10 Training Topics for New Associates

  1. Listing presentations: Go over the essential components to listing presentations like pre-listing packages, price analysis, building rapport, property marketing plans, personal promotion
  2. Agency: A review of this will cover the various types of agency relationships such as seller, buyer, dual, and single.
  3. Prospecting techniques: Discuss spheres of influence, FSBOs, cold-calling, and telephone skills.
  4. Personal marketing: Highlight key information about personal promotional plans, direct mail and advertising techniques, and tracking the impact of promotions.
  5. 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.
  6. Comparable market analysis: Explain the basics of analyzing the value of homes and incorporating the information into listing presentations.
  7. 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.
  8. 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.
  9. Disclosure: Explain agency disclosure requirements, lead-paint disclosure, and property condition disclosure.
  10. 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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