Walk Like a Giant, Sell Like a Madman

17.7. Obtain Advice from a Mentor or Coach

Connect with a mentor or coach. One of the best ways to learn fast is to connect with a top producer. Consider shadowing a real estate professional whom you admire or asking the person to act as your mentor or coach. Success leaves big footprints. Follow them.

A mentor or coach can offer benefits you'll never receive through your efforts to educate yourself, including the following:

• Accountability: A mentor or coach can hold you accountable for trying new strategies and techniques. When I coach salespeople, for example, I require them to submit their Hour of Power phone call tallies to me at the end of each week. This motivates them to stay on track and make the Hour of Power a habit.

• Personalized advice: Books, classes, and articles often provide general information that you may or may not be able to use. A coach or mentor can help you assess your current situation and implement specific changes to improve your sales and profits.

• Teaching by example: You can absorb much more simply by observing a top-producing salesperson in action rather than having the person explain to you how it's done.

• Opportunities: A coach or mentor may open your career to numerous opportunities and potential partnerships you may never have imagined.

• Finally, remember that what you learn you should feel obligated to share: Teach. Continue to make yourself, your peers, and your industry better. Raise the bar and everyone will benefit.