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Those That Can't Sell Teach and Train! Midori Says HogWash!

I am a trainer not an educator but a trainer and very proud of it. See to me the difference is I train agents to prepare them for their real estate career's and trainer's are an intricate part of their business.

I am in no way knocking educators...I wanted to be one...

I realized I am in fact a trainer/coach and have no interest in helping people to be licensed or maintain their credentials..

I am more interested helping agents to be better than what they were before working with me.

People with a license already.

People who want to stay in business.

Now recently I have heard the phrase, "Those that can't sell ...teach and train!"

A conversation I had recently with a fellow REALTOR.

They were not stating it...they were repeating what someone said to them.

For those of you that believe that...and if you are above training and education....you are in fact missing the boat.

Now can I sell??? To me that is the question...

While selling takes talent and practice and new ways...we have been selling since we were babies. Think about that! You cry and mom gives you a bottle. You ask.... you receive...you sold!

To me there are many aspects of real estate and each and every process is a form of selling. Realize I sell everyday, whether it's getting people motivated enough to sit through a training and to try new things or come into the office everyday.

You may sell the consumer...I sell the pro's and sometimes the pro's just don't buy it so easily.

Sometimes the pro's believe they know more.

Sometimes the pro's are wrong!

When I hear these kind of remarks it makes me sad..not for me..but the narrow mind who says these things..and really believes it.

C'mon these are the types of remarks I expect from someone out of the business.

That would be like me or anyone else saying and thinking that ALL real estate professionals are greedy or bad or untrustworthy.

You don't like it...well neither do I.

It comes down to this....If you are sitting in a education class..you are in fact sold..How did you get there? Were you forced?

In our business is training and education mandatory?

Continued education is mandatory.

Is training mandatory? NO but its vital.

*UPDATE* Funny thing I the trainer....just screened a lead...a form of selling...and the listing machine...now has a listing appointment! So I have to ask...and please be honest..Do you really believe in your heart that those that teach and train cannot sell! For me I don't agree...and the answer is hogwash!

Disclaimer: The opinions expressed by The Activerain Network and it's members and those providing comments are theirs alone, and do not reflect the opinions of Midori Miller and CENTURY 21 Sundance Realty. Midori Miller and CENTURY21 Sundance Realty are not responsible for the accuracy or content provided by The Community.

Posted by Florida Real Estate Trainer | Daytona Beach After School Training | Midori on 04/12/2008 11:20 AM

Comments (50)

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Originally posted at: Daytona Real Estate Training: Those That Can't Sell Teach and Train! Midori Says HogWash!

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50 Comments on Those That Can't Sell Teach and Train! Midori Says HogWash!

APR

2008

I agree with you. Just because you choose to concentrate your time in another area doesn't mean that you can't sell. I think that it depends on what you set your mind to do. No matter whether you think you can sell or not I think you should work in the area of your calling to be most successful.

Excellent points, Midori. I do a lot of training and coaching myself when it comes to the 1031 exchange area. Thanks for the great post.

I guess that depends...if the trainer is ALSO in the industry, I would expect they have a certain level of success that they can show. If not, it would almost seem as though the trainer "fell back" on training because the selling wasn't going so well. It kinda goes along with not taking financial advice from broke people If you want financial advice, get out of your rut and go to someone who HAS money...they know what they are doing.

I think you make good points...I feel that when I help others within our office, I first educate....then train based on the foundation I laid.

I'm sold:-) I'd like to continue to evolve in helping to train and educate other Mortgage Professionals to help them become better which will in turn help make the Industry get better. I can see how you would be very successful at this Midori.

Midori is one heck of a trainer. She is constantly researching ways to make our agents better. She will not be left behind on any new training tools or internet ideas that are in reach of her fingertips. She is the best thing to happen to Century 21 Sundance!

Hi Kim-yes my feeling is I could care less how someone chooses to use their real estate license. Who cares! Its no different than calling our entire profession bad or untrustworthy...if the consumer sees behavior to our supposed own...we wonder why the consumer views us in the way we do!

