Organize Your Training
TIP: If your training budget is small, consider partnering with another brokerage company to share the cost of training.
The more focused and coordinated your company’s training program, the more it will benefit you and your salespeople.
Create a training budget. Consider dividing your budget into training for new associates and for experienced personnel. The requirements for each group will differ significantly.
TIP: If you don’t think you have the time or facilities to do training in house, help your salespeople by developing a list of high-quality outside real estate courses.
Prioritize subjects. Choose topics based on your needs analysis; popular topics might include listing practices, buying practices, prospecting, closing techniques, fair housing, personal career planning, and time management. Also ask your associates what they’d like to learn.
Determine the materials—visual aids, reading, films, tapes, computer-based lessons—that should be used. Try to provide a variety of learning experiences, such as role playing, readings, lectures, and overheads that allow different types of learners to absorb the material.
TIP: Develop a six-month training calendar showing the topics you will cover. This helps associates plan their time to attend. Leave one or two gaps for hot topics or new laws that should be covered.
Plan. Determine the amount of time needed to cover each topic and break up the training sessions into manageable pieces.
Recruit. Solicit outside expert speakers on topics that are beyond your expertise, such as mortgage lending. You might also ask—but not require—individual salespeople to present a particular training session.
Promote. Send several reminders to associates encouraging them to participate in the training. Add prizes or drawings—limited to those who attend—to help build interest.
TIP: If possible, hold longer training sessions on consecutive days rather than once a week to aid retention. If possible, avoid evening classes. —David Knox, David Knox Productions, Minneapolis
Locate. Select a comfortable environment free from distractions—a conference room, conference facility, or hotel ballroom.
Portions adapted from Real Estate Office Management 3rd edition, Real Estate Brokerage Management Council and Real Estate Education Co.
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