onboarding

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Real Estate Sales: Romance or Reality?

February 24th, 2021

Do you think new agents have a ‘romantic’ or a realistic view of the business? Give me some advice.

Do you think would-be and new agents have a romantic or realistic picture of real estate sales?

The ‘romantic’ view: I’ve got my license, my business cards, I’m with a wonderful company. People will find me, be really nice to me, never offer objections, never lie to me, and do whatever I tell them. I will make lots of easy money fast, working no more than 30 hours in a hard week.

The ‘reality’: I don’t expect people to find me. I have to go out and find lots of people. I have to use my ingenuity, grit, tenacity, and never give up. I have to be able to say ‘I don’t know but I’ll find out’ a dozen times a day. I have to be able to tolerate clients not showing up, not telling the truth (come on, don’t be tough on me, it’s true….), not buying when they should, and listing with someone else.

How do we present reality? You can help. I’m editing the 6th edition of Up and Running in 30 Days, the internationally-published business-planning/action book for new agents. I’m also finishing a new book for would-be agents, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

Tell me what you think. I’ve made 2 surveys, one for agents and one for managers. They each will take you just a few minutes, and you’ll be helping our industry prepare people for the reality of the business, not just the romance.

Here’s the link to the survey for agents.

Here’s the link to the survey for leadership.

Please return the survey to me by Feb. 27. If you’re quoted in either book, you’ll receive a copy, of course, and acknowledgment in the book.

Categories action plan, expectations, goals, income, Launching Right in Real Estate, lead generation, new agent business plan, new agents make money, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days
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Give Advice to Would-be Agents

by Carla Cross

February 19th, 2021

What do you wish you’d known before entering real estate?

Give me your expert advice!

What are new agents doing that causes them to succeed–or fail?

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What should be in a start-up program that will help more new agents do well–and do it fast? What’s missing in the training and coaching programs you experienced?

I’m editing Up and Running in 30 Days, the new agent’s business start-up plan, for the 6th edition, due to be out in mid-2021. In it, I show the what, how, why, and how much of real estate activities needed to do well quickly. Up and Running is very specific, and is easy to use to coach new agents to productivity fast. It has the specific prioritized weekly schedule and activities that future-exceptional agents do to assure a sale fast.

Many updates: The 6th edition has lots of updates, including a new section on promoting yourself through social media, new tech new agents need, and alternative methods of lead generation.

In the next blog, I’ll share more of what I’m putting into this wildly-successful program and get your input, too.

I want to make this an honest, straightforward guide. Please help. Download the questionnaire to your computer, complete the questionnaire, save it, and email it to me at carla@carlacross.com. Here is the questionnaire. You will be assisting thousands of new agents as they begin their careers, and, I think you’ll find that being published will help your ‘street cred’ with your clients.

If I’m able to use your comments in my book, you will receive a complimentary copy of Up and Running, acknowledgment of your comments, AND lots of PR–to help you in your recruiting as an expert in helping new agents.

P. S. Please get your comments to me by Feb. 24, so I can meet the publisher’s deadline for submitting the edited book. Thank you!

Categories new agent business plan, new agents make money, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days
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What Do You Wish You’d Known?

by Carla Cross

October 22nd, 2020

Did you feel like you were flying by the seat of your pants when you went into real estate? What do you wish you’d known before you committed?

What do you wish you had known before committing to real estate as a career?

After interviewing dozens of would-be agents, I had compiled a stack of paper that I handed out to interviewees. I was trying to educate them so they could make a good career decision. One day, one of my recent recruits said, “You should put that in a book.” So, I did. Now, I’m creating a new edition of the book. I’ve renamed the book

Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

What should be in the book?

What’s most important for that would-be agent to know prior to committing to a career in real estate?

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What mistakes do would-be agents make in choosing companies? If you had to do it over again, what would you do differently?

Saving You Time and Effort

From all those interviews, I found I wasn’t really interviewing. I was educating. What could I include in the book that would save you interview time, and prepare you for an interview?

What misconceptions do would-be agents bring into the business that cause them to start slowly or fail?

Blast-Off for Launching Right

I’m planning on having the edits done by Dec. 1, so the eBook will be available a few weeks after that. Please add your experience and expertise so I know the contents will be useful to real estate managers.

Just leave me a comment and contribute to our industry. Thank you!

