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Brokers Nurture Your Agents-Train Them!

Everyday I have agents begging me..that's right begging me...for help..no they do not ask me to handle their transactions...nor do they want me to do their job. On many occasions these requests come via email..from across the globe..because maybe just maybe their broker is not doing their job.

The common theme..my broker is too busy selling....my broker is rarely in the office...my broker doesn't have a clue!

Guess what you compensate your broker...with every transaction and every fee that exists to work within your brokerage.

Do you know what I say to agents when I hear this?

Pull Your License and don't look back! What makes you think that now...all of a sudden they will change? If you are lacking something in your career and have been..I doubt very seriously things will change unless the broker changes!

See one thing I noticed with some managers and brokers on many occasions they are wrapped up in what they believe is their role.

Wrapped up in productivity meetings..reducing their costs...planning and plotting and handling their own transactions...

On many occasions the best thing they bring to the table is pushing papers and the company name..sometimes they sit counting their dollars..and on top of that recruiting...recruiting any warm body....without a training program....unleashing these agents to unsuspecting people...Congrats..you just did it again!

You met your quota now STOP....and nurture them!

We sometimes think that fresh blood shake things up....and probably holds true in many cases...but what about the folks who have stood by the broker through thick and thin..and you have nothing to offer them except where is your production? When you as the broker should make sure that these agents are trained...

Maybe as a broker you lack the skills yourself...

As a broker its imperative to be current in today's methods..lead by example..in many cases this does not happen...as a broker you should be aware of the ever changing world...how can you mentor and grow your company without putting much effort into it or even understand current market or marketing trends.....as a broker..its your license at stake..and then you have to ask..how did this happen to me?

Train your agents...nurture your agents...and you might find that agents that are happy..productive and feel appreciated.. in return it might make recruiting easy for you. Just like any other form of marketing...

Let's gage the rate of return.

Productive Agents, excited about their work environment=Word of Mouth to everyone they know!

Do you as a broker nurture your agents? If not I'm sure somebody else will!

About The Author: Midori Miller is a licensed real estate associate with CENTURY 21 Sundance Realty, Real Estate Trainer and Manager . CENTURY 21 Sundance Realty is located in Volusia County with 2 office locations to better serve the public. Daytona Beach and Ormond by the Sea.midorimiller@yahoo.com (386) 453-3236

Posted by Florida Real Estate Trainer | Daytona Beach After School Training | Midori on 03/24/2009 09:02 AM

Comments (85)

Productivity Coaching in the Training Channel

agent retention, brokers, managers, word of mouth, quotas, midori miller, daytona real estate trainer, daytona beach real estate training

Originally posted at: Daytona Real Estate Training: Brokers Nurture Your Agents-Train Them!

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85 Comments on Brokers Nurture Your Agents-Train Them!

MAR

I agree 100%. I get tired of hearing it. My reply is same as yours: find a new broker.

Then I hear "but I LIKE the broker," or "The split is good" or "the fees are low." If you get no training/support ... leave.

Excellent post... I flagged for feature Midori

You are SO right! I work with a large, regional, non-franchised brokerage with a MAJOR commitment to its agents. Our brokers in charge are called LEADERS and that is what they are expected to do. The paper pushing is done by a well qualified OA, relieving the BIC from inordinate computer face time so they can concentrate on one on one with their agents. And here's the thing...our LEADERS have LEADERS who are committed to them! There is so much valuable info available to us that sometimes we have to say STOP, I need to go SELL something!

Midori, I would think twice before signing on with a broker who also sold real estate.

Why do agents complain about brokers???

Be your own broker.

Brokers that generate business have no obligation to turn good business over to agents.

If agents want better or more business, work for it.

The broker's job is to generate business for the office and income for themselves. Brokers have needs for income too.

Agents believe that real estate companies should all be "agent centric". I disagree. Real estate companies have to satisfy the bottom line, profit margin to justify the overhead. If the broker has to sell to meet that or personal income needs, they will do so.

Which is one of the reasons why it is so easy to move salespersons' licenses. In MD, it's done with a keystroke on the keyboard. In VA, it's done with the sending of one sheet of paper and a license to Richmond.

"Do you as a broker nurture your agents? If not I'm sure somebody else will!"

What about "learn from your broker the lessons of how to generate business. If you don't someone else will and they will be in a position to benefit from their hard work."

