Hi All,

I tried using the search function with no luck.


I am trying to put together a training program for new agents (and less productive agents).

I know this is a critical element of my small family brokerage that has been missing from day 1.

My dad buys and sells land and I deal almost exclusively with his properties. I have over a hundred listings and can barely keep them all serviced.

As a result I've never had to really go out and sell myself to get listings.


I feel that all my agents (myself included) would benefit from a semi-formal training course.

I also think it would be a great asset when hiring new agents.

Right now when we have a new agent hired we go through the office policies, explain how to use the mls, how to use zip form, and some basic pointers on how to start digging up business.

What kind of training are most of the bigger firms offering???


Thanks in advance!

Hello,

The answer to this question depends on several variables- including the type of brokerage you run and your expectations of your agents.

In my experience, the best salesperson training I've seen is one offered by a large brokerage in my area uses- The training is full time from 8-3 4 days per week for 2 weeks and cost $500 to the agent. If I was to design an ideal training program, that's how I would want it. It covered every line on the forms, the company procedures, the interoffice procedures, MLS, etc. The company schedules it monthly and uses 1-2 office brokers from different branches to teach each day.

I've seen smaller, large companies simply offer a series that agents can pick and choose from at their leisure.

In my area, the agent association offers training on purchase contracts and related items as well.

Some larger brokerages also require that an agents 1st 3-4 transactions be done with an experienced "mentor" who looks over everything and also received a cut of the commission - like 25% or so.

I operate a "virtual" brokerage and do not employ any licensed sales people. If I did, I'd probably design a training program online using power point or videos with screenshots, like Go To Meeting. Then I'd offer a quiz or in person assessment to make certain the agent understands the policies covered. This type of training would serve 2 purposes - it would also assure that the agent could work virtually. I think that offering that type of traning to agents who are unfamiliar with working virtually would be setting them up to fail - even if they'd actually make great salespeople.

One of the things I'd also want the salesperson to do is to be productive - so I'd probably enroll them in Buffini's 30 days to success or a similar sales training program.

HTH and feel free to ask more questions.

Many local and state boards also offer training. You may want to tap into one of those.