Categories expectations, income, Interviewing, Launching Right in Real Estate, new agent business plan, new agent interview, new agents make money, New Real Estate Agents, onboarding
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In Pre-License? Hit the Ground Running–Now!

by Carla Cross

March 12th, 2020

Are you thinking of going into real estate, or in pre-license study now? Here’s how to assure you start making money fast–unlike MOST new agents!

In pre-license? Here’s how to hit the ground running!

If you’re like most new agents, you wait to start training until AFTER you join an office. Why? Unfortunately, 99% of agents do just that AND don’t sell anything for months!

Think how much faster you could go if you had lots of the organization and training under your belt prior to your first day in the business? Okay. I know. Until you are licensed, you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right Now While in In Pre-License School to Hit the Ground Running. (from my eBook, What They Don’t Teach You in Pre-License School).

New Agents Lose Lots of Time Because They are Not Prepared to Start the Business

New agents generally spend the first 1-4 weeks getting ‘orientated’. Brokers have checklists to assure they get their keys, join the Realtor association, etc., etc., etc. How long do you estimate it takes the new agent just to get those orientation checklists finished? 2-4 weeks? In some cases, they never finish them!!!!! Not only that, they probably think that finishing those checklists assures they are going to be successful agents. Ha!

When Do You Plan to Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business.

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That means you need to start lead generating your first WEEK in the business! From hiring and training hundreds of new agents, I’ve observed they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work new agents doing, the worse their habits become and the less money they make!

A Better Method to Get a Check Fast

Instead of waiting until you are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM you want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in your database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

In fact, as I was writing my eBook, What They Don’t Teach You in Pre-License School, I started thinking about how we could really prepare agents to sell real estate–lots of real estate. That’s how I came up with this checklist. Click here to get it.

By the way, I have used this method to prepare agents to sell real estate as they were in pre-license school. Result: They all started fast and made sales fast.

You Need This! Prepare to Sell Real Estate Fast and Well

This 280+ page eBook is packed with questionnaires, advice, processes, and systems to prepare pre-licensees (and new agents!) for the real world of real estate. I have interviewed thousands of would-be agents, and I know the questions–and dis-information they get! This book gives you the straight scoop!

‘See What They Don’t Teach You in Pre-License School. Only $14.95, and immediately downloadable. Now, a Kindle version, too.

Categories expectations, Interviewing, lead generation, new agent business plan, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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Lead Generation: What The Experts Say Now

by Carla Cross

June 21st, 2019

Lead Generation: What The Experts Say NOW

You’ve heard lead generation is important. But, do you really believe it? Or, are you like thousands of new agents, looking for a different, a better, an easier way to sell real estate? If you’re one of those looking to reject lead generation as the principle for success, you’re not alone. That’s why the failure rate of new agents is so high! The vast majority fail to start lead generating in time to save their businesses!

My Business Start-Up Plan Again Updated

Dearborn Education Company has published the fifth edition of my business start-up plan, Up and Running in 30 Days. Of course, this business start-up plan accentuates lead generation. For the fifth edition, I’ve added new studies, along with advice and observations from top-producing newer agents and their coaches.

Although all successful real estate agents have embraced lead generation as their main reason for success, the majority of real estate pros haven’t acknowledged this same importance of lead generation until the last few years.

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Up and Running in 30 Days puts lead generation front and center as THE main activity real estate agents do to be exceptionally successful.

One of the studies I included in this latest edition of Up and Running in 30 Days was How to Fix New Agent Onboarding, a special report from Inman Select.

Inman Survey: New Agents Are Unprepared for the Realities of Working Independently

One of the big principles in Up and Running in 30 Days is to reveal how agents succeeded—and why they failed. One of the big takeaways of this report is that three-quarters of the respondents said new agents fail in large part because they are unprepared for the realities for working as an independent contractor.

The study revealed that, though some large franchises and boutique companies’ training programs were highly rated, it’s not enough to assure success. Other support systems, mainly coaching and mentoring, were deemed as needed to assure the new agent transferred the knowledge and skills gained in class to ‘real life’. In other words, lead generation activities need to be featured AND coached to.

Does Your Training/Coaching Spotlight Lead Generation?

In that Inman Select survey I mentioned earlier, How to Fix New Agent Onboarding, 47% of respondents stated lead generation is critical in initial training. And, they observed most new agents struggled with lead generation. That’s why this Up and Running start-up plan is so important to follow to the letter!

Inman also noted that new agents spend too much time on marketing and too little time on lead generation.

