Here’s why coaching is the best way to build long-term sustainability.
One of the main questions we get asked is: “How do I build a pipeline for my senior real estate niche?” Our immediate answer is that you need to learn to coach, but that confuses people. After all, why wouldn’t they just learn to sell better? Today we’ll explain why coaching is the key to long-term sustainability in senior real estate.
Most real estate courses teach sales skills, scripts, dialogues, and how to handle objections. Agents take a course like this early in their careers and then come back for a refresher somewhere down the line. These courses teach important skills, but they are best suited for fast-paced, conventional real estate.
“If someone approaches you about potentially selling their home in two or three years, you can build a relationship with them immediately.”
In the senior market, the sales cycle is much longer; it can range anywhere from three to five years. Seniors also tend to be making a bigger life change with their real estate decisions. They may be letting go of a home they’ve lived in for 20 years, the place their children grew up in. The emotions are very different, so senior sales require a different skill set.
Coaching is well-suited for this process because you can get in contact with seniors at the beginning of the sales cycle. If someone approaches you about potentially selling their home in two or three years, you can build a relationship with them immediately. By going over strategy and options with future sellers, you are creating a long-term pipeline of potential clients.
This is why we offer our coaching classes. It isn’t for everyone, but if you want to develop a long-term pipeline, coaching is the best way to do it. If you are interested in becoming a certified senior downsizing coach, please reach out to us at the Seniors Real Estate Institute. We’d love to help.