COACHING QUESTIONNAIRE

Thank you for taking the time to fill in this information and for inquiring about our
Coaching Program.
Please take a few minutes to complete this self-assessment. All information will be
used exclusively by Legacy Capital Solutions, LLC/REIC to assess whether we believe
we can assist you in creating the results you desire, and is considered confidential.
Once you have completed the questionnaire, please email it back to us or fax it to
508-438-1461. You need not complete every section of the questionnaire if some
items do not apply to you. Once we have reviewed your completed questionnaire, we
will contact you to discuss our coaching services in more detail. Thanks again. We
look forward to hearing from you soon.

Name:

Company:

Address:

State
City: : ZIP:

Office Office
Telephone: Fax:

Home Home
Telephone: Fax:

Cell: Email:

Website:

Best Time to
Contact: At:

1
COACHING QUESTIONNAIRE

2
 SECTION 1: PERSONAL

ANSWER ALL QUESTIONS IN THE GREY AREAS / BOXES, UNLESS OTHERWISE DIRECTED.

1) Can I be objective about Yes No

myself?

2) Am I motivated to change? Yes No

3) Am I willing to ask myself (and others) tough questions Yes No

about myself?

4) Will I honestly and thoroughly assess my problem areas? Yes No

Absolutely

5) What has been my personal focus in life? Where do I spend my time and energy
in my personal and
business life?

6) Describe six (6) events that have shaped your life and what you have learned from
them.

Event 1:

I’ve learned that:

Event 2:

3
SECTION 1: PERSONAL

I’ve learned that:

Event 3:
I’ve learned that:

Event 4:

I’ve learned that:

Event 5:

I’ve learned that:

Event 6:

I’ve learned that:

7) What do I value most in life?

4
SECTION 1: PERSONAL

8) I’ll know I have succeeded in life when…

9) What is the best thing in my life today?

…

10) What is my biggest fear?

11) What am I most grateful for in life?

12) For each characteristic, indicate how you would describe yourself: Always,
Often, Sometimes, or Never. (Put an X in the corresponding box)
Sometimes

Sometimes
Always

Always
Never

Never
Often

Often
Characteristic Characteristic
Ambitious Compassionate
Know what I want Happy
Devoted Optimistic
Disciplined Understanding
Hard worker Tolerant
Determined Sincere

Creative Reliable
Intelligent Trusting
Good problem solver Patient
Fast learner Reasonable
Business knowledge Fair
Knowledgeable Composed
Able to focus Honest

Confident Clear communicator

Courageous Enjoy being with

5
SECTION 1: PERSONAL

people
Positive self-image Good speaker
Assertive Good listener
Decisive Good motivator
Strong Persuasive

Know my priorities
Good planner
Organized
Able to obtain
results
Good time
management

List any characteristics, not listed above, that you would use to describe yourself.

6
SECTION 2: GOALS AND EXPECTATIONS

1) How do you see yourself one (1) year from now?

2) How do you see yourself five (5) years from now?

3) Describe three (3) aspects you most want to improve or items you want to
accomplish as a result of your coaching session.

4) Why do you want to achieve these things?

5) How will you know the coaching program is helping you achieve your goals?

6) What area in your life would you like to work on the most?

7) How long do you want to be in the business?

8) What are you passionate about (gets your blood pumping / gives you joy)?

9) If your life was as good as it gets, what would be different?

10) If your job were as good as it gets, what would be different?

7
SECTION 2: GOALS AND EXPECTATIONS

11) What is important about success to you? (It is different things to different
people.)

12) If you could have anything you wanted – anything at all – what would it be?

13) What is important to you about money?

14) What has your gross business annual income been for the past three (3) years?

Last Year
2 Years ago
3 Years ago

15) What are your three (3) biggest frustrations in the business?

16) Based on the current condition of your business, what do you expect this
coaching program to do for your business?

17) What do you think will be necessary for you to reach the objectives you listed
in 16) above?

18) How long do you think it will take you to reach these objectives?

19) What other expectations do you have about this coaching program?

