Coaching Questions From Coaching Skills Camp 2017 1) Assumptive Questions: These questions assume something a. Why are your listings selling so fast? b. What makes you a great recruiter? 2) Indirect Questions: These questions are a more subtle way of asking someone to do something a. Isn t there something else you could be doing? 3) Scaling Questions: These questions use a scale of 1 10. These can be used however you choose a. A client states they have a problem, you could ask: On a scale of 1 10 where would you rate your problem in terms of difficulty? 4) Starting a Coaching Session: a. What is the one issue that I may help you with this week? b. What was the best thing that happened to you since our last session? c. What was your big insight this week? d. What did you find out about yourself this past week? e. What other insight did that open up? f. What did you discover about your thinking or habits? g. What new habit did you notice starting to emerge? h. What is important to you and what do you desire to change? i. What do you want to accomplish during this session? 5) Listening: These questions mean we want to hear their thought process a. How can I best help you think this through? b. Do you want to use me as a sounding board? c. Do you have a sense of what you want to do? d. Do you want to explore all the options with me? 6) Thought Provoking: a. Are you happy with the way things are going? b. You become what you think about, so what are you becoming? c. Where do you want to be? d. Are you on track? 7) Clarifying: a. What specifically causes you to believe what you are saying? b. What does that mean? c. Tell me more about that. d. How do you know? e. Say more about that. f. Help me understand what you mean. g. What has you so convinced of this? h. Where did you learn to do that? i. What do you expect from me as your coach? j. How will you know if I m delivering?
8) Reality: a. If you had no closings, how long could you last? b. How many times did you do that in the last week? c. What is your right now? d. When was the last time that happened? e. What have you actually accomplished on this today? This week? f. Who else is involved in the situation and how? g. What have you tried already? What difference did those actions make? h. Which factors re most important in this matter? i. What events or choices led you to this place? 9) Thinking: a. How long have you been thinking about this? b. How important is this issue to you on a scale of 1-5? c. How often do you think about this? d. How clear are you about this issue? e. What priority is this issue for you in your work or life right now? (Rate it 10, 5, 3, or top priority #1) f. What priority do you think it should be? g. How committed are you to resolve this issue? h. How motivated are you to resolve this issue? i. Can you see any gaps in your thinking? j. What impact is thinking about this issue having on you right now? What impact will it have in the future? k. How do you feel about the energy and resources you have put into this issue so far? l. Do you have a plan to resolve this issue? m. How clear is your thinking about this plan? 10) Motivating: Go deep on motivating questions a. Why s that important to you? b. What will that do for you? 11) Business Building: a. Just suppose you did all the activities you were supposed to do. What would happen to your business? b. Just suppose. What would you do with the money? c. Would it be fair to say that if you did what we said your business would grow? d. Have you found to be effective? e. Would you be willing to commit to? f. If I said would that be totally out of line? g. Are you closing for the appointment or are you waiting to be invited? h. What did you do this week that you want to duplicate next week? i. What skill, discipline, or technique do you need to work on to take your business to the next level? j. If you could redo this month, what would you do differently?
k. Can you visualize yourself at peak performance? What does it look like? l. How is it different from what you are doing now? QUESTIONS TO USE WHILE COACHING: These questions are like pre-qualifying. Keep asking them and listen closely to answers. Not just what they re saying but also what they re NOT saying. At the end, use the answers to create a solution plan. According to your 1-3-5, where should we be at this time? Where are we relative to the goal? At this moment, do you have real motivated leads? What do you think has kept you from achieving your goal so far? Do you still think that your goals are realistic? What benefits will you receive when you get back on track? How committed are you to making that happen? Scale 1 10? You know that turning this around is going to be hard, are you willing to pay the price to make this happen? If I show you a clear plan to get you back on track and lay everything out as to what you have to do would you be willing to listen and do it? With my help, are you willing to re-commit to this, knowing the huge financial gain that is at stake? Great! Do you want to start right now? According to your business plan, how many homes should you have sold so far? How many have you actually sold? THE ART OF ASKING QUESTIONS Anticipation o What is possible? o What if it works out exactly as you want it to? o What is the dream? o What is exciting to you about this? o What does your intuition tell you? Ask for an Example o What is an example? o For instance? o Like what? o Such as? o What would it look like? Assessment o What do you make of it? o What do you think is best? o How does it look to you? o How do you feel about it? Business Builder o Is your business plan as well thought out and thorough as it needs to be?