I would have to disagree with the advice to "pull your license". It's ok to move your license if it's a business decision but I don't think that every agent that has a problem is the result of a bad broker. Sometimes agents are just looking for the magic bullet and think, ok, my broker hasn't "helped" me succeed, maybe I can get the help I want from some other source (such as an online coach or such). SO they email and ask for help but it does still boil down to EXECUTION of basics.

When I moved from the local Keller Williams office to a REMAX office, it was based on:
1. cost of doing business
2. participation in an additional revenue stream from REMAX lead generation and LEADSTREET
3. Visibility through their advertising

Now, I don't expect REMAX to generate my business but these were the BUSINESS decisions that led to my decision to move my license.

Most real estate agents can be great agents and still be ill-equipped to be business owners.

Great advice. If your broker isn't cutting it, and you know that you yourself are not the problem, then it's time to move on.

The liability the broker has holding the license is great. It is in his/her best interest to not only mentor but train so the agent thrives and does qualify work. A reflection of the agency and will help it grow in a positive direction. Offices where managers/team leaders do not do production do offer the best, truly there to promote the best. Great thoughts!

AMEN ... seems like some brokers run their office like a local fitness center... get them in get them signed up show them around then get back to the front door to get the next one.. all the while the new members is paying their monthly dues and showing up but nothing is happen and their goals are being missed and soon they just give up ...

BROKERS STOP SELLING OUT AND START SHOWING UP ..

SPOKEN FROM A BROKER / OWNER

I have worked for 3 companies. First right after getting my license the broker just had way too many "newbies" and I felt loss in the shuffle. After 6 months I moved based on the Company name and was glad that the BIC was amazing. Non-selling and always available. The office I am at now I have had 3 BIC's interviewed with the first, never met the second and haven't met the third. I run my own business and since I pay a desk fee I have no pressure and no complaints. I do agree with some of what Lenn has said and right now I am in the process of getting my Broker's License. For those agents that need more direction or motivation a hands on non-selling broker I think is best.

I remember my first contract I wrote in 1989. Literally every entry was scratched out and had to be initialed. It has been a long and winding road. You are absolutley right about the need for these folks to step up to training, and Brokers to be out front leaders and caretakers. Even more, our industry needs mentoring programs that cross agency lines. The enemy are those people who think we are lower than stockbrokers who steal, not other Realtors. Maybe NAR should take the lead, but all of us who are veterans should be open to help other Realtors just like we help our clients.

When I first started I joined a company that was known for there training. Yet I didn't get anything from them. I wrote up my first contract on my own. Negoiated everything on my own. I was told a team would help me, yet everytime I called they were busy with there own transactions. Yet I had to split my commssion not once but twice. For what? Nothing!

When I started the Makeover 2 Takeover that's when I learned everything I know now!!! How to generate business, marketing plan, presentations, listings and more. How through the internet with Midori who lives 4 hours away. I left that brokearge company for something better.

Yes I wanted business and went out and got it, but some people need direction and the primary broker is the one to give it!

A couple of key things

There is nothing wrong with a broker selling! Yes you should be watching your bottom line...always BUT as a broker...the best tool you can give agents is your knowledge...not handing over the business!

There are so many agents out there that are floundering...lost and I believe if you take these great people on and under your license the best thing you can do is train them..plain and simple!

If you are not getting what you need from your company...your broker who is in fact is your leader...yes I do believe you should pull you license and seek employment elsewhere!

Just because you manage or you are a broker doesn't automatically make you a great business person! We are talking about people from all walks of life!

I will respond to comments in a bit while feeding my face!

Great post, Thanks.

Great post...I have just recently switched offices.....to Exit and have a great Broker who is involved everyday with all of the willing agents....he is a great example of what a broker should be. Exit seems to be more team oriented....at least that's my opinion. We should all be able to work together, pass down some wisdom to newer agents and "all" enjoy in the success.

AMAZING POST!!! I couldn't agree more. That is one thing I LOVE about Keller Williams is that the training there is non stop. They also offer "coaches" who sort of act like Brokers except they can be reached 24/7!!

Absolutely right on!

I shared this on Facebook as well. Great stuff Midori!

Sometimes a non-selling broker is out of touch with reality though. We started off working for a non-selling broker and it was horrible. Someone who is active in the market is more aware of the trends and which form to use when. I still think a Broker should provide training and mentoring however, it is a requirement, afterall they are ultimately liable.

Midori - Your post is right on and reminded me of a recent situation in my office. I am the owner of the company, but not yet a Broker (loooong story)...but, will be taking the exam within a couple of weeks.