Which kind of agent will you be—or are you? One who gets after it by contacting many people each week so you have great leads? Or, the kind of agent who rejects active lead generation and looks for ‘an easier way’? It’s as simple as embracing success or predicting failure!

What is the reason you believe new agents fail?

You’ve observed agents coming in and out of your office. Why do you think they fail? What can we do, as trainers and managers, to assure a better success rate?

Take a look at what’s new in Up and Running in 30 Days: updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.

Categories 5th Edition Up and Running in 30 Days, Business Plan, goals, income, lead generation, mentor, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Success, retention, Training, Up and Running in 30 Days, Up and Running in Real Estate
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The 10 Commandments to Follow to Get the Best from Your Manager

by Carla Cross

June 5th, 2019

Here are the 10 commandments to follow to get the best from your manager.

I’m sure you’ve told your manager what you want from him/her. And, the manager has eagerly agreed to give it to you! But, what’s your responsibility to the firm?

From working as an agent for 8 years, and managing agents for almost two decades, I’ve drawn some conclusions about the ‘turnabout’s fair play’ that I believe agents owe managers. I’ve also listed these in the Up and Running in 30 Days, because, I believe if managers are willing to give 100% support through training and coaching each agent to success, agents need to give it their best, too.

Here are agents’ ten commandments to get what you want from your manager:

Do the work.
Don’t argue.
Don’t make excuses for not doing your start-up plan.
Don’t tell the manager you’ve been in the business two weeks and you have a better way.
Do thank your manager frequently.
Do tell other agents that you appreciate your manager’s efforts.
Do tell other new agents you meet in other companies that you have a great manager.
Don’t bug other people in the office to find another answer because you didn’t like your manager’s answer.
Don’t change the Up and Running plan because you “don’t like it”. (You just don’t like lead generating, do you?)
Don’t miss a coaching appointment!

I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important?

Managers: Why not make your own ten commandments and discuss them in your interview process. Then, turn the tables and ask the agent about his expectations of you and the office.

Agents: Before you hire on, get in writing exactly what your manager is going to do to assure your success, so you won’t have disappointments later. Getting agreement on what we both expect before we decide to work together is key to a happy partnership. The only surprises I want you and your agent to have after you start working together are good ones!

Side note: Managers: My belief is that you owe it to your agents to coach each one, regularly and professionally, in starting his or her business. That shows your 100% commitment to each person’s success.

Are You Achieving What You Want?

Many times, we’re not achieving as we desired because we’re not following the right plan–or a plan at all! Why not get on track with the plan that thousands of agents have used to succeed? It’s online now, too. Check out Up and Running in Real Estate. It’s so affordable, at only $249, and it’s instantly available to you. In 8 weeks, it will take you from 0 to successful.

Click here to find out more.

Categories 5th Edition Up and Running in 30 Days, Coaching, expectations, Experienced agent, Interviewing, manager, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Sales, real estate team, selection, Training, Up and Running in 30 Days, Up and Running in Real Estate
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Thinking about Management: How Should Managers Spend Their Time?

by Carla Cross

February 14th, 2019

How much time should you spend in these management activities I’ve listed in the handout below?

If you’re thinking about going into management, you’re probably going to ‘model’ what you’ve seen done in your real estate office by your present manager. That may be good–or bad, depending on how your manager manages his/her activities.

This month, I’m featuring blogs regarding going into management. Why? I’ve been interviewing for that next great leader. Unfortunately, I’ve found few candidates have prepared at all for management. (Read my earlier blogs for preparation needed).

In my Leadership Mastery Coaching program, I provide several analysis tools to help new managers get started right with the best practices. At the end of this blog, grab my Time Analysis for Managers. Use this to set up your schedule (if you’re going into management). If you’re already in management or managing managers, use this to help managers get their priorities right for success.

Where Managers Go Right–and Wrong

In my most popular book, Up and Running in 30 Days, the new agent’s start-up plan, I divide all the activities an agent could do into two categories: business producing or business supporting. Business producing are those activities where the agent is finding, working with, and closing clients. Business supporting are all the rest of the activities. Where do you think agents go wrong? They spend too much time in business-supporting activities.

Now, let’s compare that to the categories and activities managers do. They also divide themselves nicely into busininess-producing and business supporting. (Take a look at my handout at the end of this blog). Where do you think managers go right in prioritizing their activities? They spend the majority of their time in business producing activities: Finding and working with productive agents. (not just crisis management, though).

How do You Spend Your Time?

