From Assessment to Achievement: Agent Know Thy Self

Achievement is a product of assessment. Typically, to achieve a desired outcome, we assess our capabilities relative to the probability of achieving it. If we decided that the odds are favorable we move forward.  We assess achievement is a variety of ways using an array of personal and professional metrics. For residential real estate agents, professional achievement may be measured by gross commissions, numbers of new listings, or a flow of referrals. These are transactional metrics are easy to measure and manage.  However, what metrics do agents use to assess their personal preferences and capacities, in turn professional potential? Increasingly, professionals at every level of the residential real estate industry are using the tools of reflective practices and select assessment inventories to assess their preference and potentials relative work performance, achievement, and satisfaction.

These approaches to achievement can enable discovery and innovation applicable to professional practice. Residential real estate professionals employing the tools of reflective practice coupled with select assessment inventories can tap reservoirs of dormant potential. While a eureka find; harnessing the power and potential inherent in these discoveries can be challenging. Therefore, working with a coach skilled in performance coaching and assessment inventory interpretation is critical in maximizing beneficial results.

Reflective Practice

Chilean Biologist Herberto Manurata shares “the knowledge of knowledge compels.” Knowledge, more importantly integrated knowledge, enables residential real estate professionals to reflect, plan, execute their business with maximum efficiency. Integrated knowledge is a product of reflection, assimilation, and experimentation. Tools of reflective practice enable real estate agents to attend to actions and events presented in each client engagement. For example, employing a reflective stance with clients enables agents to more fully manage two critical aspects in the sales process. First, manage common client objections. Second, identify and anticipate associated trends and issues that may inhibit closing a transaction.

Reflective practice generates meaningful and formative learnings that influence agents’ ability to execute. Through continual practice and coaching, agents can increase their professional effectiveness by catching themselves being reflective at critical moments in the sales process. As a result, activity evaluating nuances and patterns presented by clients while operating with full awareness of the emotional, cognitive, and environmental variables influencing each sale.

How can you increase your knowledge of and skill with reflective practice? Begin by experimenting with self-inquiry.


When we ask ourselves the question “who am I becoming” self-inquiry begins. We all self inquire. However, the methods we employ to inquire may differ, in turn yielding varied benefits. One approach to self-inquiry are the “5W-1H” questions.  We use them every day. Try this. Ask yourself the following example “5W-1H” questions and then stop and reflect; creating and undisturbed environment for reflective processing.

  • What specific knowledge do clients need in order to make an informed decision to buy now?
  • Who can coach me to maximize my selling potential?
  • When is the optimal time to become a member of a sales team?
  • Where can I find other residential real estate professionals who engage in life-long professional develop?
  • Why does my office manager have reservations concerning me becoming an office manager?
  • How do I incorporate reflective practices into my professional practice?

The “5W-1H” questions will yield data relative to your core orientations, belief systems, and professional habits. These data must be capture in order to inform your thinking and professional practice.

Agent as Researcher

Capturing data is a key skill for agent-researchers. Here are several activities for capturing data and developing reflective responses:

  • Journaling: Engage in self dialogue for self-inquiry. Record questions, intentions, and solutions. Be expansive, deliberate, and non-judgmental.
  • Discussion: Engage in discussion with key advisors. Explore aspects of your journaling with them to determine if new orientations and actions are necessary to move your business forward.
  • Learning: Engage in action learning. Use reflective skills while selling; then, use the activities of self-inquiry to capture key data to discuss with yourself and others.
  • Coaching: Work with a coach performance coach.  Integrate your learnings from the “5W-1H” questions and self-inquiry and apply them in client engagement. These learnings will assist a coach to refine your performance profile and productivity plan.

Call to Action

The tools of reflective practice and self-inquiry provide residential real estate professionals with powerful skill sets for enabling personal and professional development. Become an architect-builder. Use these skills and tools to construct a more productive professional practice. Remember the choice is yours… architect of victim.

Which will you choose?


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