b'ing into the office every day. Based onhave talked his way to a solution, but the support and theirTalentsortheinformationfromlistening ear was a critical part of that journey. their Growth Guide, was there anything you did differently to drive their perfor- The last questionyou have both de-mance? vised several specific coaching strategies Greg: Cody enjoys being part of the team and reallyto develop both Michael and Cody. What likes the fact that he is a contributing member. Hehas been the result? What has been the is also competitive, specifically with Michael becauseperformance trajectory for each of them they both started around the same time. for their new business?The biggest change was staying close to him. So, atFor both sellers, their new business is defined below the start of the pandemic when we did work remote,as new direct billing: I had a daily touch-base with him. Fortunately, weCody: were back in the office after a couple of months, but staying close was critical. Cody is a guy that likes to2020 - $48,000 Totalbe held accountable but wants to chart his own way2021 - $324,000 Totalto get there.2022 (early March) - already at $246,000Tara: With Michael, I just had to make sure that I wasMichael:available to listen and to him talk through things. There2020 - $28,000 Totalwereinstanceshewouldneed20minutestotalk through a situation. He would do all the talking, and I2021 - $218,000 Totalwould simply listen. After those 20 minutes, he would2022 (early March) - already at $137,000 Developing Talent Pays Off! 91'