10 Training Topics for New Associates
TIP: Rather than always sitting down in a formal way at a designated hour for coaching and training, look for “teachable moments.” If a new salesperson returns discouraged after not getting a listing, spend time helping to analyze the experience and offer advice. —Karel Murray, CRB, Lockard Realty, Waterloo, Iowa
- Listing presentations: Go over the essential components to listing presentations like pre-listing packages, price analysis, building rapport, property marketing plans, personal promotion
- Agency: A review of this will cover the various types of agency relationships such as seller, buyer, dual, and single.
- Prospecting techniques: Discuss spheres of influence, FSBOs, cold-calling, and telephone skills.
- Personal marketing: Highlight key information about personal promotional plans, direct mail and advertising techniques, and tracking the impact of promotions.
- Closing skills: Review different closing techniques, when and how to ask for the offer. Plan for responding to “nos” and strategies for overcoming objections to price.
- Comparable market analysis: Explain the basics of analyzing the value of homes and incorporating the information into listing presentations.
Code of Ethics and Standards of Practice of the National Association of REALTORS®:
Highlight important Articles, Standards of Practice and points of significance as well as recent updates and changes.
- Fair housing: Instruct trainees about protected classes under FHAct, discrimination, how to answer prospects’ inappropriate questions about the make-up of a building or neighborhood, as well as advertising guidelines.
- Disclosure: Explain agency disclosure requirements, lead-paint disclosure, and property condition disclosure.
- Time management: Review how much time should be allotted for various activities, setting up a scheduling system for real estate activities, and how to avoid time wasters.
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