Last September, we were a fairly new company (about a year old) when our office was damaged in Hurricane Ike. I had 24 agents and a Broker-for-hire that taught real estate at a local community college. Almost all our agents were newly licensed within the previous 6 months. As the owner of the company, I had dedicated my time and efforts to the advancement and growth of our agents. I very seldom did my own deals, preferring instead to give our agents the opportunity to grow their business and gain experience. Our Broker was very seldom in the office and not very involved in operations even though he was paid a weekly salary AND a percentage of sales. He would make himself available by phone, but the agents generally did not "bother" him with their questions (unless it was related to an issue needing Broker involvement).

Three weeks after the storm, my youngest son passed away unexpectedly. Due to my personal loss and the loss of the office, I was not in any condition to be the "leadership" needed to keep an office running. My Broker decided there was no way we'd recover, so he opened his own company and went in direct competition with me...offering much higher splits and a low monthly admin fee to anyone that went with him. I thought I was finished. With the franchise fees we have, and the splits I am able to offer this Broker knew I couldn't compete. But., to my surprise and amazement...I only lost THREE agents (non-producing ones at that). The remaining group has stayed with me...through thick and thin....literally. I still have 20 wonderful associates hanging in there despite the local market, despite the internal changes, and despite the challenges we've been facing. They are busy and starting to hit their stride.

Why did they remain with our company? From what I've been told it was because they know their growth and accomplishment is our priority. They like training. They like being able to have support on listing appointments, assistance with closings, someone to help them when they get stuck. They know I'm personally committed to helping them grow in their career. They understand the value of what we invest in them and they want to be a part of an office that cares. It's the little extras that go a long way.

Brokers have a responsibility to their agents. If more of them looked to training and providing a good solid, happy environment to their team...they'd find the rewards come back in many ways...financially is just one of them.

Great post!

I sell. And I am available to my agents. I return their calls promptly, spend time every day in the office, and have weekly mentoring sessions with each agent. Time is SCHEDULED to mentor/train, and if they don't show up, they don't get it.

Agents know when I will return calls, and what times I'm in the office each day in case they want a sit-down. I answered an agent's call this morning at 7 am, and last night at 8:30 pm. I'm there.

There are good brokers & bad brokers who sell.

There are good brokers & bad brokers who DON"T sell too.

Midori --- You right on target --- I expected to see more opposition here than I have seen. I like Lenn's term "agent centric" --- Our offices are "agent centric" At AgentOwned, it is all about the agents -- what can we teach them so they are more productive, what can we do for them to make them more productive (I'm not talking about referrals either), -- our attitude is the more we can do for the agents, the better service our clients will receive --- which makes this a win - win for everyone. Thanks for sharing, Midori.

Mama Liz's Signature

My opinion is brokers have the greatest influence to their agents... training can easily be arrange but important aspect of running a brokerage is to ensure that agents will develop into a successful brokers. many brokers I see simply don't care if their agents are happy and attain their goals...

Midori - I'm the last one to defend a lazy owner. I have had the opportunity to work in a small office with a national brand, and then later moving to a large office with a national brand. The brand doesn't matter, but the maagement of the office does.

I didn't get a lot of help from my first broker, as a matter of fact, I managed to find my first buyer a house and get it closed before she really know that I was working. And this was in an office with less than 10 people. I didn't know that anything better existed, i just did what i do.

After several years in this office, I started comparing companies to see if my office was offering competitive commission splits amd office fees (they were not). I decided that in order to grow my business, I would have to make a change. My decision to move to Keller Williams was based on the idea that I needed to build a team to support my growth. The Keller Williams training and business models are very supporting of teams. So far after almost 2 years, I can only say that if i had moved earlier, it would have saved me a lot in commissions, and my business would have grown much faster.

The training schedule at our office is amazing. We usually have some type of specialized training every day, from beginners to seasoned agents. At no point does anyone suggest that our office needs more training. It's hard to decide what classes to skip, so that you can get some of the ideas into production.

My previous office did none of that, but that's the curse of a small office. Your training time from the broker is limited, and the rest of the agents are trying to steal your leads.

Midori - I think this is a great post that got a lot of feedback because it is somewhat controversial. I guess my thoughts on the subject are that unless a broker is going to be available regularly to mentor and train the agents, then they should most certainly have a designated person at the office who is available and will mentor and train.

O.K. I'm going to disclose some "dirty little secrets".

