Why Real Estate Agents Need Implementation and Execution Support, Not Just Coaching Advice

According to the National Association of Realtors, only 23% of real estate agents who invest in coaching report implementing 50% or more of the strategies taught. The gap isn't knowledge, it's the ability to translate general principles into specific, executable steps that fit an agent's actual business.

WHY BROAD COACHING PROGRAMS STRUGGLE WITH INDIVIDUAL NEEDS

Real estate coaching programs succeed financially because they scale. They deliver the same playbook to thousands of agents across dozens of markets, which allows them to reach massive audiences and charge accordingly. That model works for agents who need accountability or a general roadmap. But it falls apart when someone needs customized infrastructure, individualized attention, and help with execution.

What’s the difference between a fractional COO and a real estate coach? "I get this question a lot from agents who've spent months, sometimes years, working with a coach and still feel stuck," Toby says. "They didn't get bad advice. They just didn't get help doing anything with it."

"I had one agent tell me, 'I know I should be delegating more, but I don't know what that actually looks like for my business,'" Toby recalls. "A coach would tell them to hire a Transaction Coordinator and build out systems. I show up and map the workflow, write the job description, help to hire and train, set up the tools, and help to ensure accountability. Acting as the middleman between the agent and their team members can help to free up the agent’s time and help the team feel supported.”

Research from T3 Sixty confirms this implementation gap. Their agent engagement study found that 68% of underperforming agents cite "knowing what to do but struggling with implementation" as their primary challenge. The difference between top producers and average agents isn't knowledge, it's execution discipline.

ST³ Consulting specializes in that execution layer. Toby works primarily with NYC-based real estate teams, many of them at Compass, which gives her a market-specific advantage that broad coaching programs can't replicate. She understands the operational rhythm of managing listings in competitive Brooklyn neighborhoods versus high-rise buildings on the Upper East Side. She's seen what works for three-person teams versus solo agents trying to scale amongst an agent with close to 100,000 real estate agents.

HOW INDIVIDUALIZED CONSULTING DRIVES MEASURABLE RESULTS

When Toby begins working with a new client, the process starts with diagnosis, not prescription. Strategic meetings focus on understanding the agent's strengths, weaknesses, and specific pain points. Then she builds an individualized plan, not a generalized business growth strategy, but a concrete set of initiatives tailored to that agent's market position and operational gaps.

"I’ve worked with a number of agents that don’t have a good handle on where their deals stand," she says. "Many of these agents had operations managers or virtual assistants to help, but those people weren’t empowered enough to own the process. We restructured how information flowed, changed the training and accountability structure, and the agents gained hours back every week and felt much more organized."

That kind of intervention requires more than coaching advice. It requires someone who understands real estate operations well enough to redesign workflows, retrain staff, and implement new systems without disrupting active deals.

According to RealTrends, real estate teams that align coaching with market-specific operations and individual agent profiles see 34% higher productivity growth compared to teams using generic training programs. As a fractional COO, Toby implements the infrastructure that a full-time hire would take months to build, then steps back once the system is running.

"The teams that scale are the ones that treat operations like a discipline, not an afterthought," Toby says. "Coaches can tell you that. I show you how to do it in your market, with your tools, with your team."

FREQUENTLY ASKED QUESTIONS

Q: What's the main difference between a real estate coach and a fractional COO?

A: Coaches provide advice and accountability. A fractional COO provides the same strategic guidance, but uses it to implement systems, build infrastructure, and execute initiatives alongside the agent. The focus shifts from learning principles to actually getting things done.

Q: Why does market-specific consulting matter for real estate agents?

A: Real estate is hyperlocal. What works for an agent in suburban Dallas doesn't translate directly to a high-volume Compass team managing Brooklyn co-ops. Market-specific consultants understand regional nuances, local CRM tools, and the operational realities of the agent's actual business environment.

Q: How do I know if I need execution support instead of coaching?

A: If you already know what you should be doing but struggle to implement it—or if you've worked with coaches before without seeing lasting operational change—you likely need both strategic and implementation support.