Ron-I choose to stay in the business but our company policy prevents me from selling...do I have a problem with it NO! I sell everyday! I run a accountability program for our company...I don't need to show credentials or even my past production....their numbers have increased...they have gotten paid more than once this year...and they are ahead of the game.

When I first joined the company...it was my credibility to prove...I didn't have to talk numbers or how much productions I had....it was the passion in my voice...and the knowledge I had to share that these agents were very receptive.

I took one listing this year because the seller wanted me and no one else but I would have done him a disservice trying to service him alone...I shared it with an associate! We can all learn from one another and no two people are the same or think alike.

I have a problem with agents who cries there is no business to be had..I have a problem that an agent is not flexible enough to attend a training or try a new way....and to me instead of sitting at your desk feeling sorry for yourself take a training...if you pick up 1 thing it is in fact well worth it. Thanks for the comment.

Midori, I can tell from your posts that training is your passion. We all have different skills and talents. The key is to find a way to use those skills and talents doing something we enjoy. You've found that. Who cares what anyone says about it. Personally I can sell ice to an eskimo but it doesn't mean I want to. I'm a small time Broker by choice.

I have heard the teaching statements many times and I do understand with and concede your point. I do take the other side sometimes as well. The public school teachers unions (in full disclosure I graduated from a public school) prevent many qualified people form teaching in my state. As a former corporate marketing guy with experience at the vice president level in sales and marketing of several Fortune 100 companies I'm unable to teach high school students sales, marketing and business classes because I don't have the certificate mandated by the state union. I could operate a P & L in the real world of more than $100 million dollars but I'm not qualified to teach in the eyes of the teachers union.

I am blessed in that the teachers union doesn't give a rip about high school coaches so for the past five years I have coached a boys high school soccer team. Yes, I am a teacher of boys on the field of play but I have better credentials to teach the boys about business than about sports.

I think it is a matter of degree's and perception when it comes down to teaching and coaching. Just because you have elected to teach and train does not necessarily mean you can't also be good at what you do but there are those that teach that really couldn't be high flying business people in the real world trenches.

Tim

Lisa-My pleasure...I may have to pick your brain...can't say 1031 is my strongest suit! I try and attend as many of those trainings as I can. Even the trainer can always use a little training.

Jason-that is another reason why I get so involved and love love love what I do...its not just for our agents its also me thinking about my profession. When I sold...I also consulted companies I loved it sometimes more than selling real estate.

Hogwash.... I'm sure it applies in some areas, I've heard it in referring to those that can't play coach.But, that's really about size, so it is probably just a worn our phrase. In your case it doesn't apply.

Team DiMuria- To me mentoring is not that different...that's why I love social networking..I love sharing and learning right here with everyone else....and yes I agree...education...training. When I am better..so are those that work with me.

Thanks Lysa-and you are the best call coordinator!

Broker Bryant-LOL..I would buy from you! :) and with you I think sometimes people don't see it coming. I should not worry about these things but I do..right now real estate is getting scrutinized and in every aspect. When our own says some real negative things about each other...its really lousy to hear...to witness and to experience. It makes me wonder..what the consumer thinks bickering and trashing each other...all in our own industry. I suppose I believe in team my mortgage person, my title officer, my inspector...my appraiser...its a team the players may change frequently and we may only play together once...that one time...I want us all to win and not at the detriment of another. Real Estate transaction takes a team effort. I gotta say ...that is the hardest thing to train associates...TEAMWORK!

p.s. WE do recommend at least 3 of each affiliate!

As a Realtor in training I have found my time with my mentor to be very valuable in learning the basics of real estate. Without that guidance and support I would be having it much tougher in the business and probably have a lot of fear. Anyway, thanks for your post

You've generated a good discussion here. what I find is most important is that people follow their passion For some of us,that is sharing & empowering others. Tiger Woods coach doesn't play at the same level tiger does but can lookobjectively at what will give him the edge! you go girl!

Tim-I am not saying...we have no unqualified teachers, coaches, real estate professionals..you can call me a liar on the spot because I do know better. I prefer training but there is much education to be had...I call myself a trainer...but I teach well.