New agents are shocked, shocked to realize, after the fact of joining a brokerage, that the employer/broker is not going to hand them buyers and sellers prospects or clients.

Brokers who control buyer and seller business through relo connections, sign calls, advertising, etc. will "give" the best business to agents in their office with whom they have personal relationships.

Real estate school does not prepare new licensees with skills for business generation

Successful real estate agents are not born, they are grown and nurtured through hard work and a sprinkling of help from their employing brokers.

I could go on, but the bottom line is, this is a tough business and business doesn't come easily.

This post could be expanded because it is too short. I agree brokers need to train. We are a small office but have weekly sessions on topics the agents want, very much on the ground stuff, not hypothetical.

However I will fire an agent and did so last year who blames me for their lack of business. You can lead a horse to water but you cannot make them drink. She had the tools and training but never used it expecting me to fill her client book with the wave of a magic wand!

Erika-yes everyone deserves support!

Sarah-I say start with the basics first and work your way into all the information that is availabe..I can tell you..I've learned from many right here on the rain! :)

Patricia-I don't agree with that...I believe that in order for broker's to stay current they should sell. I don't sell often but I do list from time to time and if business does not pick up...guess what I'll be selling more!

Midori - I agree. Training is important...wait, make that important. I hear too many agents complain that they don't have access to their brokers. Mine is in the office everyday and his phone is always next to him. He takes calls when we need him most and always has time to bounce a few questions around with an agent. It makes all the difference in the world to me as an agent. Especially when I first started here.

Lenn- you deserve a spot all your own! I don't believe it should be agent centric..I believe in service...I believe as a broker what you put out is exactly what you are going to get back. I am not impliying in any way that a broker should feed their agents...but teach their agents how to generate their own leads. That means if you are willing to hire them in the first place...just like an agent who I think should pull their license if their training needs are not being met..then as a broker..you have standards and a bottom line...a reputation and maybe if the agent is not up to par..maybe brokers should pull agent licenses or at least take the time to train them. It works both ways.

The point of the post is if you are going to add these agents to your already huge list of agents..you want productive right? You as a broker have expectations...I feel as a broker you have obligations to train..mentor and get them selling real estate. Yes bottom line matters...selling matters...and by a broker selling it will in fact generate additional business for others as well.

Part 2-you are right..to me this business has never been easy..not even in the hopping days...and some will make it and others will not..its the natural order of things...but I still believe no matter how you slice it..as a broker...the broker title is more than just that a title...its a leader...a mentor...

p.s. I tell agents who join our company take the time and read activerain..its faster..you can go at your own pace..and believe me..I highly recommend your writing as training!

Looks like we have a great topic at hand here... I will park and see the results.

Ron-I was a broker in the past..that's right I sold..managed and operated my business...I sacrificed some by the simple fact..I had a crew...as a broker that is a choice we all must make. I know people all over the country who never see their broker's or can't get their broker to answer a simple question and unleash these newbies out into the real world of real estate without the first bit of training. I never forget that I was new once...and we can't assume..everyone knows everything required to be successful..to be profitable..and just because you are a broker or manager does not make you an expert on the business side of things.

Remember people are only as good as the people around them.

Lack of training and support to me is a pretty good reason to pull their license and a very good business decision..I'm not talking about temper tantrums here I am talking about training...educating and keeping your good name. When I joined Sundance..very few had websites..heck that was in 2005..yes its true...not all parts of the country are the same..this company always had an inhouse trainer..the broker understood that while she is good at many things...she can't be all to everyone!

Let's hope those that work in real estate make most decisions based on business!

Manolis-I agree..btw nice to meet you and I'll see you on your post.

Connie-thank you..as the broker...one bad apple can spoil the whole bunch!

Jo-great thoughts and yes I believe everyone should have a broker's license..not necessarily to have their own brokerages..

Joe-my story not that different that might be why I am passionate about this..besides the fact..I do train agents everyday. I changed brokerages so many times in the first year I was shocked that I sold anything..but finally it was the office atmosphere and a broker who really cared. The first week there I wrote a contract..I had 8 assistants helping me...my peers..to this day I will forever be appreciative..I almost quit real estate at that time!

Will be back soon...stuffed my face...and next appointment! Great conversation!

