Tips for Preparing Training Materials
TIP: Use active verbs—like identify, explain, compute, demonstrate—to suggest the skills students should acquire. —David Knox, David Knox Productions, Minneapolis
Today, many real estate firms offer in-house training or educational programs for their sales associates. However, large residential firms are more likely than their smaller counterparts to provide such training.
Regardless of your firm's size, conducting your training in-house can be a great money-saver and allow you to focus more effectively on training that can help build your business. Consider these steps when preparing your training materials:
TIP: Ask students what they hope to learn from the course and incorporate these ideas into future sessions.
- Establish written learning objectives for the course and let students know what they can expect to take away.
- Write a detailed outline to help you organize the materials in a local manner.
- Determine who your audience is and develop material to reflect the target group’s prior knowledge.
- Break material down into small units—no longer than 30 minutes—so that it can be absorbed more easily. —Dr. Tony Alessandra, “Foolproof Sales Training,” Real Estate Professional, November/December 1989
- Divide students into work groups to focus on specific aspects of the problem and have each group present its ideas to everyone.
- Keep a focus. Don’t try to cover too many topics in one training session.
- Use handouts. Including, in your handouts, most of what you will say, lets students listen and participate instead of just taking notes.
TIP: Never teach with the lights too low for more than a few minutes; you won’t be able to read your notes and students will drift off. —David Knox, David Knox Productions, Minneapolis
- Incorporate visuals, such as Power Point presentations, overhead transparencies, a flip chart, or blackboard, to highlight key points in the materials
- Offer additional resource lists of books, video and audiotapes, articles, and Web sites to help students build on their knowledge.
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.