Organize Your 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.

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.

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.

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.

Notice: The information on this page may not be current. The archive is a collection of content previously published on one or more NAR web properties. Archive pages are not updated and may no longer be accurate. Users must independently verify the accuracy and currency of the information found here. The National Association of REALTORS® disclaims all liability for any loss or injury resulting from the use of the information or data found on this page.