Real Estate Eduction-My Way, Step by Step!

Real Estate Agent with United Realty Group SL0475285

Forget about getting training from a company or brand. Often, you just get the wrong training or bad information. Yes, they should teach you how to fill out a contract or use a lockbox, but after that, you're on your own.  As a new agent, you enter this profession and operate in one of two ways. You either fake your way through your career, being problematic to your clients, trouble to your fellow agents and detrimental to the transaction, or you can educate yourself and learn how to function as a true professional!

When I first started in this profession, I took Floyd Wickman's Sweathogs program. (It's no longer owned or run by Floyd but I believe it's still being taught).  This program taught me the step by step process to get a listing appointment. I felt that if someone put a gun to my head at 9am and said they would shoot me if I didn't get a listing by 5pm, I would live to see another day! That program then taught me what to do when I was on that appointment. Exactly how to take charge and control of the appointment.  I then learned how to handle objections. There are only so many objections and every one has been posed before. There are no new objections. I needed to know how to respond to each one with at least 7 "objection handling techniques" for each objection.  This was a good start.

Once I mastered the basics, I was starved for more education and training. I got involved with Howard Brinton's Star Power.  This organization is based around the "Stars" which are the top producing agents in North America.  Each month Mr. Brinton interviews one of these "Stars".  You then receive a CD with a newsletter.  This material will provide you with first hand information as to what these agents are doing to be successful, the scripts they use, and the "secrets to their success".  Nothing is held back! I've been listening to these tapes/CD's for over 10 years. I learn something new every month. I've also been going to their conventions each year where I meet these "Stars" and others eager to learn. I can ask questions and learn first hand!

Lastly, as my business grew, I hired a coach (Corcoran Coaching).  This was the final stage of my educational evolution.  The most important advice I can provide regarding coaching is to be certain you hire the best coach for your personality and be certain to interview more than one.  I coached with someone else for 14 months and found it to be marginally effective. I then moved to my current coach where I've been for the past 4 years.   Goodluck and continue to learn!


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William Seufert
Florida List For Less Realty, Inc. - Pembroke Pines, FL


What is a Corcoran Coach? Is this from the Corcoran Group?

Sep 01, 2006 12:13 AM #1
David Eiglarsh
United Realty Group - Weston, FL
CRS, CDPE, Serving South Florida

I don't believe it's the same Corcoran Group you are referring to.I met the Corcoran Coaching ( organization at a Star Power convention.  The provide one-on-one coaching to many of the top producing agents in North America.  They give you systems that have been refined and proven successful to provide a systemactic lead source. They also help with interviewing & training support staff and buyer's agents. They review your financials & help with your business. The list goes on! They always under promiss and overdeliver!

Sep 01, 2006 12:20 AM #2
Paul D. Gardner
Affiliate Broker at "Third Tennessee Realty and Associates" - Crossville, TN
David ,  you have got some good tips in your blog
Sep 01, 2006 12:28 AM #3
David Eiglarsh
United Realty Group - Weston, FL
CRS, CDPE, Serving South Florida
Thanks Paul. (so far this blog has a negative 2 rating). It wasn't meant to be a solicitation for business for the companies I mention. I am just sharing what I've done and who I've used to propel me to where I am in life and business. I'm glad you appreciate that.  Regards, David
Sep 01, 2006 12:31 AM #4
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

David, when I got into this business 12 years ago I had zero training, in fact I was the only Realtor in the small company(they did vacation rentals and management). I attended all the meetings and training clases at the board and basicly just taught myself by trial and error. And I had a mentor who I could call and ask questions. I never waited on anyone to give me the tools necessary to be a success. I plowed forward and have never looked back. Being successful in RE, as in most things, is an attitude and desire to win. This cannot be taught. It can be learned however.

Your business is on a completely different level than mine and the things you do are great and would help many Realtors in their quest for success. I personally really appreciate you taking the time out of your business to post on AR.  

Sep 01, 2006 12:33 AM #5
David and Bonnie McIlvaine
Keller Williams Select REALTORS - Ellicott City, MD



This sounds very similar to my career...I am still searchng for the right fit

Sep 01, 2006 12:48 AM #6
Bob Pavey
RE/MAX Hometown - Aventura, FL
David as always great advice. It's importnat also to have agents who are so easy to share what they have learned with fellow agents. I know this first hand about you and that soon you will be oneof Howard Brinton's Stars Good luck David
Sep 01, 2006 02:19 AM #7
Roberta Murphy
San Diego Previews Real Estate - Carlsbad, CA
Carlsbad Real Estate and Homes
I would also add that many of the designations offered by NAR offer much for continued education and professionalism of agents. We encourage all new agents to go for their GRI and to seek specialized certifications. Coaching and workshops are also very valuable. Networking is terrific!
Sep 01, 2006 03:17 AM #8
Christopher Smith
TREGO REALTY - Cedar Rapids, IA
Excellent post David, Floyd Wickman is awesome and Star Power and Floydfest are still very much alive.  I'm planning on attending this January in Chicago. 
Sep 01, 2006 06:37 AM #9
Rob Lang
At Home Kansas - Lawrence, KS
Local Expert in Lawrence Kansas Real Estate Homes


are two blogs I have written about this subject of education and Realtors.

Nov 23, 2006 04:50 AM #10
Monica Bourgeau
New Phase Business Coaching - Portland, OR
Business Coaching
Great tips, we are fans of Howard Brinton also but have not heard SweatHogs.
Feb 02, 2008 02:16 AM #11
Anthony Kirlew
Group 46:10 Network @ eXp Realty - Gilbert, AZ
Helping You Make Fiscally Sound Choices

Thanks for sharing David. Another post recently reminded me of Floyd Wickman.  I had the priviledge of having him personally teach my class back in 1995 (or around there).  I just launched a "Sweat-Hogs" group on Active Rain as Floyd always talked about how Sweathogs were a one-of-a-kind breed and no matter where you were, we would stick together.  Here is the group link:

Jul 10, 2008 05:53 AM #12
Maggie Dokic | Miami, FL | 305.81.HOUSE (46873)
eXp Realty LLC - Miami, FL
GREEN, CDPE, SFR, Pinecrest | Palmetto Bay |

David, although I don't work your area as I am in Dade county, I had the pleasure of showing one of your Broward listings about two years ago.  While at the gate trying to gain access from the guard, I had a hard time and ended up having to call you.  You picked up on my first try and offered solutions, not excuses.  Your professionalism was truly appreciated by this fellow agent.  When you handle your day to day issues with integrity, it can't help but be a good thing all around.  I wish you much continued success.

May 13, 2010 01:09 AM #13
New Jersey Property Marketing
Fidelity/NJ Realtors - Union, NJ

 How about the New sweat hogs by Ed Escobar, does any body has experience with him?

May 27, 2010 12:51 PM #14
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David Eiglarsh

CRS, CDPE, Serving South Florida
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