Tips for Preparing Training Materials

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:

  • 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.
  • 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.
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