be an issue.
Implement one thing well at a time to avoid overwhelm.
The individual understands or knows how to do something. However, demonstrating the skill or knowledge requires concentration. It may be broken down into steps, and there is heavy conscious involvement in executing the new skill.
Example: Pre List Package and Listing Presentation are polished. Agent understands and values the upgrades they’ve made. Now it’s time to monetize these skill and presentation upgrades.
Stimulus to Learn: More income! Attaining their goals. Moving up to the next level. Making a huge leap.
Agent usually will become curiously motivated to now set more appointments.
Challenge: Continued polishing, role playing and use of upgraded skills on a consistent basis. Time Management again may be an issue.
Challenge: Agent will likely be handling more volume of business than ever before. Mistakes may occur. Overwhelm, etc. If no Transaction Coordinator yet, now’s the time. Continue tracking closely using White Boards and Vital Stats page.
Challenge: Pricing and Negotiation skills may need polishing.
Challenge: Fear of Success. Possibility of sliding back to previous categories out of being uncomfortable at this level.
The individual has had so much practice with a skill that it has become “second nature” and can be performed easily. As a result, the skill can be performed while executing another task. The individual may be able to teach it to others, depending upon how and when it was learned.
Example: ‘Grizzled Veterans’. They take almost 100% of listings they go on. They have polished scripts, skills and presentation. They negotiate professionally and are good or great at core skills.
Stimulus to Learn: There may be none. Danger! Danger! Danger! Complacency and Ego may become a serious detriment. Boredom may hold agent back from doing what they really could do.
Stimulus to Learn: Possibility of delegating and systematizing to buy their time back and execute on bigger and better goals in life.
Challenges: Keeping the agent motivated. New challenges to keep life interesting. Add spokes and / or simply streamline may be enough. Keep focused on goals!