Most Agents Aren’t Being Coached.

As the year comes to a close, most real estate agents are doing what they’ve always done.

Reviewing numbers.
Setting new goals.
Buying planners.
Joining challenges.
Consuming more content.

And quietly hoping that this year will be different.

Here’s the uncomfortable truth:

Most agents aren’t being coached.
They’re being stimulated.

Motivated. Entertained. Fed tactics. Sold urgency. Given hope.

But not coached.

Coaching Has Nothing to Do With Motivation

If you study the greatest coaches of all time—across football, basketball, hockey, soccer, college and professional—you’ll notice something surprising.

They didn’t motivate.

They didn’t hype.
They didn’t chase confidence.
They didn’t promise outcomes.

They did something far more difficult:

They removed distraction.
They set uncompromising standards.
They built process.
They created thinking environments.
They coached people—not results.

John Wooden didn’t chase championships.
Bill Belichick didn’t sell belief.
Phil Jackson didn’t rely on intensity.
Nick Saban didn’t tolerate chaos.

They all understood something most agents have never been taught:

Results are a byproduct of standards—not effort.

Real Estate Doesn’t Have a Knowledge Problem

It Has a Discipline Problem

Agents don’t fail because they don’t know what to do.

They fail because:

• They react instead of decide
• They chase instead of cultivate
• They confuse activity with progress
• They outsource thinking to scripts and systems
• They avoid discomfort and call it “balance”

Most real estate advice feeds this pattern.

More leads.
More funnels.
More tactics.
More urgency.
More noise.

But more has never been the path to mastery.

The Best Coaches Reduced. They Didn’t Add.

Every great coach eventually does the same thing.

They simplify.

They strip away:

• What doesn’t matter
• What can’t be sustained
• What creates dependency
• What inflates ego and feeds fear

And they replace it with standards.

Not goals.
Not affirmations.
Standards.

Standards for:

• How time is used
• How conversations are handled
• How pressure is managed
• How decisions are made
• How adversity is met

This is where most agents get uncomfortable.

Because standards don’t negotiate.
And they don’t care how motivated you feel.

Coaching Isn’t About Becoming More

It’s About Removing What Gets in the Way

This is one of the biggest misunderstandings in real estate coaching.

You don’t need to become someone else.

You don’t need to add more personality, more confidence, or more hustle.

The real work is removing what pulls you away from who you already are at your best.

Distraction.
Fear.
Ego.
Attachment to outcomes.
The constant urge to control.

The greatest coaches didn’t try to “fix” people.
They removed interference.

Mastery isn’t self-improvement.
It’s self-removal.

Detachment Isn’t Apathy. It’s Trust.

Detachment is often misunderstood.

It’s not:

• Caring less
• Lowering standards
• Disengaging emotionally
• Saying “whatever happens, happens”

True detachment is something else entirely.

Detachment is trust in your ability to handle whatever comes next.

It says:

• I will prepare fully
• I will execute cleanly
• I will hold my standards
• And I trust myself to handle the outcome

That last part is everything.

Most agents aren’t attached to results because they’re greedy.
They’re attached because they don’t trust themselves enough.

So they:

• Over-talk
• Over-explain
• Over-give
• Over-react
• Break standards under pressure

Fear of outcomes creates tension.
Tension clouds judgment.
Clouded judgment kills performance.

Detachment restores clarity.
Clarity restores judgment.
Judgment restores confidence.

This is why the best coaches demand detachment.

Not because they care less—
but because they understand how fear sabotages execution.

A Dangerous Question to Ask Before the New Year

Before you set another goal.
Before you join another program.
Before you commit to another strategy.

Ask yourself this:

Am I operating at a professional standard—
or am I hoping effort will save me again?

Because effort without standards leads to burnout.
And hope is not a strategy.

The Shift That Changes Everything

The greatest coaches all arrived at the same truth:

You can’t control outcomes.
But you can control alignment, execution, and detachment.

When agents stop chasing results and start holding themselves to higher standards:

• Conversations change
• Pricing becomes clearer
• Time becomes intentional
• Relationships deepen
• Business compounds

Not fast.
But sustainably.
And with far less suffering.

This Is the Invitation

The New Year doesn’t require a new version of you.

It requires a more disciplined relationship with who you already are.

One that:

• Does less, better
• Thinks before reacting
• Embraces difficulty
• Stops negotiating with standards
• Trusts itself enough to let go of outcomes

That is what real coaching does.

And it’s what most of the industry avoids.

What I’m Committed to in 2026

As we head into the New Year, here’s what I want to be clear about.

In 2026, I’m not coaching:

• Hustle
• Hacks
• Scripts
• Shortcuts
• Outcome-chasing strategies

I’m coaching standards.

I’m coaching agents who want to:

• Think more clearly under pressure
• Cultivate business instead of chasing it
• Build trust-based, repeat-and-referral businesses
• Hold themselves to a higher professional standard
• Do the hard things consistently—without burning out

That work lives inside The Performance Six.

Not as a framework to follow.
But as a standard to rise to.

If that resonates, you’ll find your way to the work.
If it doesn’t, that’s okay too.

Final Thought

The question isn’t:

“What do I want in the New Year?”

The real question is:

“What standard am I finally willing to live up to?”

Because once the standard is set…

Everything else follows.