I am planning to offer some type of training to my agents in office. Anyone have any suggestions.?

Asked by Jacques Ambron, Forest Hills, NY Tue Aug 7, 2012

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Sandy Setliff, Agent, Anna, TX
Tue Aug 7, 2012
Our broker does a mix of guest speakers (appraiser on the appraisal process, Social Media 'expert' on marketing through Social Media, Motivational Sales speakers, etc.) and practical hands on training such as filling out a contract or special addenda, tips on working with buyers, listing appointment strategies, etc. This variety of practical training and motivational speakers is good to keep us all on track with our real estate goals.

Best regards...

Sandy Setliff
1 vote
Bill Eckler, Agent, Venice, FL
Wed Aug 8, 2012
Hi Jacques,

Great question, but one that would probably best be directed toward your agents. It's always best to focus on the needs as percieved by them rather than someone else. You could post a list of possibilities and an area for them to add their wishes.

You would be on the right track by keeping this relevant.....

Good luck,

1 vote
Janet Nation,…, Agent, Baldwin, NY
Tue Aug 7, 2012
Jacques you know best what type of training your agents need, we can give suggestions all day long but they might not be relevant.
1 vote
Lyle Wolf, Agent, Morristown, NJ
Tue Aug 7, 2012
The most useful sales training I have ever received was in DISC personality profiling.

Check it out:
1 vote
Dorene Slavi…, Agent, Torrance, CA
Thu Aug 9, 2012
Dear Jacques,
New agents need a non-competative Mentor after getting their license. In my opinion that is the key to being successful in this business. The Mentor should be one of the top agents in your office, with tons of listings that they can put the new agent into for Open Houses. The new agent should be able to use their "own" signs and advertising for the Open and retain all interested buyers as their clients. The mentor will then assist them in working that buyer and selling that property. After six months of this the new agent will be on their way to establishing their own clientelle.
0 votes
Christopher…, Agent, Tarrytown, NY
Thu Aug 9, 2012
I would consider training that helps to keep them up with the changing times. Marketing, internet, sales skills are all very important. They can take ethics and fair housing when they do their continuing ed. Maybe consider offering a mentoring program within the company for new agents. I think that hands on training really helps what they've learned in school absorb and come to life.

0 votes
Annette Law…, Agent, Palm Harbor, FL
Thu Aug 9, 2012
I truly like Bills response. Here is how I've observed this playing out.

During monthly office meeting
Broker: " I've going to spend $6,000 to help the agents in this office prosper. What do you need? What can I provide to propel you on the highway of success?"

Agent 1: "Better images of broker website."
Agent 2: "Office staff to answer calls as though they are part of the agent team."
Agent 3: "New broker logo."
Agent 4: "Featured Listing for all broker listing on Realtor.com."

Such responses reflect a real disconnect with what is required for success in this business. In this environment, business fundamentals are needed. If, however, the audience of agents are aware lead generation has some role to play in their success, you can prioritize and call in the experts for the inexhaustible list lead generation venues.

Don't overlook the need for agents to practice what they preach. Give agents the skill and knowledge to invest in real estate to secure their future also.

Finally with two legs of the stool in place, the third must be secured also. The agent needs an "A-game." Skills in profiling, needs assessment, benefit structuring and closing complete the trifecta for a successful business.

If I were training beginners, my focus would be to have the agents understand what they bring to the table that is worthy of a chuck of the home owners equity. "Why are you worth $16,000 of a home owners equity?" The response must be free of real estate jargon and foggy talk. The outcome will be an agent who is unapologetic regarding the value they represent and the authority they assert in achieving the goals of their client.
0 votes
Carmen Brode…, Agent, Scottsdale, AZ
Wed Aug 8, 2012
The more information that you can provide about websites and social media the better.
0 votes
Judi Monday,…, Agent, Green Valley, AZ
Wed Aug 8, 2012
The best way to help your agents is show them how to help themselves by being where the Buyers are--which is on the Internet. Show them ways to increase their online presence and your agents will thank you. The by product for you will be more sales for the agency.
0 votes
Don Maclary, Agent, Virginia Beach, VA
Wed Aug 8, 2012
Brian buffini peak producer
If you want to ask why contact me though http://www.chooseahomenow.com
0 votes
John Souerbry, Agent, Fairfield, CA
Wed Aug 8, 2012
In the 1980's, one of the few management fads that made much sense was "gap analysis." Applied to a real estate office, it means identifying key skills required to be successful, assessing the competency level of your agents in those skills, then conducting training to close the gap between their current level of competency and a measurable competency goal.
The challenge with this approach is that it requires individualized training, since no group of people will possess the same competency levels in every skill. But it's much more effective than a classroom of agents looking at their watches every two minutes.
0 votes
Terri Vellios, Agent, Campbell, CA
Tue Aug 7, 2012
That would depend on the mix of agents. Do you have more new agents or seasoned agents?

New agents need everything. Accountabiity, Leading with Profit, Marketing collateral, and so forth.

If I were in charge of the office I would ask each agent where they are challenged and then focus on that.
Web Reference:  http://www.terrivellios.com
0 votes
The Roskelly…, Agent, Gambrills, MD
Tue Aug 7, 2012
Great question Jacques,

I know most agents are not as proficient on short sales as they could/should be and I think that is an area that can always use reinforcement training. Good for you for caring about your team!
0 votes
Akil Walker, Agent, Upper Marlboro, MD
Tue Aug 7, 2012
Social media is in the training now. How to generate leads via website is good example.

good luck
0 votes
Gail Gladsto…, Agent, 11743, NY
Tue Aug 7, 2012
The question is very broad. My meetings are generally hosted by an affinity partner and they provide training and insight into their part of the transaction i.e., mortgage broker/banker, home inspector, appraiser, etc.

In terms of real estate training, as the Broker, you are in the best position to teach/train your agents.

At every meetng, I pick a topic to focus on and each agent leaves with a book on the subject matter as a gift (usually light reading).

There are many trainers at LIBOR and I feel certain any one of them could be hired to conduct some kind of training; I used to teach at CW Post for both graduate and undergraduate, with real estate CE as a benefit to the Realtors in attendance.
0 votes
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