o What obvious adjustments need to be made? o Do you have clearly defined income goals for the next 3-5 yrs? o How are you doing with the rest of your life? Which areas need focus and attention? o What qualities or characteristics have you developed, enhanced, or improved upon in the last 12 months? What was the result? o What do you need to develop this next year? o What major accomplishments did you achieve this past year? o What are 2 great accomplishments you want to achieve in your business and personal life this next year? o How often do you review your personal and business goals? Is it enough? o Who do you have as members of your support team? Do they know it? o How good are you at keeping promises to yourself? o How good are you at keeping promises to others? o What motivates you more than anything else? Why? o Are you managing your time as well as you should? What changes are needed to increase your billable hours next year? o What takes you off track? Coaching o What do you expect from me? o How will you know if I am delivering? o If you had no closing, how long could you last? o What skill, discipline, or technique do you need to work on to take your business to the next level? o Did you turn the listing down or did they give you an objection you couldn t handle? o If you could redo this month, what would you do differently? o Can you visualize yourself at peak performance? Whats that look like? o How is it different from where you are now? o Where do you see opportunities in your market place? o Should you expand the area you are working? o What question could I ask you when you re off track to get you refocused? o Describe the time when your business was the best. What were you doing at that time? Who were you around? What was your mindset? o How focused are you on setting appointments vs volume of contacts? o How clear are you on where you want to be one, two, three and even five years in the future? o What are you doing to make that happen right now? o Are you frustrating yourself because you re not perfect, or are you focused on just making progress? o You get what you re looking for. When lead generating, what are you looking for?
Contacts, Leads, and Appointments o If you were to start your business over, what would you do differently? o Its easy to get pumped up when business is going well How do you keep yourself positive and motivated when things are slower? o Tell me about the changes you expected to make when you joined Coaching? o Will you be where you want to be in 90 days based on the way you re conducting yourself now? What changes do you need to make immediately? o Have you made the connection between what you are doing now and how it will affect you 90 days from now? o What is it I think you re doing that you actually are not? o How is fear of loss affecting you? o If you had no listings, sales, money, or leads, how would the way you are currently working change? o If every lead follow up were worth a commission would you leave them lying around irresponsibly? o As a Mega Agent, what would you do differently? o How many listings and sales do you need in a week or month for you to become satisfied? o How many recruits do you need in a week or a month for you to become satisfied? o What don t you like to do? What do you like the most? o How do you deal with competitive listing presentations? o If you were listening to yourself right now, what would you tell yourself to do? o What would accepting responsibility for your success look like for you? What would you have to do? o If you weren t doing real estate, what would you do? Whats your options? o Do you really want a coach who will buy into that excuse? Is that what you re looking for? o Do you really want a coach who wants to be your friend and buys into your excuses or a coach that will hold you accountable and help you grow your business? o How would you rate your attitude on a scale of 1 10? o How would you rate your motivation on a scale of 1 10? o Describe your energy to me. How do you think that comes across through the phone or in person when talking to prospects/clients? o What positive influences are in your life right now? What negative influences? How can you eliminate the negative ones? o Tell me about the changes you expected to make when joining the Program.