From working with hundreds of managers in my Leadership Mastery program, I see that successful managers spend the majority of their time in business producing activities. The failing managers spend most of their time in business supporting activities.

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In fact, failing managers become masters of the technical aspects of the business, and spend lots of time preparing and playing technology. (Sound familiar to those of you managing failing agents?) There’s nothing wrong with knowing the technical aspects of real estate and using technology. But, the failing manager focuses and ‘lives’ there.

What’s Your Conclusion?

Let me know how you used this analysis tool. General managers: What did you find when you had a manager use this tool? What changes will you help them make?

Grab my Time Analysis for Managers. Use this to set up your schedule (if you’re going into management). If you’re already in management or managing managers, use this to help managers get their priorities right for success.

Resources (Some are FREE) to Gain those Management Skills

This month, I’m offering some of my management resources free with purchase of other resources. Check it out here.

Categories building team, Coaching, Experienced agent, goals, Interviewing, lead generation, manager, New Real Estate Agents, onboarding, presentations, Real estate as a career, Real Estate Sales, Real estate systems, recruiting, retention, selection
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What If You Knew How to Sell Real Estate BEFORE You were Licensed?

by Carla Cross

June 14th, 2018

What if you knew how to sell real estate before you were licensed?

This month is ‘training’ month. So, I’m writing blogs to help you get more from your training–whether you’re in pre-license or a seasoned pro. In this blog, we’ll focus on pre-license (pass this on to someone who’s in pre-license right now).

Why Not Work on Selling Real Estate While You’re in Pre-License School?

I know. Until you are licensed,you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right (In Pre-License School) Now to Hit the Ground Running.

What The RE Schools Say about Preparing Agents to Sell Real Estate

Dearborn Real Estate Publishing has published my books for a long time. They work with real estate schools, and publish many books to help pre-license students pass the licensing tests. They just started doing a survey with real estate schools. The 2018-19 survey just came out.

Here’s what the schools said in the Dearborn survey:

While 90% of respondents feel they are informing students well on the topics required by the State Real Estate Commission, and 88% of schools feel they are doing a good job preparing students for the exam, only 71% feel they are preparing students for a successful real estate career.

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You know that being in pre-license class! In fact, I think we managers and new agents would say that pre-license courses do little to prepare people to sell real estate. And, in truth, that’s not the job the Departments of Licensing expect them to do.

When Should You Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business. But, when do you new agents actually start lead generating? Do you know? I believe they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work you have them doing as licensees, the worse their habits become and the less money they make!

A Different Method to Get Them a Check Fast

Instead of waiting until they are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM they want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in their database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

I’m Taking It a Step Further

In the next few weeks, I’ll be launching a pilot program to train would-be agents in the basics and get them ready to sell real estate. I’ll be telling you more about it soon. Wouldn’t it be great if each new agent was prepared to work to create a successful real estate career?

Save Time! Get the ‘Scoop’ on Successful Real Estate Sales Here

Would-be agents have a million questions (!) and can take many hours to get answers. Save time and get the real scoop. Grab this eBook. Check out What They Don’t Teach You in Pre-License School, now in its 2nd edition. Includes tips on how to get real answers in the interview, how to choose the best company for you, and guidance in how to launch your career to success.

Categories database, expectations, Interviewing, New Real Estate Agents, onboarding, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, retention, What They Don't Teach You in PreLicense School
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New or Prospective Agents: What Kind of Office Do You Prefer?

by Carla Cross

April 12th, 2018

New or prospective agents: What kind of office do you prefer?

You’re getting ready to go into the interview. Do you know what you’re looking for? Use this checklist to decide what kind of company, office, and atmosphere you’ll feel most comfortable in.

These preferences are excerpted from my ebook, What They Don’t Teach You in Pre-License School.

Interview tip: List your preferences to yourself prior to the interview. Listen carefully in the interview to see how the manager answers your questions on preferences. Is he/she attaching benefits?

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Selling vs non-selling manager

You prefer a manager who doesn’t sell real estate.(non-competing)

You prefer a manager who sells real estate (may provide a good role model).

Training

You prefer a formalized training program.

You prefer to ‘go it on your own’, with the manager available to answer questions.

Large/Small Office

You prefer a large, busy office.

You prefer a small, more laid-back atmosphere.

Large/Small Company

You like the idea of a large company behind your efforts.

You like the idea of a boutique, specialty company.

Many/Few New Agents

You want to be around other new agents like you, so you prefer an office with lots of new agents.