If you want to be a teacher then get your certification..I'm sure there isn't much more education you will need. Do you know in Daytona you can be a substitute teacher and all you have to have is a high school diploma. To me that is crazy! I don't understand and don't really get it.

You might want to check into teaching some Adult Education Classes...I have seen real estate training classes..no licensing but how to...classes.

I do believe poor "do-ers" make poor trainers. You don't fit that category!

I never really thought about it. I'll tell you what I totally believe! Most managers do not make good sales people! The sales meetings make that obvious. They have no clue what it's like in the real world of real estate sales.

APR

2008

Team Harpers-stick with them and good for you. You know I have heard that before...the fear !

Joeann-I love when you stop by and I love hearing about Tiger Woods info when it comes to training...the whole story is quite interesting!

Gary-thanks there is always mediocre...I like your saying...Thank you for the compliment

Lisa-I am sorry to hear that..it sounds like some of your experiences have not been so hot. Can't say I am talking about managers here...each person in a company plays there role!

What I will say is that in sales meetings most often you will only get so many associates to attend...too busy throwing the independent contractor thing in manager's face..to only utilitze so much of the manager's time due to lack of participating...lack of updated themselves and lack of training...I could go on and on.

We no longer call our meeting business meetings and sales meetings we call them business resource meetings and in 2007 we decided as a team to make them much more fruitful in 2008. They are and the associates like them. WE provide tools, info and a wide variety of info for the everyday in the trenches professional.

To me there is the good, bad and the ugly of every industry...every profession...

I believe that training and selling, and selling and training merge. You are right. Selling is so much more than signatures on contracts. Who here has not literally trained a prospect before listing or closing. Training is also every agent's responsibility. I have heard that statement as well, Midori. Over generalized statements are always inaccurate. If a person pays for a class instructed by a person who "does not sell", how did they end up taking the class?

Having a good trainer/coach/teacher can be a very valuable resource for anyone! Being able to share information in a manner that your client/student/etc. can understand is a very wonderful gift. Being able to help people improve their performance is vital to being a successful trainer/coach having the ability to sell yourself is the way you get more clients and impact more lives. Of course you can sell... your posts are fantastic and are great calls to action!

Best,

Scott

Midori,

I sell everyday. I came from a sales background, but now I get to sell my company's internal customers on their skills, I get to sell consumers by blogging, I get to sell our real estate agents by coaching, training, interviewing and motivating. I sell now more than ever.

I sell what I believe in. Which makes me a seller and not a sell out

P.S. My kids sell me everyday. They inspire my sales world in ways they wouldn't even know because it is instinctual to them.

Some great sales people are poor trainers and some good trainers are poor sales people. Each person is different and to make a general statement like ""Those that can't sell ...teach and train!" are ignorant. It is all about passion. Follow your passion and you will be good at it.

I believe you need to be passionate & thorough when you are doing anything in life. If you are selling then sell to the very best of your ability. If you are training then dive in head first and be an awesome trainer. If you are passionate about what you do & the people leaving your class are better off after leaving your class then you have accomlished something. Keep up your good job.

Brian bartley

Midori. So glad to have your wisdom here! Love reading your blogs.

I'm sure there are agents who can't sell so they go into another line of our industry and then there are some who can sell but like to teach and train. So to me whatever makes you happy!

Great post Midori. There definitely is a difference between training & educating. I believe continued training is key to any Realtor's success.

Midori, I sell, but one of the biggest parts of my selling, is that I educate my clients to the best of my ability. I believe when my clients feel " comfortable" and that they are clear of the path they are on, they are easier and more open to be "sold". So, I think you have to be able to "teach" in order to sell. Great post!

Midori: I train too! And I do it because I love to see people reach their potential in this buisness. This is a business of cooperation, and it gives me great pleasure to cooperate with my fellow agents to excel in this business. Like you, I can sell too. I've got the figures to prove it. :)

Hi Midori, Interesting post. When I started my career, an experienced agent advised me to get the best training I could. It seems that most agents falter because they are never fully trained. I have always believed that good trainers give from 'an overflow' position. You're getting the benefit of what they have accomplished, learned and can now pass on. That's how I've always taught...I suspect that the same holds true for you.