8
SECTION 3: YOUR BUSINESS

1) Company Information …

Number of employees:
Market Average Sale Price:
Your Average Sale Price:
Average Time on Market:
GCI:
Net Profit:
Number of Employees:
Number of full-time
employees:

2) Owner Information …

Education of Owner(s) (if more than one, enter total

number of each)
Some high school
High school graduate or GED
Some college
4 year college degree
Graduate degree
Age of Owner(s) (if more than one, enter total number of
each)
Under 30
30 – 39
40 – 49
50 – 59
60 – 69
70 +

9
SECTION 3: YOUR BUSINESS

3) What kind of marketing are you doing?

X
Newspaper
Direct Mail
Internet
Phone Blasting
Magazines
Brochures
Direct Advertising
Fax Back
Telemarketing

4) Do you do Open Houses?

Every Weekend Sometimes Never

5) Do you Prospect Daily?

X
Past Clients
FSBO
Expired
Sphere
Just Listed
Just Sold
Business
Rentals
Business Managers

10
SECTION 3: YOUR BUSINESS

6) Where does your business come from?

% Example
Referrals In coi/pc 34%
Expired 5%
Past Clients 12%
FSBO 13%
Mailers 15%
Circle of Influence 8%
Just Listed / Just Sold 12%
Other(s) 1%

7) Do you know your cost to list each property?

No Yes…...Amo
unt

8) What is your business cost per $

month? present

9) How many employees do you have?

Name Job

11
SECTION 3: YOUR BUSINESS

10) How do your assistants or staff create revenue? How much?

11) Do you have a lead follow-up system? What is it?

12) Technology…

Are you good with a computer?

Do you have a Hand Held (Palm
Pilot)?
How important is your computer?
How do you track your income?
How good is your client database?
How current is your client database?
How do you track your sales
numbers?
Which computer programs do you
use?

13) Internet…

Do you have high speed Internet?

Do you have a website?
Do you keep online listings?
Do you maintain “Virtual Tours”?
Do you normally communicate by e-
mail?
How often does someone check
your e-mail?
Do you have a signature file?
Can we use e-mail with each other?

12
SECTION 3: YOUR BUSINESS

14) Personal Work Environment …

How many days per week do you

work?
How much vacation time do you
take?
Do you set goals?
Do your goals mean a lot to you?
Are you receiving Company
Training?

15) Have you ever been in coaching before? If yes, who was your coach?

16 A) What types of financial reports do you generate on a regular basis?

Profit and loss Projections

Budget Balance Sheet
Statement of Cash Other
Flow
B) How often do you generate these financial reports?

Weekly Monthly Quarterly Annually Other

C) For the reports you produce: How much of the information do you
understand and use?

All of it
At least 75%
Between 50 and 75%
Between 25 and 50%

13
SECTION 3: YOUR BUSINESS

Less than 25%

17) What other concerns do you have about Finances?

14
SECTION 4: LEADERSHIP AND MANAGEMENT

PUT AN ‘X’ IN THE APPROPRIATE BOX FOR THE FOLLOWING QUESTIONS.

1) Do you have a clear understanding of what you want from your life?

Almost Always Frequently Infrequently Never

2) Do you have a clear vision of what you want from your business?

Almost Always Frequently Infrequently Never

3) Do your employees have a clear picture of what this business is about, and
do they understand their role in fulfilling that picture?

Almost Always Frequently Infrequently Never

4) Do you work more hours and get more done than anyone else in the
business?

Almost Always Frequently Infrequently Never

5) Do you lead and inspire others to do their best?

Almost Always Frequently Infrequently Never

6) Do you feel like you’re in control of how you spend your time?

Almost Always Frequently Infrequently Never

7) What other concerns do you have about leadership?

15
SECTION 4: LEADERSHIP AND MANAGEMENT

8) How consistent are the results your employees produce?

Very Somewhat Somewhat Completely

consistent consistent consistent inconsistent

9) Do you have a recruiting and hiring system in place?

Yes No Other

10) Do you have a written organizational chart for your business that defines
the functions for each position?

Yes No Other

11) How often do you conduct employee performance evaluations?

Quarterly Twice a Year Once a Year Never

12) Would you be in trouble if a certain key person(s) were to leave the
business?

Yes No

13) Staff training runs smoothly, consistently, and produces satisfactory

results.