o What would Gary Keller say if he were listening to you right now? What would he tell you to do? o What fears are stopping you? What would you do if you were not afraid? o Do you need money to pay your bills? How much do you have in reserve? Do you have a secondary income? Can you afford not to earn some commissions? o How will your behavior today impact your finances and your family in 90 days? Can you afford that? o Looking at your income goal, what does your behavior need to be like? Are you behaving like someone who earns $$$ right now? o Can I ask you a tough question? What is it that I think you are doing that you are actually not? o A coach is a person who gets you to do what you don t want to do so you can become the person you ve always wanted to become. What have you been resisting that is getting in the way of you becoming the person you ve always wanted to become? o What level of importance do you place on your schedule? What do you think would happen to your business if you tightened up your morning schedule? Are you following the schedule mentally or are you just going through the motions physically? o What part of MREA bothers you the most? o Versatility is the most important quality in a salesperson the ability to adapt to a variety of people and a variety of circumstances in a variety of ways. It is said the best way to become more versatile is through exposure to new and different people, places, things, and ideas. What are you doing to create more exposure for yourself? What would you be willing to do? How much impact do you think it would have on your business if you could expand the people-circumstances you were comfortable with/in? Where do you see your limitations now? o How well do you know your strengths and weaknesses? o What could you do to build on your strengths? What are you doing to build on your weaknesses? o Do you want to increase your business? Lets look at the following ways you can do that and tell me which one or ones you want to do. Open Houses Floor Time Massive Classified Advertising Massive personal promotion campaign 8,000 to 10,000 mailings per month Wait on friends and family to call you Prospect o What would be different about the way you work if you were an employee instead of an independent contractor? Choice is our biggest enemy. Give me an example of one area where you need to eliminate
choice. What could you do over the next 30-60 days to develop a discipline in this one area? What if your boss gave you a 30-60 day window to fix it or youre fired what would you do then? o Would you agree that if you always do what you ve always done, you ll always get what you ve always gotten? What is one change you would be willing to make to get a different outcome? o What kind of preparation did you do to ensure this would be a great session? What if you prepared as though you were entirely responsible for the value of every session and so did i. what do you think would happen to the quality of our time in the future? What will you commit to do in the future to take responsibility for the value of our session? o Whats the one topic we need to discuss today that you ve been trying to avoid? o What are the one or two things you re doing in your business that you really don t want me to know about? o Where did you see progress this week? o How could we make this our best session ever? What are you thinking about right now that is distracting you from focusing 100% on this session? o What is your goal for the week? Would you agree there is a limit as to how hard you ll push to achieve the goals you ve set? What causes that limitation? What would you be willing to do to push beyond that point? o How easily do you give up on the day? How much money do you make per day? Based on that figure, don t you agree you cant afford to give up so easily? What would you be willing to do or what kind of reminders could you put in place to help you finish out each day strong, even if it started out badly? o What part of business are you complicating? o Take a moment and describe in detail what a perfect day looks like. What % of an average day looks like that? What changes do you need to make to get closer to that perfect day? o Larry Wilson said performance is potential minus interference. What interference is limiting your performance? o How hard do you try to connect with your prospect before trying to close them for an appointment or signature? (Relationship first) o What are you doing to make yourself feel good? Remember, you can t give what you don t have. o What would you be willing to do for the next several years so you can have what you want for the rest of your life? Where are you resisting? Elaboration o Can you tell me more? o What else? o What other ideas/thoughts/feelings do you have about it? o What am you doing specifically to maintain high energy?
o Is there anything in your office or home that, when you see it, drains your energy? o Are there any relationships you need to clean up that are draining your energy? o Are you eating and exercising enough to maintain the energy you need? o Are you having fun every day? What can you do to add more laughter? o What creates stress in your life? o What behavioral changes do you need to make? o Who are 2 or 3 influential people you d like to get to know? How? o How honest are you with what you want, who you are, who you re with, and what you believe in? o Are the people you spend most time with positive, supportive and happy? o Are you spending time with people who are below you so you look good? o Are you honestly taking responsibility for your thoughts, words, and actions daily? o What are you doing to become a more responsible person? o Are your financial standards low, average, or high? o Are you getting sound financial advice? o What are your life priorities? Are they in order? o How are you letting fears get in the way of your goals? o How much is your ego getting in the way of your daily routine? o How well do you handle success? o When do you think you might do this by? o When will you have completed this item? o Shall we focus on X and get more detailed on that? o How can I best help you think through how to make this work? o Are you taking time during the day to refresh and refocus yourself? o How courteous are you with the people you come in contact with? o Are you giving the same kind of service that you d like to have in return? o What are the primary complaints you hear from clients? o What is your definition of a lead? o How do you attract more business from your relationships? o How do you attract more referrals? o Whats your system for managing client databases? o What data are you collecting? o What are the challenges your market is currently facing? o How are you overcoming or taking advantage of them? o Knowing what you know now, what actions should you be taking to generate more income? o What strengths do you have that aren t being used to generate more income? Evaluation
o What is the opportunity here? What is the challenge? o How does this fit with your plan/way of life/values? o What do you think that means? Exploring o What is here that you want to explore? o What part of the situation have you not yet explored? o What other angles can you think of? o What is just one more possibility? o What are your other options? o What are some thoughts or possibilities around this? o Do you want to explore a few different ideas on how to move forward? o Can you see some different angles? o How could I best help you from here? o How do you think we might move this issue forward? o What are some different ways we could tackle this? For Instance o IF you could do it over again, what would you do differently? o If it had been you, what would you have done? o How else could a person handle this? o If you could do anything you wanted, what would you do? History o What caused it? o What led up to it? o What have you tried so far? o What do you make of it all? Implementation o What is the action plan? o What will you have to do to get the job done? o What support do you need to accomplish it? o What will you do? o When will you do it? o Who could help you get started? Integration o What will you take away from this? o How do you explain this to yourself? o What was the lesson you learned? o How can you make sure you remember what you have learned? o How would you pull all this together? o Who could help you pull all this together so you leverage yourself? Learning o What was your big insight this week? o What did you find out about yourself? o What thoughts have opened up?
