Why Most Realtors Shouldn’t Hire A Coach (and the Exceptions that Prove the Rule)

According to coach Lindsey Litton, there’s a big difference between being a realtor and being a business owner — and that difference comes down to habits.

We couldn’t agree more. After all, only three functions can make or break a real estate career: prospecting, following up, and selling.

The challenging part? Doing those three things consistently. Like, every day.

This mindset shift enables realtors to become thriving business owners — and that’s exactly what Lindsey helps them achieve. She’s a highly successful realtor turned coach for ambitious entrepreneurs.

But she doesn’t believe all real estate agents need a business coach.

Because, again, real estate comes down to just three things… and do you really need a coach to get them done?

Here’s the truth about coaching that no one wants to admit: For it to work, you have to be coachable in the first place.

That’s because, as Lindsey says, a good coach is a pacer runner. They can’t run the marathon for you, but they can run alongside you, warn you about upcoming challenges, and hand you an energy gel to keep you going.

But if you’re not willing to run the marathon, none of this help matters. If you’re not ready to put in the work for yourself, hiring someone to encourage and support you is a waste of resources.

Additionally, every runner (and every realtor) is different. So, a one-size-fits-all approach will never have the same impact as a personalized routine. To get the most out of coaching, it needs to be tailored to you and your goals — and many programs simply aren’t structured that way.

So, though it may be tempting to look around and say, “All the successful realtors have coaches. I should get one, too,” don’t lose sight of these two questions from Lindsey:

1. Are you coachable?
2. What are your goals?

If your answer to the first question is YES and your goals are clearly defined, a good coach can help you close the gap between where you are and where you want to be.

But again: Do you need a coach to help you prospect, follow up, and sell? Or do you need accountability to get those tasks done?

These days, we see many realtors paying for “coaching” that, by definition, is basic accountability. They pay someone to remind them to follow up with their leads, create fresh content, etc.

If that’s what you need, we love that for you. It works, especially early in your career.

But accountability is different than coaching. Society has grown to conflate the two, but for the most part, realtors don’t need coaches. They need accountability partners.

Accountability is productivity-based. How many contacts did you make this week? How many appointments did you schedule? How many contracts were signed? These are actionable, measurable goals that keep you and your business on track.

(Of course, if you need a long-term accountability partner to complete critical tasks, it might be time to ask yourself if you truly want to be an entrepreneur.)

Remember, in Lindsey’s experience, it’s your habits that will make or break your real estate business. That’s why accountability coaches can be instrumental to your early success.

If you’re used to an overly flexible schedule that doesn’t prioritize prospecting, follow-up, or sales, an accountability coach can be a game changer. Even basic time blocking can transform your business.

But again, this is different than general coaching. That term implies that someone will be passing some super-secret industry knowledge down to you, but let’s face it: Real estate isn’t complicated. You don’t need a spellbook to be successful.

You just have to be willing to put in the work and stay consistent.

Now, if you’re launching a business for the first time — with no prior experience and no idea where to begin — a coach can be extremely valuable (at least in the short term).

The same goes for anyone who wants to scale their business rapidly and with strong leadership skills. A coach can help you assess where you are, where you need to be, and your next steps.

(Hint: You probably can’t scale your company as a solopreneur. Teamwork really does make the dream work.)

So, going into a coaching relationship, you need to know what your goals are for your business. Do you want a small team or a large one? How much money do you want to make, and how many hours are you willing to put in to make that happen?

Furthermore, do you want to be in the office 24/7, or would you rather be home with your kids? Do you want to grow your business, or do you want to learn how to invest your current resources?

There’s no right or wrong here. There’s only what you want (your vision) and the smartest way to get there (your coach’s teachings). This is what Lindsey calls “personal development and transformation” or “high-imapct coaching.”

She also offers accountability coaching and small group coaching (accountability with 12 others who are in the trenches with you).

If you think Lindsey’s services would benefit you and your business, you can learn more about them here. Just don’t forget to ask yourself those two key questions first: Are you coachable, and what are your goals?