What separates the good agents from the best? Discipline and habits, says coach Caroline Bolderston. And she’s recently launched a coaching series focused on instilling both.
A former high-performing agent herself, Caroline is renowned as a productivity and accountability ninja. Now she has designed a 90-day program to offer agents all the skills and accountability they require to achieve their goals.
Known as BOLD 90, the program fills a gap in the current coaching market and sees groups of agents take part online in a bid to alter their collective mindset. The first program commenced in February this year, and a second round will run from July 13.
“In all my one-on-one coaching with agents there’s a constant theme that emerges: agents need to do more prospecting, have a better pipeline and have better habits. It comes up all the time, no matter what level of business.”
BOLD 90 commences with a two-hour face-to-face session looking at each agent’s mindset, key performance indicators and goals. Participants then take part in 12 weeks of online mentoring sessions as part of a group, and Caroline explains this is fundamental to the program’s success.
“That visibility in terms of work and results is the key. When people are prepared to be held accountable in a public way, that’s when they embrace change.”
Each week the group reflects on their wins and losses in accountability sessions that focus on their actions and the resulting numbers. They brainstorm together while also receiving coaching from Caroline.
The program concludes with an achievement session that looks back at their results.
“This gives them a new benchmark. They have real data and can see their conversions. It helps them then truly put together a plan because they know what they can achieve.”
Twenty-four agents have just completed Caroline’s first BOLD 90 program, with many also signing up to take part in the next round.
Those participating ranged from new entrants to top real estate performers and seasoned agents.
“There were some pretty big performers in the group because they know they could do more,” Caroline notes. “It’s a program that’s all about the fundamental habits that underpin success.”
In terms of results, the numbers speak for themselves.
“One agent knew he had to get his conversion numbers up. So he went back through buyers that he normally wouldn’t have contacted and re-engaged a buyer back into the market.
“Another agent went back through past appraisals and contacted a couple who had listed a couple of years prior. They listed with him again the next week.
“I also had an agent say they booked double the number of appointments over the period. It takes productivity to a whole new level and actions drive results.
“The more focused agents are, the more ruthless they are with their time.”
Caroline explains that the program is fundamentally about maintaining momentum by changing people’s thinking. It tests their mindset and their beliefs.
“They come out after 90 days and have hopefully changed key habits.”
A former Sydney real estate agent herself, Caroline brings an agent’s perspective to the program. She sold properties in Sydney for over a decade, working for leading brands like First National, McGrath and Belle Property, where she was named the number two agent in their national network.
In 2011 Caroline took on the role of building the Belle Property Academy, where she created a coaching model for agents. Recently she handed over the reins so she could share her skills with all agents.
“I love it,” she says. “As an agent myself, I made all the mistakes. I know what it feels like. I know how lonely it can be. I understand what it takes to bounce back and reset.
“My coaching is designed to help people make better decisions. You need to make a decision in order to make something better. Something has to change for your business to grow. Agents need to understand they might be just one decision away from making significant change.”
The next BOLD 90 Program commences on July 13, with more information available at beingbold.com.au/bold90