o What did you discover about the way you think? o What new habit did you notice starting to take hold? o If your life depended on taking action, what would you do? o If you had free choice in the matter, what would you do? o If the same thing came up again, what would you do? o If we could wipe the slate clean, what would you do? o Who are the mentors you have chosen to learn from? o Who is teaching a class on the subject you want to learn? Listing Growth o Did you turn down the listing or did they have an objection you couldn t handle? o Is it time for you to expand your area that you work? o How focused are you at getting the listing? o What do you do to build rapport? o Are you holding your lead generation accountable for listings? o How much lead generation are you doing per day? o What are you doing to lead generate? o Give me your expired scripts: role play with me now. o On the listing presentations you are giving, are you hearing the same objections over and over again? o On the presentations you didn t get, what would you change? o Do you have any fears stopping you from obtaining more listings? Options o What are the possibilities? o If you had your choice, what would you do? o What are possible solutions? o What will happen if you do that and what will happen if you don t? o What options can you create? o Who have you spoken to about your options? Outcomes o What do you want? o What is your desired outcome? o If you get what you want, what will happen? o How will you know when you ve reached your goal? o What would it look like? o Who will be affected by your goal? Permission o Could I suggest something? o May I tell you why? o What advice would you like me to give you to solve this problem? o Can I share something with you? o Will you do me a favor? o May I tell you? o Do you see any other challenges?
o I have a great idea, do you want to try it? o Do you know why? o What can we learn from that? Perspective o When you are 90 years old, what will you want to say about your life? o What will you think about this 3 years from now? o How does this relate to your life purpose? o In the bigger scheme of things, how important is this? o So what? o Who did you get that perspective from? Planning o What do you plan to do about it? o What is your game plan? o What kind of plan do you need to create? o Who could help you improve the situation? Positive Input o What did you do well and what did you discover about yourself during the process? o What were the highlights of this project and what did you learn? o What went well and would you like to talk about how to do more of this? o What did you do well and what impact do you think this had on everyone else? o Now what? o Who could help you write the plan out? Predictions o How do you suppose it will all work out? o What will that get you? o Where will this lead? o What are the chances of success? o What is your prediction? o Who has done this before and what was their outcome? Resources o What resources do you need to help you decide? o What do you know about it now? o How do you suppose you can find out more about it? o Who has done this before that could help you? o What kind of picture do you have right now? o What resources are available to you now? Substance o What seems to be the trouble? o What seems to be the main obstacle? o What is stopping you? o What concerns you the most about?
o What do you want? o Who has had this obstacle before? Summary o What is your conclusion? o How is this working? o What words would you use to describe this? o What do you think this all amounts to? o Who have you talked to about this? o How would you summarize the effort so far? Taking Action o What action will you take? And after that? o What will you do? When? o Is this a time for action? What action specifically? o Where do you go from here? When will you do that? o What are your next steps? By what date or time will you accomplish this? o Who can you interview that has done this before? Interviewing Others o What is the greatest lesson you have learned? o What are you learning now? o How has failure shaped your life? o Who do you know? Who should I know? o What have you read that I should read? o What have you done that I should do? o How can I add value to you? Ask Yourself o What do I need to know? o Did I move them forward during this session? o Did I add value to them today? o What did I learn from today? Energy Building o When do you think you might do this by? o When will you have completed this item? o Shall we focus on X and get more detailed on that? o How can I best help you think through how to make this work?