Posts Taged training

COACHING YOURSELF TO THE CHAMPION LEVEL

Too often, as agents, we can feel like an island out in the middle of the sea with no other land in sight. We feel alone and trapped – far short of where we had hoped or imagined. One of the reasons we selected real estate sales is due to the opportunities and flexibility our independent career offers us. We are truly an independent contractor; a self-employed individual and business.

I frequently say that one of the best things about being an independent contractor is nobody can tell us what to do, how to do it, or when to do it. We control our success and also our failure. At the same time, one of the worst things about real estate sales is that we are independent contractors. No one can tell us what to do, how to do it, or when to do it. It’s the yin and yang of the business.

We are self-employed, so we are our own employers and our own employees. This creates a unique relationship with the potential of a “me/me” conflict. There is a personal, internal conflict between diligence and laziness, perseverance and quitting, success and failure. We have the same responsibilities to manage ourselves as we would if we were managing salespeople in a sales manager role. We must manage ourselves as if we are paying someone else an equal amount of money to do what we make or plan to make.

We are in a competitive business. We are not an exclusive source of real estate services. We are in competition because there are more agents than business. We might like and enjoy these competing agents, but we still must focus on taking market share away from them. We don’t significantly influence the number of transactions done annually in our marketplace. Generally speaking, there are a set number of transactions in any given year in any marketplace. If we want to increase our business, we will need to take transactions from someone else. I know many of you don’t like me saying that, but it’s true. If you get more, someone will need to get less.

We don’t own our prospects; they don’t owe us with their business or commission dollars. Our job is to compete to earn their business initially and continually for life. We must use our sales skills, service benefits, competitive points of difference, value, tools, materials, and systems to promote us favorably to our targeted markets, prospects, and clients.

We must be willing to invest in ourselves and in our business. We have all heard the statement “It takes money to earn money.” We also know the wisest investments we can make are in ourselves. You are the greatest asset you have to create income and expand your business. By developing your knowledge, skills, and attitudes, as well as creating systems that are productive, you are guaranteed growth in your business.

If you want to invest in the greatest asset of yourself, kick start a revenue increase and also ensure your success in the future, you need to focus on 3 critical areas that will make a big impact on your level of success and revenue. Learn more here: http://www.realestatechampions.com/thesuccesstrio

Read More

Problems With Training Today

In talking to real estate Brokers, owners, and executives, I hear this comment frequently, “My agents don’t come to training.” There are a number of reasons why it’s never been more challenging to drive attendance. The agents might feel the internal training is not as valuable. That is either just a perception or could be reality. I have reviewed a number of large international brands’ training courses and there is a high percentage of them that are lacking in instructional design, organization, and content quality.

Let’s assume that the content and value are high for your company’s training, but you still are lacking the attendance numbers you desire. The problem is most likely in the delivery methods of the training. Quality training and skill improvement programs can be segmented into three categories:

  1. Synchronous
  2. Asynchronous
  3. Blended Learning

 

Better than 90% of all training conducted in the real estate industry, whether internal in companies or external providers, is synchronous training. Synchronous training is defined as classes or courses that require the students or learners to be present at the same time as the instructors. The training happens in the exact same hour. Frequently, the synchronous training requires the same location as well. Because most agents’ businesses have shifted to almost 24/7 days due to the technology advancement and open access, some agents plan to attend and then have an emergency come up or become side tracked. Those agents tend to miss your offerings of training. Creating the ability for the synchronous training to be accessible, live without being present in the office, can open doors to agents. Using a live, virtual classroom can increase attendance numbers and participation. Through the proper instructional design, the training can be interactive, fast paced, skill improvement oriented, and fun.

At Real Estate Champions we have done more than 5,000 training sessions in our live, virtual classroom. We have done more than any company in the real estate industry. As good as a live, virtual classroom can be, it’s still synchronous training. Less than 4% of all real estate companies are offering quality asynchronous learning. Asynchronous allows the learner to take a training program or course on their own schedule. Quality asynchronous courses include engagement, feedback loops, contribution and collaboration strategies to create both individual and group learning.  They incorporate scenario learning, gamification, and quizzes.

In today’s learning environment, it is imperative to offer both avenues of learning in the creation of a blended learning environment. The blended learning where there is a clear marriage of synchronous and asynchronous in the design phase of development of the learning is the secret sauce. It’s moving out of the event or “brain dump of information” into spaced or incremental learning. It creates opportunities to implement new technologies and skill sets where agents can at times work independently based on their timeframe, but report results at intervals in the synchronous segments of the blended learning design.

The barrier for most companies, especially smaller companies, is the high cost of development of asynchronous training. Most Brokers and companies can design and deliver synchronous well enough.

It’s when they are faced with building new content, hiring a skilled instructional designer, video production, post-production, integration of games, scenario learning, quizzes and measurement metrics, that’s where the budget can go off the rails.

Companies must create asynchronous and blended learning for their agents. The millennial agents that all brokerages are working to recruit are demanding it. They are natives to online learning. The next generation of agent expects quality, accessible online training and education.

If you are recognizing a donut hole in your training, let me suggest the first step to fixing the issue is awareness. If you understand that your offerings are in one category, synchronous, you know a problem exists. If you want to explore a few solutions to broaden your training offerings into the asynchronous or blended learning categories, I am sure a quick discussion would be in order.

If you would like to understand the ins and outs at a deeper level of asynchronous and blended learning, click on this video link so we can provide you additional guidance in your development of your learning and skill development programming to recruit, retain, and improve your agent’s performance.

zlearning_video2

Read More
Free Weekly Training
Get the latest training, videos, white papers, messages from Dirk, subscriber-only discounts and more....
Yes, I'd like a free coaching consultation
X - Click to Close