Excellent blog.

Do not believe that starting statement. My wife could sell, being the top producer in our area and sought by many real estate companies through out her 30 years. And she is an excellent trainer to our associates at our office. Many in our office excel from her weekly and private training and have become better associates.

Hello Midori,
If or when an agent thinks he/she needs no more education or training, he/she might as well leave the business. By continuing to grow through both, we become better at what we do, thus more successful. Hello?

Midori,

My comment was not directed specifically at you or your credentials or your personal goals in life. By all means if it gives you satisfaction to teach and train I think you should do it and do it well without apologies to anyone. I believe that you should do the things in life that provide you with the most enjoyment and fulfillment. Who cares what a few disgruntled people may say about teaching,training,etc. if that is what provides you with joy.

I spent two years as a corporate sales trainer teaching sales rep's in seven southeastern states and I can tell you from experience that it was very hard work and served to make me a better employee.

I have no interest in teaching but I do enjoy training other real estate sales people in my local market. My comment was based on the hypocrisy of the few that think only those with certain credentials have the ability to teach others.

Tim

Midori, I train and I sell. Doing both can get very overwhelming! Training is a passion and I love watching our agents "go forth and prosper". Thank you for this awesome post - I'm sticking it on my wall!!!

Tina in Virginia

Monika trains and sells and she hears from some of her students that other educators have no clue what agents do in the field.

I think it is important that instructors know how to walk the walk and talk the talk. Keeping up with todays ever changing markets is crucial and good trainers are important to our success.

Midori,

Training is a passion..I don't preach from a podium. That is not my style at all. I love training and coaching and like Jay stated I do walk the walk and talk the talk and it does make a difference.

Excellent post!

They say this in all fields. I think it is more those you don't want to do anymore, teach or train. Teaching and training takes having that hands on experience.

Midori-I agree with you completely. Our top producing agent in my Nashville office recently took the position as the company trainer. His dream was to always teach and now he is living his dream. He is now my personal coach and a very good one, I might ad. We are all led to do different things in our lives. I'm glad you are getting to live your dream! Elizabeth www.Huntsville-Realestate.net

Midori, I AM NOT WORTHY to be in the presence of greatness!!! I love your posts!! You shoot from the hip, and I totally agree.

I think you brought up some great point but I think it really comes down to the individual. For me to invest a significant amount of time and money into training, it must be with someone I see have gotten results, experts in their fields, not just someone who says they can do it. I have certainly taken courses where I found the instructors are great at teaching but have been teaching for so long that they don't do field work anymore and they have lost in touch with the reality. I used to teach yoga, by practicing yoga regularly, my practice inspires me for new sequencing and pushes me to face new challenges, etc. When I stopped practicing my teaching suffered. It became stale and cookie cutter. And I think that's very important for me when I look for a teacher, s/he must still be practicing the craft himself/herself. It's like blogging. When I read blogs I get inspiration and I tend to write more. When I stopped reading I don't get any ideas churning in my head.

Cheers,

Cindy

APR

2008

The way I heard it "Those that can, DO! Those that can't, teach.

So very glad this in not the case. We have so many good teachers, trainers, coaches who are willing to share their expertise. Glad you are one!

APR

2008

Midori, may I add my voice here? I worked for a firm where training was highly valued, but my other senior managers were unwilling to become trainers. I was the exception. When asked why I did it, I mentioned that it was a great way to hone my skills, and hear new ideas. I never saw training as being done by those who can't do, but rather by those who are the best at what they do.

Hey Midori!!!

It's been a while, but I am back. I see you are training now and have added a really cute background to your page...good for you! I have missed reading your blogs and commenting back because your stuff is always interesting.

APR

2008

I'm trying everything differently this year. And hey...it's not as busy but there is biz going on ..... you give such umph to the word real estate Midori :)

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