I recently moved to a new broker because ofthe continuous training they offered. It has cost alot more to work here but I feel I have invested in my future. I have a great broker and a mentor who is always willing to help me. I didn't just jump at the switch. The last broker had minimal fees but I have learned you get what you pay for. My broker is always trying to find ways to generate more business for everyone in our office at the lowest price possible. I think having a broker who seems to always be looking out for his agents and still doing what is best for themselves is very important. I think I have made the best decision for me.

Great post Midori - it made a HUGE difference to me that the first office I worked for did a lot of training...

Why do agents complain about brokers???

Be your own broker.

Brokers that generate business have no obligation to turn good business over to agents.

If agents want better or more business, work for it.

Brokers also need to know what they don't know....and when they don't or an agent has more successful experience in an area than the manager....acknowledge it....rather than question....know what you don't know...no one knows it all regardless of their position.

I completely agree that brokers should be non selling! At my office of 70 plus agents we have 2 non selling managers. Our agents know that we are available all day, every day to assist them and help them grow their business. That's my job, not selling houses. To be frank, I can't understand how people can be in this business where the office is run my their competition.

I think that brokers can both sell and mentor and that if you are looking for a mentoring broker that during your interview you should ask questions of what you can expect from your broker. Do they give out leads, help you will advice, give you hands on training? Make sure that they match what you want or need out of a broker. I was lucky enough to have a wonderfully patient broker who is great at managing people and teaching people the ropes of this tricky business.

You're right Midori, brokers should take better care of their agents - The broker would be nothing without their agents!!

Wow, I don't know where to begin.

Brokers or companies don't make agents, agents do. I have never had a company make me, train me, or be the reason I was successful. I did and I did it alone. I have worked for the best but they didn't make me the best.

Changing brokers will not make you any better, if you're good you can make it anywhere, if you're bad you can be bad anywhere.

I always said explain the rules, show me the money and I will win the game no matter where I play and I have.

I have been worked with #1s, been #1, I have won the gold trophy. Now I want the money and that is why I am a broker. I love people, I love the business but in the end I want the money. I will earn and I want it.

Thanks for the advice Midori but I hope I didn't mislead anyone into thinking I was complaining! Far from it. After 29 years in the biz as agent, owner, broker in charge and once again agent, I am agreeing with your thesis that brokers need to train! My brokerage is committed to it, it is refreshing and it is rare...especially after the boom years. No wonder newbies are floundering. But this is still an independent contractor career and you have to look out for yourself. We need to either lead, find someone worthy to follow or get out of the way! BTW, I most certainly do learn from AR! This is an everchanging industry and anyone who thinks they have it all figured out should wait 10 minutes! ;-)

As soon as I realized my broker was totally out of touch with representation and selling real estate, we started our own company, we only hire experience and we sell some of the homes ourselves. I probably get about one or two real estate questions a month from our agents...

Midori...this is a wonderul post. I agree with you in that a Broker need to take time an nuture thier Agents and help them have the tools they need to suceed but but success is ultimatley left up to the individual agent to use what has been given to them.

I knew going in I would be responsible for my own training. I took it upon my self to learn everything I could and am still learning.

As for my broker, he's there by phone 24x7 if I have any questions.

A bit unusual, but it works...

Midori, this is probably the single most important issue brokers need to embrace. I have been with a handful of firms since becoming a Realtor in 1991 and training and mentoring is always a topic of conversation but with few real solutions and very little follow through. New agents have so much to learn. It is almost frightening when I think back at my first few years and realize how much I didn't know! The most effective systems I have observed team a seasoned agent with a new one.

All of the brokers I know spend their time recruiting with the big companies that is what they are given an incentive to do. The more agents they can find the more sales.

Hi Midori -- I believe the dilemma comes more in the form of structural inadequacies in the predominant business models in which brokerages and their independent agents co-depend on each other. I think the traditional, brick-and-mortar type of business model which predominates in which there is a huge split of commission to cover huge office and administrative expenses creates a fundamentally broken model, hence the rise of alternative business models in the recent past. Trying to effect structural changes by substituting personnel/responsibility changes is inadequate at best.

One of the reasons we moved to Keller Williams is because of the training and I love to teach. We have opened our training to not only our KW agents, but our calendar is being published to the other offices in Spartanburg. So many agents are hungry for good education. I, too get a lot of calls from agents, who just need a little help. Helping them is such a joy and look at it this way what good is having all of this knowledge if you don't share it?

There's two types of training as good agent with great potential and training an animal. There are sooooooooo many agents who think they're all that but they really don't know squat...I wish brokerage firms would take just a little more time and instill some ethics along with customer service skills..just selling the house doesn't do it.

