A recent article in Inman sparked my attention given my experience in public, private and corporate education. The author shared 11 things he wished were taught to real estate agents in real estate school.
Given the high drop out rate of licensed real estate professionals, this list is good, but fails to address what I have observed.
#1 Missing Piece – Know the Sales Process
Far too many wanna be agents have zero to limited sales experience. Real estate is first and foremost about sales and requires a thorough understanding of the entire sales process.
#2 Missing Piece – The Reality
Being a real estate agent as an independent contractor is a sole proprietor of a small business. Very few new agents and even established agents have a strategic thinking business action plan. If there is a plan, it is usually marketing and that is only the first phrase of the sales process. Being a small business owner is a reality.
#3 Missing Piece – Leadership Begins with the Individual
Much is written about leadership. However, very little is written about Self-Leadership. If as an individual one cannot lead himself or herself, then the likelihood of leading others is greatly diminished.
#4 Missing Piece – Learning Versus Development
The initial real estate school is all about learning new knowledge including state and national real estate laws. However, ongoing learning is truly development that being taking what is learned and applying it to drive results (think increase sales) and to grow the real estate practice as well as the individual real estate agent.
#5 Missing Piece – Emotional Intelligence
In this list, one wish was identified as “Conversational Control.” I would like to revise this wish to “Embracing Emotional Intelligence.” We when use the “word” control this is more about the agent’s own ego and fails to truly listen to the potential client, prospect or sales lead.
#6 Missing Piece – Individual Talents
After giving and debriefing over 500 psychometric assessments based on the work of Dr. Hartman (Axiology), I have documented that well over 95% of those assessed do not know what they do well, but that same 95% know what they don’t do well. Additionally, these results usually reveal a lack of self-direction, self-awareness and self-control.
#7 Missing Piece – Attitude
The author listed this attribute as the #11 thing he wished was taught. GRIT is an attitude and comes from internal self-talk as well as experience. Very few classes discuss attitudes less alone the importance of self-talk.
Yes, for real estate agents to move forward, to increase their sales as well as their sphere of influence, a different perspective at this time on real estate education should become a priority.
Feature Photo Courtesy of Pixabay.com
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