Too often, agents simply choose an office because it has ‘training’. They don’t differentiate between training programs. Yet, I know all training programs aren’t created equal. In fact, unfortunately, a great many of them don’t assure any type of success. How do I know? I look at what happens to the people after they ‘graduate’ from those training programs. So, I think, if you’re going to go to training, you have the right–and responsibility to yourself–to expect that training program would directly affect your success.
What should you expect from a training program?
What to Look For: Five Critical Points
If you’re looking for effective training to get your career started fast, or re-started, you need to choose a training program that has these features:
1. The objective is fast productivity, not just knowledge. When you interview, ask what the objectives of training are with that company. If it’s just knowledge, run the other way! You will know a lot, but you won’t be in business very long!
2. The training program has business-producing expectations and goals. For example, if you expect to make money fast, your training program needs to help you learn to set prospecting goals and attain them. That doesn’t mean lecturing in class. That means you have an activity plan and are working in the field during the class duration. That also means that you aren’t in class all day.
3. The training program is built around a business start-up plan. Ask to see the company’s business start-up plan for you. If it isn’t sales-producing, it isn’t a real start-up plan.
4. Sales skills are practiced by the students in class. How can you expect to be competent with clients if you haven’t gained competency and confidence in the classroom? Clients are very discriminating these days. They expect agents to know what they’re doing! During the interview, ask for a description of how the students spend class time. If the manager says the students listen all the time, pick up your materials and go to the next interview. You need skills training; you don’t need to know everything the instructor knows.
5. Expectations for achievement in sales developing and packaging are clear. Is this a college-level training? In college, students are expected to perform during the course. If you’re not expected to practice outside class, and get your sales packages together (like listing and buyer presentations), then this isn’t a real training. It’s just a time-eating event. Wouldn’t your consumer expect you to have a high level of competence? Then, your training program must deliver.
Armed with these 5 critical expectations, you can choose a training program that is dedicated to assuring you quick results, high sales skill, and confidence with consumers. Why settle for less?
Question: What went wrong with your traiming? What do you think should have been in your training program?
Want to see that kind of program–and a sample of what it looks like? Check out Advantage 2.0. Click here to see more.