The Positive Coach Approach Training Course

(Two Options: Training Only or Training and Certification)

All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.

Day One:

    Introduction to the Trainer and the Training


Foundational Imperatives of Positive Coaching
    Four Building Blocks
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required


The LAMAŠ Technique - For Coaches
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Eight Guiding Principles of Positive Coaching
    1. Create and Maintain a Safe Environment
    2. Create a Consultative Environment
    3. Build Self-Esteem by Focusing on the Positives
    4. Maintain an Adult Training Environment
    5. The Responsibility to Learn and Grow Lies with Agents
    6. Timelines are Essential
    7. Use Bilateral Action Agreements
    8. Questions are the Key


The High Five Method of Positive Coaching
    1. Expectations
    2. Acknowledgments
    3. Areas for Improvement
    4. Agreements and Solutions
    5. Development of an Action Plan for Self Improvement and Correction


How to Handle Six Common Challenges
    1. "I thought the call was perfect."
    2. "The customer sounded too busy to buy."
    3. "I did the best I could."
    4. "Nobody ever told me that.
    5. "I don't want to be pushy."
    6. "I don't know" or "Just tell me."


Day Two:

    Hands on Coaching and Skills Practice Exercises (Role Playing)


McKee Trainer Coaches Volunteers
    Real agents are coached "cold" on recent phone calls to demonstrate the use of skills and methods

    Coach Trainees Observe and Participate


Discussion and Skills Practice Exercises (Role Playing) for Coach Trainees
  • Round Table Discussion of Observations of "Cold" Coaching by McKee Trainer
  • In Depth Role Playing Using Pre-Recorded Calls
  • Each Trainee Participates in Exercises in Various Roles
    • Coach - Using Newly Learned Skills
    • Agents - Act as Real Agents
  • Coach Trainees
    • Learn to Handle Difficult Agents
    • Role Play Difficult Agents
    Trainees get One-on-One Training from McKee Trainer


Certificate of Participation for Each Trainee (If Certification is not Chosen)

Day Three:


    Optional Certification as a Positive Coach
Follow Up for Certification Includes:
  • Weekly Tips for 30 Days
  • Weekly Communication to Trainer by Coach Trainees (Homework)
  • Written Exam for Trainees
  • 45 Minute Telephone Consultation on Learned Coaching Skills
  • Suggestions and Recommendations for Improvement
  • Positive Coach Certificate of Achievement


Let's talk about it! Call us at 760-738-8200