Fueled by the insights she gained from her 10 years of working with real estate professionals as president of Upward Motion, Kim Ades is now changing lives with her company, Frame of Mind Coaching.
Ades
has been named one of North America’s Top 50 “most influential women in
real estate,” and is a regular contributor to national publications
including National Real Estate and Relocation by RISMedia, Real Estate
Professional and more. Ades lives in Toronto, Ontario, Canada, with her
husband and five children.
Tell us how you got started.
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
So your coaching comes from that perspective?
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
Now this is where journaling plays a significant role in your coaching process.
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
Can you give us an example?
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
When we talk about coaching, we usually talk about accountability. What role does accountability play in all this?
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
Why is this so crucial in real estate?
In 1995, I founded Upward Motion and created the Real Estate Simulator, a well-known assessment tool for recruiting, selecting and training top-performing real estate agents. As a young entrepreneur in Canada, I was responsible for bringing that product to the North American real estate market and quickly became well-known for my ability to navigate the industry with a great deal of passion and enthusiasm.
After selling my company in 2005, I created Frame of Mind Coaching, and continued to work intently with the real estate industry. As a result of the data that was collected through the Real Estate Simulator, I discovered that top performers tended to have a far higher degree of emotional resilience than the average person.
,
Yes, I found that people who can bounce back from adversity with greater speed and agility do better in real estate sales. Those who cope more effectively with life challenges will have a higher likelihood of success than others. There are many coaching companies that teach selling skills, but we focus on helping our clients build their emotional resilience.
Salespeople know the tasks they need to do to increase their sales. The question is, what stops them from doing the things they know they need to be doing? At Frame of Mind Coaching, we focus on mindset. We know that if we help them to strengthen their resilience, then they increase their sales.
,The typical coaching relationship does not offer enough time or frequency of communication with a coach to really gain insight into the thinking and values of coaching clients. So we ask our clients to journal online, responding to a number of questions we ask. This allows us to see the patterns in their thinking and behavior, and for us to go straight to the source of their issues. They go online and use our proprietary JournalEngine™ software, every day for 10 weeks. The results are consistently astounding. ,I worked with a broker/owner who has a small real estate company in New Jersey. He was doing all the sales for the company and his salespeople were not doing anything. Through his journaling, I was able to identify what was going on: deep inside, he believed that with only a high school education, he was not smart. His belief was, “I don’t have the right to be wealthy – I don’t have what it takes.” Today, he’s earning over $300,000 in personal income yearly, his office is doing 20 percent better than the local average and he’s allowing his agents to do their own business.
Journaling gives you insight into values and what I call your attitude of approach. It helps you get to the heart of the matter quickly. When someone uses a journal, it enables me to read between the lines and help them make dramatic headway in a very short time. And it affects my clients at the core – they become raving fans. I have found that every successful person, at some point in their life, has spent time writing their thoughts. Oprah, Bill Gates, even Ronald Reagan – journaling eliminates toxins from your mind. It is a huge part of great success.
,
Most coaching relationships emphasize accountability, where your coach holds you accountable. I think that this form of accountability sets up a false structure. I don’t look for external accountability. I help clients understand they are accountable only to themselves. If they are not successful, it means that something is interfering with their ability to reach their goals. The first place we look is their thinking and work with the beliefs that create a contradiction in their goal achievement.
Beliefs fuel your energy. When you take a close look at the beliefs that people carry with them, it becomes easy to see why someone is successful versus not successful. It’s so crazy, why isn’t everyone doing this?
,
It’s amazing. Brokers are dying for agents who can be independent and productive and then they create structures of accountability that contradict this desire. It is an inherent problem in the real estate industry because this approach is counterintuitive.
Real estate coaching is secondary to people coaching. Teaching people how to think is far more important than teaching them the nuts and bolts of real estate sales. When they learn how to think in ways that are useful and empowering, selling becomes a no-brainer.