Almost Frequently Infrequently Never

always

14) What other concerns do you have about Management?

16
SECTION 5: MARKETING

1) Describe your customers. What are their typical ages, gender, income
levels, and occupations?

2) What is your target market?

3) What is your average sale price?

PUT AN ‘X’ IN THE APPROPRIATE BOX FOR THE FOLLOWING QUESTIONS.

4) Do your customers clearly understand what distinguishes you from your

competitors?

Almost Frequently Infrequently Never

always

5) Do your marketing efforts carry a clear, consistent message?

Almost Frequently Infrequently Never

always

6) How much of your business do you generate from the Internet?

75% + 30 – 75% 10 – 30% Less than

10%

7) How much of your business is generated by referrals?

80% + 60 – 80% 25 – 60% Less than

25%

17
SECTION 5: MARKETING

8 A) How many names do you have in your database?

B) How often do you update your database?

9) How much do you spend on Marketing per month?

10) What concerns do you have in the area of Marketing?

18
SECTION 6: LEAD GENERATION

1) How do you attract the majority of your clients? (X all that apply)

Referral Direct Mail

Reputation Telemarketing
Print media Radio / TV
advertising advertising
Internet Yellow Pages
Other
(specify)

2) What promotional efforts have you tried? (X all that apply)

Direct Mail Internet

Yellow Pages Telemarketing
Print media Radio / TV
advertising advertising
Other
(specify)

PUT AN ‘X’ IN THE APPROPRIATE BOX FOR THE FOLLOWING QUESTIONS.

3) How effective were your efforts?

Very Somewhat Somewhat Completely

effective effective ineffective ineffective

Please Describe.

4) Does your business get all of the qualified leads it can handle?

Almost Frequently Infrequently Never

always

5) Do you have an adequate budget for generating leads?

19
SECTION 6: LEAD GENERATION

Almost Frequently Infrequently Never

always

6) Is it easy to determine the effectiveness of your lead generation activities?

Almost Frequently Infrequently Never

always

7) Do you easily obtain referrals from existing clients?

Almost Frequently Infrequently Never

always

8) What concerns do you have about Lead Generation?

20
SECTION 7: LEAD CONVERSION

PUT AN ‘X’ IN THE APPROPRIATE BOX FOR THE FOLLOWING QUESTIONS.

1) How much do your sales vary month to month?

Less 10 – More than

30 – 50% Don’t know
than 30% 50%
10%

2) What percentage of qualified leads does your business turn into sales?

Less 5– 10 – 15 – More Don’t

than 10% 15% 20% than know
5% 20%

3) Do you easily overcome the most common objections to the sale?

Almost Frequently Infrequently Never

always

4) What other concerns do you have about Lead Conversion?

21
SECTION 8: CLIENT PERFORMANCE

PUT AN ‘X’ IN THE APPROPRIATE BOX FOR THE FOLLOWING QUESTIONS.

1) How satisfied are your customers with your services?

Very Somewhat Somewhat Very

satisfied satisfied dissatisfied dissatisfied

2) How satisfied are you with the quality of your services?

Very Somewhat Somewhat Very

satisfied satisfied dissatisfied dissatisfied

3) How consistent is the quality of your services?

Very Somewhat Somewhat Very

consistent consistent inconsistent inconsistent

4) How many of your customers become repeat customers?

All
75% or more
50 – 75%
25 – 50%
Less than 25%

5) How well would your client satisfaction systems work if your sales doubled
next week?

Flawlessly
Pretty well, only minor problems
Significant problems would occur
It would be disastrous
Othe
r

22
SECTION 8: CLIENT PERFORMANCE

6) How often do you find yourself “putting out fires” to maintain client
satisfaction?

Less than once a month

2 – 4 times a month
2 – 4 times a week
Every day

7) How confident do you feel in your ability to improve your client satisfaction
system?

Very confident; I know exactly what needs to be

done
Somewhat confident; I think I can fine-tune
some key parts of the system
Not very confident; I can only find minor areas
that I could improve
Not confident at all; I wouldn’t know where to
begin
Othe
r

8) What other concerns do you have in the area of Client Performance?

23