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11 Comments on Training Woes
Sounds like these are not trainers but agents that have been asked or volunteered to train. Being a trainer has it's own set of competencies and communication the expectations and level of compentency before asking someone to do training is important.
That said, it seems incredulous to me that these people are showing so little integrity, because I have found in my coaching practice, integrity is usually one of the values of mega-producers that has helped them achieve what they do!
Joeann, I completely agree with you. Knowledgeable agents who are asked to teach are not necessarily trainers. I have been doing training for years, first as a law enforcement trainer, then through real estate, and I have seen a wide range of training competencies.
That being said, we do need to encourage people to step up and share what they know with the rest. Perhaps what would solve this is if the instructors go through some training of their own to show them how to train.
Thanks for the comment!
Bill
Some people!!! That is so sad. New agents need good mentors and good training - they don't need jerks who don't give a darn.
I think that maybe a trainer needs to have a vested financial interest in the success or failure of the new agents. If they have to take a financial hit for being a bad trainer... And on the flip side, get a financial incentive for being a good trainer... Base it on the success or failure of the new agents they train.
Maybe your friend needs to check into the trainer's personality as well as their sales ability. Not everyone who can sell can teach others to sell. What is the trainer's reason for wanting to be a trainer? If it is strictly financial, forget about it! Try to find soft-hearted people who want to help others for the sake of being helpful and professional.
My first broker's training was similar. Many of the trainers were there just to make a few extra bucks or to placate their broker. Their training often revolved around their sales "system" which they would so generously offer to the new agents - for a discounted price (yeah, right)! Some new agents paid between $80 to $100 for a listing presentation that amounted to 16 pages printed in black and white in a notebook. Others paid up to $300 for the latest marketing idea - a box of 200 sponges with their name, phone number, and the company logo imprinted on them. I was surprised at how eager new agents are to spend their money on things that the trainer says will "guarantee" success. Newbies are too vulnerable to be exposed to these kinds of predators. Most just don't know any better and they are not aware that they are swimming with the sharks.
That's why I left my first broker and am now with EXIT Realty. There is more of a team atmosphere and attitude. Everyone helps everyone else. Our team is small, but good. Our broker does most of the training himself.
Sometimes I think brokerages get too big to even care about what happens to their new agents. I've seen brokers charge outrageous fees for things agents can purchase elsewhere for less - and they promote these items in their "classes". I really think some are just want to milk as much out of the new agents as they can. Why else would they recruit a hundred new agents in the spring - then by fall, there might be 10 left. Its like they throw them against the wall and see who sticks. I hope this isn't the case with your friend's brokerage.
Ok, sorry for ranting... I am pretty passionate about this issue - can you tell?
Patti, I'm glad you're passionate :) I am the same way when it comes to training!
His brokerage is not quite that way, but it is close. Of course, my solution for HIM is simple.... he just needs to join my company! :)
Thanks for the comment,
Bill
Brokers and managers can only lead by example......no amount of training will change the conduct of those who don't have a leader who is an example. Your staff does not have to like you as long as they respect you......
How much do you think the average real estate agent, new and experienced, WILL and SHOULD spend on training per year?
Thanks for your help.
Jesica, good question. I think that it depends on the availability of resources for that agent. For instance, my company provides a humongous amount of training and coaching for new and experienced agents at no cost. If you are with a company that doesn't, then I think it's reasonable to pay at least a thousand dollars a year for training. You should constantly be going to seminars or classes to keep your edge sharp. FOr example, when I was with my previous company, I paid about a thousand dollars in one year to get my GRI designation - not for the designation, but for the fact that there was so much good training to go with it. Now I pay between three and five thousand dollars a year for training. I go to at least four or five events ouf of state each year, plus several in my region. The highest productivity agents understand that they constantly have to earn, but they also need to learn.
If that didn't answer your question completely, I'd be glad to email you or answer you further on here.
Thanks!
Bill,
I am licensed to teach the pre-license sales course in my state (Georgia) and I love it. I generally average two to three hours of prep time before each class. I sit in the back of the room and review the power point presentation and also review my handouts to ensure that the information is up to date.
I have experience training adults from my time in the Navy when I had to prepare my sailors for watch station quals and advancement exams. Some people are more hands on and some people are more book smart. You just have to understand that and not take it personally when someone doesn't grasp the information.
Also, it is difficult for some people to adapt to a classroom environment whan it's been awhile since they were in school. Test phobia seems to be the biggest "headache" for students. I try to quiz after each topic to get students used to test taking and also a review to see how many of the class understood the topic. I've only had to go back once, and that was the first class I taught. Feedback from the students has been that they like it because it also gives them a study guide for the topic.
Hope I wasn't too off topic.
Hi Bill,
Well, speaking as someone who has been in one of our/your structured training programs it is a joy to stay on topic and follow the structured course outline. Our structured training programs are equivalent to going through a college course. You need to stay on topic and absorb as much as you can.
Now, the funny and ironic thing about this is the fact that even when the mega-agent trainer is on their game...it's great, and when they're off topic....you still learn a whole bunch! I guess that's just the culture of our company.
However, my vote is to stay on schedule and stay on topic, for the on-going, structured training courses.
You do an awesome job! Thanks for being there for all of us!
Kirk, Greenville, SC
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