Coaching tips

Getting started

Your trainee will need you to complete the following forms:

• a training agreement which is a legal agreement between you, the agent/manager; the trainee; and REAL ITO to participate in training administered by REAL ITO.  All parties must sign and send the training agreement to REAL ITO to commence this programme.
• a fixed term employment agreement for new trainees.
• a verification form needs both signatures for each assessment activity your trainee completes and verifies that this is entirely the trainee’s own work.

Ongoing support

We recommend that you make regular appointments with your trainee during their study - either individually or as a small group of trainees.

The biggest issue is for trainees to complete their study programme and not give up.

Below are some practical tips for your information.

Coaching

The agent/manager as coach:

• builds a relationship based upon trust
• practices in an ethical manner
• is fully present for and committed to the trainee - sporadic assistance will not work
• provides emotional support
• maintains a fundamental commitment to the trainee’s goals as agreed, and appropriately pushes them to attain these goals (ask permission to provide either the ‘carrot’ or the ‘stick’ to keep the momentum)
• helps set goals with their trainee to support the completion of each of their assessment activities.

About adult learning

Adults learners:

• will commit to learning when they believe that the objectives are realistic and important for their personal and professional needs
• want to be the origin of their own learning and should therefore have some control of their learning
• need direct, concrete experiences for applying what they have learned to their work
• do not automatically transfer learning into daily practice
• need feedback on the results of their efforts
• come to the learning process with some self-direction and a wide range of previous experiences, knowledge, interests, and competencies.

Assessment content

Review with your trainee the previous week’s or fortnight’s progress, reviewing the topics that should have been completed.

• Promote discussion and problem solving of any issues.
• Ensure that the quality and quantity of answers are sufficient to answer the questions and the assessment requirements.

Review the next block of assessments.  Make sure your trainee understands the activities required.  Discuss possible answers.

If they get stuck, suggest avenues to get help.

• First - they should ask you, their agent/manager.
• Talk to their sales colleagues in the office.
• Contact the REAL ITO Qualification Training Adviser.

Study progress and skills

Check that your trainee is making progress against their own study and completion goals.  Insist that they develop targets and set aside time to study.  See an example of time blocking in a sales diary at the end of this section.

If you trainee falls behind, get to the root of the problem - otherwise they could lose momentum and become despondent.

Themed discussion meetings

If there is a group in your office, organise a regular monthly meeting for that group, or at your weekly sales meetings.  This may have the spin off benefit of getting others interested and started on this path.

• Invite a guest specialist speaker to discuss the topic.  For example, if law is the current topic, invite a conveyancing expert, or a Commerce Commission representative to discuss fair trading or consumer legislation.
• Read the workplace study guide and pick a segment or case study that may provide a practical working example for discussion at the meeting.

Helping people qualify - it's all about completion

Emotion management

• ‘Hitting the wall’.  We all become overwhelmed at times, and this study programme may be just the last straw during a stressful work time.  See if you can offer solutions to ease the load, shorter ways to do the work, or at worst a bit of a break for a short time.
• Help build confidence, a feeling that they are achieving, which builds a positive success cycle.  Reinforce that this programme is not difficult; your trainee has the ability to succeed.  People can bring poor academic experience as ‘baggage’ which becomes the block for future development.
• Anger and frustration are a natural part of learning a new skill.  Pushing through a comfort zone is important to reach the next level.
• Watch information overload - attention will be lost at the saturation point.

Recognise people at your sales meetings or other events as they work through the programme.  This sends the message that you support and reward personal development within your business.

If you require advice please contact the REAL ITO Training Adviser by email or phone.

And... how about you?

Many agents/managers do not engage in developing staff because they are afraid the  trainee ends up knowing more than their manager.  This is unfortunate, as it will prevent a sales team from developing and may ultimately impact on the office’s profitability.

Maybe it’s time to further your own professional skills and knowledge?  Keep an eye out on our What's Happening page for upcoming refresher programmes for agents/managers.