As a previous trainer for a larger company I still have the agents from that company calling me for advice because their broker/owner is not available to them. It gives me a great opportunity to recruit, but it bothers me that there is not training and support available in their office.

We are very fortunate to be a part of a team that receives great training and assistance from our broker(s). They take the time to answer all of our questions and help us in any way possible. They keep us informed on new procedures and we have frequent meetings to discuss issues. We are felt to be a part of the team and to be equal with our broker and management. As we can see.. we are very lucky.

I have tried national franchises and I am now going to explore being on my own. I have had almost no managing broker assistance in the past six months and I have been exploring the big names again. But, I am finding that the nationals really want to sell you training programs, not hands on training.

Sometimes a drink with a seasoned agent is worth more than a high end high dollar training program.

Hi Midori~ Having been an Owner/Broker myself and now working for a company and being a independent contractor,(without all of the responsibilities and fees associated with being the Owner/Broker) all I can say is every single agent should go ahead and get their Broker license so that if they ever want to go on their own their and own their own company and be the principle Broker, then they would have that option. No one should ever deny themselves that option.

Hi Midori, I think it's a two way street. Our owner is available all the time and to me that is so valuable. In return I run my business as independently and as ethically as I can. I am often surprised at how much complaining I hear from new agents about continuing education classes as though they are a plague. I think they have so improved so much over the years and really have become quite the education. Agents and broker's both have to take a part in the other's success or else what is the point of working with each other?

Midori-I could not agree with you more. I worked for the BEST company in Nashville (Bob Parks Realty) that spent thousands annually making sure we were ALL trained, all 600 of us. They would fly in a monthly instructor and we had a company trainer. New agent training on Monday mornings, weekly accountability for new agents, etc. It was AWESOME. Brokers were non competing. Doesn't get much sweeter than Bob Parks Realty!

Midori, In Florida, as you know, Brokers are legally bound to train their agents. Of course the law is a joke as most new agents are just thrown to the wolves.

I'm self taught. I had a rent a Broker from day one and gleaned my knowledge by attending education classes at the board, taking designation classes, calling seasoned pros and picking their brains and trial and error.

ANY body can get training if they want it whether their broker provides it or not. All it takes is a little initiative.

Now having said that I do believe in training agents. I've just hired a few and have set up a training web site and will be having teleconferences a couple of times a week. Some will learn and thrive and some will fail.

Hi Midori...Brokers make or break an office. They set the tone for what is expected.

The difference between hands on leadership and disinterest except for the bottom line means a great deal to new and newer agents.

More experienced agents do not need the amount of training but they still need (at least I do) an atmosphere that is always ethical and is equitable to the extent possible.

Very good post and very interesting and diverse comments.

Kate

Great point. I chose my office because i knew my manager and how much she cared about preparing her agents. It was the best real estate decision I could have made!

I definitely see both sides of the coin on this one. I have a very good broker who will do his best to answer questions and help with complicated deals, but I find that many of the topics are covered in our weekly / monthly training sessions (that are FREE to the agents), but 95% of them don't participate.

If you are one of the agents who attends the training sessions and just can't get your broker to assist you -- or point you to someone who can -- then maybe it is time to look for a new company.

Evening Midori, I come to this business with a strong sales background. I see many Realtors with very little sales training. The difference is amazing. Yes, many highly successful agents have little sales training but over the long run an agent with solid sales ability will be better prepared to get through the tough times.

It is very difficult to work with a broker who competes with the agents. I think you have a lot of food for thought here.

I agree completely, I just changed brokerages for this reason. My previous brokerage is great for new REALTORS, for me being in business just over 5 years and in a market shift. i needed more training. This is essential in keeping REALTORS and a company strong.

Well, I have a great broker, (team leader) he so supports me. No encourages me and advocates for me in my Social networking business.

What can I say but it is awesome to work with all that support?

Midori ... thank you for some "good for thought" information. There were a few key points you made that I have been struggling with lately!

Amen!!! I am now a broker/owner and my company trainer and I must say that I learned more from the not so great management I had at times throughout my career about how to manage and train agents by seeing first hand what NOT to do! It has served me well. The pinnacle of success to me was the outpouring of positive feedback and compliments I received when I left my management post to open my own office. Comments such as "We learned so much from you," "No one ever spent the time with us and was available to us like you," "You are the best trainer we have ever had," and "We cannot thank you enough for the support you have provided us" among others. My last day in the office I managed I spent crying tears of joy and thankfulness because of the outpouring of support that my agents shared with me about the job I had done. I walked out on that last day knowing that I had truly made a difference in the lives and careers of my agents, which was my goal from day one! Thanks for the awesome and very honest post.

