Why I built coachroom.ai

Selling starts with enthusiasm

Many people believe that selling is, above all, a talent. There’s some truth in that. Some people find it easy to strike up a conversation with others. They can get excited about something and convey that enthusiasm to others. For me, that’s one of the most important traits of a good salesperson.

I need to be able to identify with a product myself. When I’m convinced by it, I talk about it differently: with a warmth and passion that the person I’m speaking to can sense. That’s how I understand the saying: the best salespeople are often the best buyers. People who are easily enthused can also be won over themselves.

Of course, some people find this easier than others. But for me, enthusiasm has a lot to do with knowledge. The more I know about something, the more likely I am to discover what makes it special. And the better I can explain why it might be of interest to someone else.

The final third shouldn’t be left to chance

In property sales in particular, it’s often a long road before I actually have a potential client sitting in front of me. To me, it feels as though I’ve already covered two-thirds of the journey by then. That’s my personal way of picturing it, rather than a sales statistic.

That makes this final third all the more important to me: the discussion for which we have done so much preparatory work. This is where specialist knowledge, experience and clear communication come together. I want to prepare for this part as thoroughly as possible.

A customer meeting me for the first time has little reason to trust me initially. A recommendation can give me a head start in building that trust. Most of the time, however, I have to earn that trust. I believe this begins the moment the person I’m speaking to realises: ‘He knows what he’s talking about. And he’s interested in what I really need.’

Right up to the door handle

When I’m marketing a property, I should be familiar with the development and the alternatives. Who is the developer? What do they stand for? Which of their developments have performed well? What has gone wrong in the past, and how did they deal with it? What do the buyers say?

Even when it comes to a particular location, it’s not enough for me simply to say that it has developed well. I want to be able to explain why. What changes have taken place? What makes the place interesting today? What questions remain unanswered?

And then there are the details. What materials are used? How good is the sound insulation? Who manufactures the fittings, what floor coverings are planned, and what alternatives are there? As far as I’m concerned, this can go right down to the manufacturer of the door handle.

I don’t need to go into every detail with a customer without being asked. But if they do ask, I should be able to give them a professional and clear answer. It’s just as important to understand what matters to them in the first place.

At the end of the day, the client trusts my expertise, not my hot air. That’s how I see it. Talent helps me to convey my knowledge effectively. But I’m convinced that a great deal of what makes for a good conversation can be learnt and practised.

What would it be like to live there?

When it comes to property, I believe two things go hand in hand: the property itself and the life surrounding it. For some, the floor plan, materials, quality and potential for return are the main considerations. For others, schools, nurseries, sports facilities and the neighbourhood are the deciding factors. Often, both play a part.

A good estate agent should be able to paint a clear picture of this. Particularly when looking at an empty plot of land or a property on a plan, many people find it difficult to imagine what their daily life will be like there.

I’m thinking of a very simple scene: imagine you’re sitting in the garden with your friends on a lovely evening. Food is being prepared on the barbecue, the children are playing a little way off, and later everyone gathers on the terrace. There’s plenty of space, you’re sitting in the shade, and you feel at ease.

Images like these help people connect a floor plan with their own lives. To do that, I need to really get to know the property: its orientation, the size of the garden, the layout of the rooms and the space that’s actually available. What I describe must suit this home and the people who want to live there.

Learning the content and practising the conversation

These thoughts led to the creation of coachroom.ai. I wanted a sensible learning pathway that brought all these elements together. First, I focus on the content. Then I practise applying this knowledge in conversation, and work on my skills step by step.

When we start accepting our first test users, the full range of features described here will be available. This includes a fixed selection of ready-made courses and expert courses, as well as the option to create your own courses. You can focus on a specific topic and gradually expand your knowledge.

The courses cover a range of topics: locations, products and the skills required for a sales conversation. After all, a conversation becomes easier when I’m familiar with the subject matter and know how to convey it effectively.

When practising an outbound call, I can start by working with a recording and analysing it. I can then practise the conversation with an AI counterpart. I can adjust the level of difficulty, set higher standards or make my counterpart respond more critically.

Roomie helps me increase the difficulty level once I’ve mastered a level. This means I can start as a beginner and work my way up systematically. Different scenarios give me the opportunity to practise difficult conversations too.

My aim is to build up knowledge, apply it and revisit it regularly. coachroom.ai is designed to help people respond with greater confidence and continue learning. In future, we plan to add further content, including from external coaches who make their knowledge available on the platform.

Better advice has a lasting impact

I want to make day-to-day life easier for people in sales. I want them to expand their knowledge, improve their skills and be able to communicate more effectively with customers. That’s why I set up coachroom.ai.

For me, the value of this goes beyond the individual salesperson. If someone understands their product, listens and gives clear advice, their customer can make a better-informed decision. I’d like to see less uncertainty on both sides.

I imagine it as a pyramid. Knowledge and good communication form the base. Better advice and trust are built on top of that. The estate agency, the property developer and the people behind the product can all benefit from this.

That is my conviction and the goal we are working towards. Good advice can build a good reputation in the long term. And, to me, that reputation is one of the most valuable things one can build.