When we started Bruce Keith Coaching and Seminars, we had been going strong in real estate sales for 10 years as a husband and wife team. We could have kept going. At that point, we had been consistently coming in with top sales for our brokerage, having closed more than 1000 deals.
But we realized our passion was not in our own success. It was in helping others get to where we were.
We noticed many real estate agents starting out and struggling. Once they graduate from their qualifying program, they approach the world of real estate with little to no sales skills. But without a strong toolset from which to begin your real estate sales journey, you might as well be shooting arrows in the dark. It’s a talent that needs development, just like any other career. But many still don’t realize that.
Bruce first entered the coaching world by working for three of the top coaching companies on the market. He spent 11 years doing that before starting his own, boutique-style coaching company.
We wanted to change the experience for struggling agents, or for the ones that had stagnated, and weren’t sure why. We saw a lot of potential in these salespeople. It just wasn’t being utilized or perfected by brokerages, or anyone else.
And that’s expected; this industry is commission-based. Most of the time, it’s the survival of the fittest out there. The fastest ones, the strongest ones and the naturally talented ones make it. But the ones who just need a little nudge often don’t.
So how do you accelerate a person from ‘0 to 60 mph’ in real estate? That’s what we figured out. How? By having been there, and done that ourselves.
Sure, we had some background in sales and marketing working at IBM. But no one taught us what the plight would be like, transitioning from predictable salaries to commission-only incomes. No one taught us how to start a business from scratch. And certainly, no one taught us how to work efficiently – and successfully – as a husband and wife team in real estate (trust us, that took some work!).
We learned all of the above the hard way – by our ‘feet on the street,’ and through the ‘daily grind.’ We woke up every day mastering the art of getting over our failures fast. This was so we could make the climb to the next level without wasting time. We discovered how to stay strong, and how to keep learning, so we wouldn’t get ‘stale.’ We took control of our future – we didn’t let circumstances decide it.
Today, we teach those hard-learned lessons in our real estate training programs. The formula that took us years to perfect is now easily available through information products, seminars or personal, one-on-one coaching services.
We’ve seen a lot of success in others through what we’ve managed to put together as teachable material. Our clients have doubled, tripled or quadrupled their sales revenue. They constantly tell us how much our training has helped them, and how different it is than what’s out there.
And to be honest, that makes us really happy, and proud. We wanted to be different at the outset. We just didn’t believe that fancy marketing was the secret sauce to real estate sales. Nor were cookie-cutter manuals other coaches in the industry were (and are) using. You can’t ‘factory produce’ promised results.
Sure, you can use those methods – but they don’t explain everything. Like, why do they work for some and not others? Many have encountered that mystery, we believe.
Our training is different because it’s not theory, and it’s not about marketing investments. It’s about the real, honest-to-goodness truth of waking up every day, and doing your ‘homework.’ We teach you what to do right now to make sales in real estate.
We also keep you accountable to your goals in a practical way. Bruce will actually get you to call him at 6 a.m. if that’s your goal. And he’s not joking about making sure you do.
Going above-and-beyond that, we also pay attention to what makes our clients unique. They each have strengths and situations they can utilize to their advantage. Situationally, farming a 2,000 home subdivision is not quite like selling commercial office space, or cottages near a ski resort. Personality-wise, our clients may not all be good at an approach like cold calling. But they do have something they can use to ‘connect’ with their leads.
We help real estate agents find their ‘nugget.’ And in doing so, we stay away from trying to change their weaknesses. That can be the wrong place to waste your time, if you’re going to waste it in the first place.
We love doing what we do, because we get to watch, on a daily basis, how much real estate sales training makes a difference in people’s lives. Watching the growth and maturation of a person in real estate sales is truly rewarding to us. We hope to continue going strong, with our amazing clients, for as many years as we can!