Midori- You have no idea how this hit me, like a ton of bricks. I will get back to you tomorrow, I am sure you need to hear my story. But tomorrow it's going down!

-Lisa

Just two years ago I started my own company. A fairly good agent.....not sure how I would be as a broker/owner.

I have worked hard to offer a good training program. I am available. I wouldn't say I am by any means the "the world's best broker". I continually learn and grow daily. Made lots of mistakes, and have learned lots of costly lessons.

My team is awesome. But this I have learned.....you cannot train drive and determination. You either have it or you don't. Show me these two qualities and I'll show you a successful agent, regardless of brand or broker.

MAR

OK..Here it goes...

I think some sometimes forget...that agents come from all walks of life and backgrounds. Here is the thing..we have a profession..not a job...and at a job at least there is hands on...on the job training...a profession is no different.

At 16 I sold cosmetics..while I had the natural ability to sell...I had never worked before in retail..do you think I was unleashed to the public without proper training..and I handled the publics money just like you!

When I worked in grocery..do you think they just put me out there and let me slice meat without any proper training..or handled the cash office? NO the company provided training.

We sometimes forget with all the years of experience under our belts..our first transaction...the experience not only for you but for your customers.

I remember...the more I did the better I got...I became a master of screening leads over the phone..thanks to my broker...I became a master of contracts..thanks to my broker..and I became very disciplined..thanks to my broker...because when I was new...I knew nothing about real estate...

My broker...the company and my peers were instrumental in my career because I knew no better..because I was new and I was and still am humbled to learn new things.

Jeannette-I believe you and I started our careers at the same company! Had a training program, I felt like part of the herd...never sold a thing...but did lots of floor time and opened houses for other agents..seems the broker was ok with that!

Tina-right on! :)

Stephen-I notice lots of Keller Williams on this post! There is something to be said for team leaders...training and mentoring.

Kevin and Monica-I agree and then the broker asks..how did this happen? They should have known better!

Michele-I'm sorry for the loss of your son..you are one strong lady! I believe growth and training are as important as going on appointments. I also believe a broker who cares about their agents production is not trying to EMPLOYEE the agent but considers the agent's well being..I know throughout the years..when I worried about money and tried too hard nothing came to me..but when I focused on what I was doing and then mastering it...the money came.

I've been in sales since I was 16...you have to learn the product you are selling...you have to understand people and then you have to be aware of law..you hire someone new..and guess what that someone states: I can do it...I am smart..and I am independent..think about it would you want to work with this agent or would you want your son or daughter to work with the agent?

Sometimes salespeople are cocky as soon as they get into the business...compared to what I used to do..oh this is so easy...I know...I know...common language....and many that speak this language are already out of the business. Brokers accept it...more bodies...broker's know some won't make it...and still take them on!

Two way street!

Erika-yes I agree...selling or non-selling is really not the debate..can you lead...give direction...train so that agent can spread thier wings and become successful and did you as a broker encourage it or hinder it? I can tell you the 1st company I worked with hindered...I'm a slow start..and I'm still here!

Liz-I have to check out your site!

Jorge-I agree.

Larry-I know Keller Williams is huge with training and support..it seems I have many friends who are part of the family! :) Not big in Daytona Beach which I found interesting. Training, happy agents and a productive office make for some strong recruiting tools...word of mouth!

Corrine-well productive agents is a numbers game but we can increase the odds by training and mentoring..as a broker you have the right to fire..and in truth you should!

Matt-that is awesome..there are 3 of us and our agents can get one of us just about anytime!

Frank-Thanks for the recap..but the issue really isn't about feeding agents! Agents are the reflection of the brokerage and broker of record. If you as a broker are happy with the representation of what an agent brings to the company...you must have done something right! I met a few broker's from zip realty..it seemed to me they cared about their agents..I shared some of my training with them!

Sally and David-LOL..I so relate to what you are saying..I have agents teach me things I do not know and you know what? I absolutely love it! I take the time to listen and learn..we can master many things as people we can't master everything! I admit..I do not know all.

