Real estate agents coached on 'who they are being' when production stalls

• Coaching for real estate agents should focus on 'who they are being' rather than just tactics.
• An 'integrity sheet' helps agents examine their attitude, challenges, wins, and production.
• Externalizing blame to market conditions leads to helplessness.
• Examining one's internal state ('who') is presented as the controllable lever for agents.
• A three-part diagnostic for struggling agents involves 'who,' 'why,' and then 'strategy.'

A coaching framework for real estate agents suggests that when production stalls, the focus should shift from external tactics to the agent's internal state, or 'who they are being.' The author argues that externalizing blame to market conditions like interest rates or inventory leads to helplessness, while examining one's attitude and expectations empowers agents to regain control. A tool called the 'integrity sheet' is proposed for agents to reflect on their internal state, which is considered upstream of production. Leaders are advised to use a three-part diagnostic: first, the agent's 'who,' then their 'why' (purpose), and finally, their 'strategy.' The article emphasizes that addressing the agent's internal state makes tactical strategies more effective and sustainable.