CASE STUDIES:

Executive Coaching

Customer: Peg Harbaugh, Prudential Partners Realty

Country: USA

Industry: Real Estate

Challenge: To develop a process of selling real estate that would be unique to Peg. Through this process, she would be able to improve her prospect ratio, increase her client base, and become more effective at closing deals.

Solution: Establish a clear focus for Peg in the real estate market. Build a process where Peg becomes the assistant buyer for the client and eliminate the stereotypical approach to selling that many people associate with real estate. Finally establish measures and accountability while developing a balanced approach to her professional career.

Executive Coaching Case Study:

Customer: Peg Harbaugh

Peg Harbaugh has years of experience in real estate. Her father has been a broker for many years, and Peg has spent the past seven years working in different roles in the industry. About a year ago, Peg decided to take the leap into real estate sales and became a licensed agent for Prudential Partners Realty.

The scenario:
Entering the real estate market is a very big step. When it comes to success, the odds are not in your favor. Only about two in every ten new real estate agents survive in the industry past their first year. In addition, a very small percentage is successful enough to make it a lucrative business.

This has not deterred people from trying their hand in real estate sales. With interest rates and a booming housing market, the number of agents has skyrocketed to saturation levels within the past seven years.

Peg Harbaugh knew that she wanted to be in real estate sales. She enjoyed the business and had seen the success of her father in the industry. She also knew the challenges she was about to face by making a career change.

“I figured out that selling real estate was something I wanted to do,” says Peg. “What I needed was an approach that would put me ahead of the marketplace and give me the ability to succeed. While I understood how real estate sales worked, I wanted to strengthen my selling skills and increase my opportunity for success.”

Peg turned to InVision to coach her to success.

The solution:
Peg had a firm understanding of the industry, and the “can do” approach to make it work. She met Dan Paulson from InVision at a networking function and immediately determined to use his services.

The two agreed the focus was on developing a solid sales process that would not only give Peg the confidence to achieve, but shorten the time to gain commitment at each step along the way.

There are many coaches that specialize in real estate. Many of these coaches have used techniques that a majority of the industry using. InVision’s approach was different. While working with Peg, the emphasis was taking Peg’s expertise and helping her discover what would work for her, not what would work for the population as a whole. This approach focused on what she could do that was different from everyone else in her market, thus separating her from her competitors. This saved her valuable dollars by avoiding the “try everything” approach to discover what might work.

InVision also helped her focus on her technique. The goal was to shorten the amount of time it takes to get commitment, and to increase the likelihood of a prospect doing business with Peg. This was accomplished by establishing Peg as an assisted buyer and building in points of commitment throughout the sales process. The changes were dramatic. “I was able to gain a client that had been wavering in previous conversations,” said Peg. “Moving people to close has been much easier!”

“The decision was the best I could have made! InVision helped me so much; personally and professionally,” said Peg. “The process has emphasized my strong points, identified my weaker areas and overall created keen awareness of who I am and where I want to be.”

The results:
Peg is on her way to becoming one of the top agents in the marketplace. She has utilized new techniques that have significantly increased her prospecting, and she has begun to build a solid client base. Other agents in her office and her husband have taken notice of her success. “In the beginning, others were unsure what to expect. But now, they are seeing the results,” explained Peg.

Since working with InVision, Peg established a goal of achieving $3 mil in sales for her first full year as an agent. She has also closed seven deals and gained over 20 unique prospects through new techniques she implemented. In addition, she has increased her client base by 500% and improved her client-to-close ratio by 250%. “This process has made me aware of my potential and what I need to achieve success in all aspects of my life. I am truly thrilled with the results!” exclaimed Peg.

InVision Business Development and Marketing, LLC is a recognized leader in providing world class training and development that improves the lives and well being of others by assisting business leaders and sales teams in creating new success habits. InVision delivers assessments and processes that have been proven effective in creating positive cultural change, internal marketing strategy, and effective sales approaches for businesses worldwide. For more information, visit InVision on the web at www.invisionbusinessdevelopment.com.

For more information, contact InVision at 1-608-235-5320 from anywhere worldwide.

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