One of the best things your brokerage can provide real estate agents, no matter their level of expertise, is training. While it’s true that acquiring a license already requires a lot of training and real estate courses, actually performing well as an agent is a different story.
This is why a lot of brokerages include training and mentorship in their recruiting scripts. If you need some help with developing your own, you can visit
Before you’re able to add training and mentorship in your recruiting scripts, however, you need to have the option for them in the first place. You don’t have to provide them all at once to all your agents, but it should be part of a more comprehensive program. Here’s a quick list of the things you should invest in that would truly benefit real estate agents:
Nowadays, practically every industry has a set of technological tools that have made various aspects of different jobs easier. In real estate, using software such as CRM and even virtual reality property tours are now the norm. These are apart from the basic applications such as spreadsheets and calendars.
You can count on many young professionals to know their way around apps. Meanwhile, some more senior agents may not be as familiar with real estate tech. In addition, you should also consider that there may be members of your team who are not tech-savvy, no matter their age. There are also some apps that require a little bit of getting used to.
Thus, it’s important to provide ample training for agents so that they’re able to use and master the tools available to them. In addition, involve them in the selection process of new tools if you can. This way, you know that the things you acquire are truly helpful.
Sales and Negotiation
The real estate industry is, at its core, is all about selling. Therefore, one needs to be a good salesperson in order to be a good real estate agent. Unfortunately, not all people are born with the natural skills to effortlessly close sales. Fortunately, these skills can be learned and mastered. Look for sales training programs to learn the most effective techniques.
While you’re at it, you should also look at some negotiation lessons. When your real estate agents have this down pat, both the seller and buyer will walk away from the transaction happy. Ultimately, this ends up as a positive tick in your brokerage’s ledger.
Part of being a good salesperson and negotiator is also being a good communicator. In fact, you won’t be able to sell a property or haggle for a better deal if you aren’t good with the “talkies.” Real estate agents also spend a lot of time on the phone talking to clients, scheduling meetings or following up with existing and prospective clients. If they aren’t good at this aspect of the job, then that might also reflect on their capabilities to close a sale or a purchase.
The good thing is that, like sales and negotiation, communication skills can be taught, practiced, and honed. When all of your agents are well-versed in crafting the correct message and the right way of delivering it, your brokerage will be a more productive one.
Copy and Business Writing
Part of a real estate agent’s job in selling a property is making a listing. This involves more than just a great photo—you also need good copy that sells. It needs to be compelling to draw buyers in and really consider the property. There’s also SEO to consider. If your copy isn’t optimized, then the listing might not appear in searches at all.
There are many training courses that can help your real estate agents craft good copy. You may also want to consider business writing to help your agents create better reports, emails, press releases, and the like. Templates are good, but they do get formulaic at times and can even miss the objective if you aren’t as careful in reviewing them.
Good presentation skills are necessary if you want to continuously grow your client base and consistently make great deals. Do note that improving a person’s communications skills can also improve their presentation skills. However, there are certain aspects of presentations—such as body language—that may not be covered as in-depth in communications courses. Public speaking courses are your best bet in this regard, although there are also personality development programs that cover the subject of presentations.
You might think that time management is a “basic” skill that comes naturally to everyone but it’s not. In fact, you may find that many real estate agents can get overwhelmed by a packed schedule. Good thing that there are time management courses available to help develop this all-important skill. Many of them are usually taught with project management, which is another good skill to have for real estate agents.
If you want your brokerage to succeed and grow, you also have to invest in your people. In addition, a bad real estate agent will also reflect badly on your organization. In short, it will be in everyone’s best interest for your brokerage to provide training when and where it’s needed.