Jackie-yes I think agents should be very expressive and share with the broker their expectations..We have a very seasoned agent who joined us..and she shared with me her weakness because I asked..she is a master working with developers..sitting with her already..I've learned more from her because of her expertise. The point is I tailor training for every individual that walks in that door..I started out with a manual..now I base training on needs..plus expectations of the company..meaning paperwork...procedures.

Charles-I came from the grocery business when I went into real estate..I was nervous because I didn't think I would get hired. LOL I went with the first company that tried to recruit me..I didn't know better..I came from corporate...in school I never dreamed of owning my own business...as a matter of fact.. I thought I would follow my parents lead...because I knew no different. These statements you make are fine and grand but the reality..some consumers think we collect a paycheck..doesn't make the bad...just makes them unaware and uneducated..not different from a new agent who is different from you!

Sarah-your words are golden..no whining and you've been in the brokers shoes. I relate to everything you area saying.

Diane-yes agents in our office do that as well!

Teresa-they hope..I can tell you agents that I have trained over the past few years...many have already gotten out of the business. I think recruiting should really have a big interview process! I can tell sitting with someone in a matter of minutes whether they will make it or not. I will say..we have an agent who I was wrong about...and since told her! I really respect this young lady and I can tell you she had many obstacles to overcome...and she is by far one of the best!

O.K. This topic needs clarification. I'm inspired. I'll write it.

Lenn-have I ever told you I luv ya? :0 I can't wait to read your post.

Hi Midori,

I liked this post. I think it also comes down to culture and responsibility. Different franchises and even individual offices have different "company cultures" and no matter the training= great or lack thereof, some agents just won't thrive in certain cultures. As a sales professional sometimes finding the great fit is just as important.

Some agents wouldn't be responsive to hands on training and some would. I agree, make it available...the ones who are eager to learn and have the get up and go will, the ones who aren't, even with encouragement, won't.

Hi Midori,

My first company, I had a hands on non-competitive Broker. She was a guiding light for a fledgling agent. When she retired, I went to another agency, where the Broker was rarely there, as he was out selling real estate. Because my first Broker had helped pave my way, I had no difficulty moving into a Broker competitive situation. It may in fact, have made me a stronger agent.

We are all made differently, and with our experience levels, the need for broker involvement changes. I do believe whole heartedly, that a Broker has a responsibilty to be available to their agents.

Kathy B

MAR

Very thought provoking. I'm a new real estate broker, but an experienced mortgage broker. The number one thing I looked for was the training. Yes I could of got a better split with a Home or Exit Realty, but to me support was the number one thing I looked at.

The company I work for Your Castle Real Estate is awesome. I interviewed at over 20 different companies before I made my decision. In two years I'll still be working for them or will have learned enough to open my own company.

Bottom line is individuals should do what works best for them.

Wow Midori, this got us going didn't it! I am a new agent, less than a year. I am amazed at the things I didn't learn in my real estate classes. I am in an office where my broker loves to train. He has been a great source of knowledge along with many experienced agents who are always willing to help. I may have drowned by now if not for such a great team. After reading the comments, I deem my self very lucky. Thanks for the post--it was a great one.

You are so right on. I am a broker myself, but do not run my own company. I run a team with the company I work for. I have found that I do not have all of the answers that a broker does, so I stick with the team building concept and help my team out to the best of my ability. I really think the technology that our office uses, helps us to keep up with much of the training, I also think that because my team can go to me as their leader, the office manager and the broker, they have a much better chance at hearing option on how ot do things, than just doing it my way or the brokers way.

This was nice to read the different points of opinion. I am a Broker and I train my agents and it cost my firm a huge amount of money to get an agent from point A to point B. I as a Broker turn down many Realtors on a regular bases. it is important to be about to think and come to this field with a great background. I am certainly aware it takes an open mind and a willing person to learn and many Brokers are wanting to teach, but it is a 2 way street. This is just thoughts of mine that my open a mind to accepting infor mation and being POSITIVE. I find during the economic times that many Realtors are very negative and I hope we can all become more positive.

I don't believe there is one "right" way here. Each office offers different things to different people. There are some offices where the split to the agent is relatively low. Those offices should be spending the brokerages portion on facilities, supplies, training, etc. Other offices shift the split to favor the agent more. Those offices you should expect more independence and less support. The key is to know what you want, know what you need, and know how much you are paying for what you are getting.

I have taught myself most of what I have learned by going on line. Very little support and training. Now I am with a broker that pays 100% commision and I although you need to be self motivated I get more support than when I was paying a percentage.

MAR

I think your question of the broker lacking the skills themselves is a good one.

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