You want to be with seasoned agents, and would rather be among the few new agents in the office.

Top Producer Assignment

You want to be assigned to a top producer to find out how that top producer works, and perhaps do work for that top producer.

You want to become an above-average producer fast, and don’t want to be in the shadows of anyone else.

Age of Agents

You want to be around people your age.

You want to be around people of a wide range of ages and interests.

Work from Office/Work from Home

You want to work from the office, and have a desk at the office.

You want to work from home.

No Supervision/Management

You prefer little or no ‘supervision’. You’ll go at your own speed.

You want and expect leadership and guidance as you start your career.

oach/No Coach

You want a coach dedicated to your success.

You prefer to go it alone and operate independently.

Mentor/Manager

You want a mentor—someone you can go to ask questions at any time.

You want to go to your manager as your trusted adviser.

Did You Change Your Mind after the Interview?

I hope you kept an open mind. Sometimes our views change when we hear benefits that make sense to us. Be sure you’re choosing a manager, office, and company that reflect your values, culture, and preferences.

Want the Straight Scoop on Real Estate Sales?

From interviewing thousands of prospective agents, I’ve learned their concerns. Here’s the unvarnished truth–along with the facts–about selling real estate. You’ll be armed and dangerous (!) in the best sense of the word–going into the interview with this invaluable information.

Check out my eBook: What They Don’t Teach You in Pre-License School.

Categories Coaching, expectations, Interviewing, manager, mentor, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, recruiting, selectcion, What They Don't Teach You in PreLicense School
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What You Should Do in your Second Week in the Business

by Carla Cross

April 5th, 2018

What should an agent’s second week in the business look like?

The next few blogs are excerpted from my ebook, What They Don’t Teach You in Pre-License School (the facts about real estate as a career!).

Here’s what to do your second week in the business.

Business start-up plan: You should start your lead generating now, devoting two hours a day, five days a week. Why? Because you want to generate lots of potential clients so you can choose the best ones. If you don’t start now, you are just putting off your success another month!

Your coach: Meet with your coach at least 3 times this week to assure you’re starting your business to production fast.

Benefits of Shadowing

Shadowing: This literally means following a seasoned agent as he/she does his/her business. Typically, you would shadow an agent doing a listing presentation, a buyer presentation, or presenting an offer. Is it a good thing to do? It depends on the abilities of the agent. If you decide you want to shadow, find out:

What format the agent is going to use; is it a format that you will or have been trained to do (like an approved listing presentation)?

What’s the point of the shadowing?

Will you get coaching on your own presentations as part of the shadowing process?

What are you expected to provide in return?

Shadowing provides a ‘model’ for you. Be sure it’s a model you want to emulate!

What Your Training Priorities Should Be

Most companies have company training programs, or programs they recommend. You should attend.

There are six specific training modules all new agents need to attend ASAP.

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These are:

Lead generation communication skills: You need to learn, and practice the skills of lead generation so you can begin to generate leads (which lead to appointments which lead to clients which lead to SALES!)
Buyer and seller presentations: You should be given these presentations and should practice them. This includes qualifying buyers and sellers.
Business planning skills, including a business start-up plan—you should have a course that teaches you the basics of how the numbers work, and gives you a method to set your goals and keep score
Principles of Agency and how to explain agency to a seller or buyer
How to complete a listing agreement and explain it to a seller
How to write a purchase and sale agreement and explain it to buyers and sellers

Why these priorities? Because these either put you right on the sales path, or provide the technical information you need to support those sales activities.

What About Everything Else?

What about all the rest of the knowledge you don’t have and are afraid someone will find out you don’t have? Don’t worry. You will be able to learn as you go. But, if you avoid getting into the field and meeting potential clients, you won’t need to worry about learning more. You’ll be out of the business…..

See more: For detailed weekly schedules and activity plans for your first two months in the business, see my online business start-up program, Up and Running in Real Estate.

Categories 5th Edition Up and Running in 30 Days, action plan, New Real Estate Agents, onboarding, orientation, Real estate as a career, Real Estate Sales, Real Estate Success, retention, Up and Running in 30 Days, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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Archive for onboarding

You Need This! Prepare to Sell Real Estate Fast and Well

Are You Achieving What You Want?

Resources (Some are FREE) to Gain those Management Skills

Save Time! Get the ‘Scoop’ on Successful Real Estate Sales Here

Want the Straight Scoop on Real Estate Sales?

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