Coming from Contribution, by Art Fernandez

Coming from Contribution
Guest article by Art Fernandez, Director of Real Estate Coaching at Coldwell Banker D’Ann Harper, REALTORS®

Almost everyone strives to incorporate philosophies of service into their daily lives, to give back to their communities and help others where they can. Whether it’s involvement in a local charity, a community center, a church, or even in our personal relationships, most of us know about the value of serving others.


Over my 22 years in the real estate business, bringing this philosophy of service has always been a part of my model as it applied to my clients, working hard to take great care of them before, during, and long after each transaction closed. But it was about 10 years ago that I was introduced to the concepts that would see me apply the same philosophy of service to my relationships with other agents. It’s where I began my journey into coaching and leadership training. Over the years since then, I’ve learned to teach proven strategies in an engaging way and to share my own experiences so that others can hopefully be inspired and encouraged, learn from my missteps and build on my successes. It’s been a rewarding journey. Embracing an abundance mentality and a spirit of paying it forward are the core fundamentals of my coaching beliefs, and I have brought that spirit with me to CBDHR.


When an agent starts my “B.E.A.R. Essentials” coaching program, I begin by getting to know them on a personal level. I believe I can only help others if I get to know what they value, what makes them tick and what they are trying to accomplish. After that foundation is established, I’m then able to customize coaching sessions for each agent based on their needs and goals.


Once we’re up and running, a typical meeting begins with an accountability session on the previous week’s to-dos. Then we move on to current business matters, problem-solving, role-playing, objection handling, and offer presenting. (And let’s be honest, there’s probably some jokes peppered in there too. But hey, laughter releases endorphins and decreases stress levels which is a great place to work from. So just think of my bad jokes as a pillar of your success…?) We conclude each session with a re-cap on what we have shared in our meeting and a list of tasks or “homework” as agents often refer to it.


It’s pretty straightforward. And it’s effective.


There are many coaching programs out there. My methods certainly aren’t the only way to succeed in real estate, but they are a proven way to succeed at a high level.


I am honored and grateful to be in a position to assist our agents in the development of their careers, seeking to contribute where I can to help propel each one to the next level.