Facts and fallacies about what a company training program can do for you.

Because my start-up business plan, Up and Running in 30 Days, (Dearborn Real Estate Education Co., Chicago), has been a best-seller, the editors there asked me to update it with a second edition book. Since real estate is changing so dramatically, I wanted to update the potential or newer agent (or even you experienced agents), with the major trends agents need to recognize. This excerpt explores the important trend of company training.

As a National Association of Realtors Educator of the Year, I certainly support training. However, my observation is that few company training programs today fill the bill of what I judge to be valuable training. There are three problems with company training programs:

1. They aren’t taught as ‘training’. They are taught as ‘education’ (someone tells you all he/she knows, so you know what the teacher knows)

2. They aren’t centered on sales. They’re centered on the technical aspects of our business (new agents conclude that memorizing laws and filling in blanks in forms are most important to their success)

3. They aren’t driven by a business-producing start-up plan (and new agents need order and priorities to decide how to put that training to work every day)

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