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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for Career Success

training up stepsHow can you help your agents create a better future? In my best-selling book (the business start-up plan for the new agent), Up and Running in 30 Days, now in its 5th edition, I tackle lots of motivational, inspirational, and attitude challenges. I want to help you help your agents master the real estate business! Here’s an excerpt from the 5th edition, just out:

{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}

Creating the Future You Really Want

You have been in the business three weeks. {This excerpt is from week 3 of the 4-week quick start plan). Is your image of yourself different from the one you had when you started in this business? Successful performers have learned to create a completed picture of themselves as great performers—long before they are terrific performers. This helps them to predict the outcome of their efforts. If you don’t know where you’re going, you can’t get there!

Seeing Yourself in the Future as You Want to Envision YOU

Lou Tice, the founder of Pacific Institute, calls this skill self-efficacy. It is the ability to create yourself as a finished product in your head and hold that image, even though no one in the outside world has a clue that you are going to end up that way. What a skill! This technique is practiced in karate. When our son, Chris, took karate lessons he first watched great performers—black belts—performing the katas (fighting moves in a format) and kumite (actual fighting). Then he envisioned himself performing each part of these moves—just like they did. Finally, he performed the moves for his coach, very slowly, practicing perfectly.

How Coaching Supports that Future Vision

Chris’s karate coach watched carefully to ensure that he was practicing perfectly. After he perfected each move in context, he practiced performing faster. This method of creating perfect performance paid off. He won many medals in national and international competition—even while experiencing great growth spurts. His developed skill of self-efficacy ensured that his mind would hold the picture of his perfect performance. This skill has proved to be invaluable throughout his life.

* Big Idea: To become a master of whatever you want, hold your future picture of yourself more strongly than your present reality.

Develop the Professional “You”

Take a few minutes in a quiet place by yourself. Imagine yourself as the successful real estate agent you intend to be.

What will you do?

What kind of recognition and power will you gain?

What affiliations will you make that reflect your ideal of yourself as a pro?

Create a movie with you as the star, complete with the movement, color, dialogue, tastes, and smells. Make it fun, exciting, and rewarding—in color. Play it over and over in your head 20 times a day for a month. Doing this will counteract your “growth spurts”—objections, barriers, negative self-talk, lost leads—as you start your career. You must develop some mental ammunition.

Remember, people treat you as they see you.

They can’t see the new movie you have created until you start acting it out. Even then, they will try to put you back into your “old movie.” It’s human nature. Unwittingly, we help our friends fail by not becoming supporting players in their new picture. You must have a strong movie to move yourself in the direction you want to go so that others can get caught up in the new action and let go of the old.

* Big Idea: Develop an ideal future “movie” of yourself, with color, sound, and feeling.

Managers and coaches: What skills do you have to help your agent become that agent you know he/she could be?

 Up and Running_5e largerAre You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

coachingAre you helping your agents be accountable? Did you think it was even your job?

I’ve just published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book. I’ve included the important principle of accountability, to help you help your agents follow through and see real results fast.

Why the Best Business Plans Don’t Work

You’ve heard it before. Business people make fancy, multi-page, even excellent business plans, and then fail. Why? Because making the plan doesn’t ensure success. Doing the plan does. (You wouldn’t expect that if you studied the life of Mozart you could automatically play a Mozart sonata, would you?)

*Big Idea: No success is realized without action.

If action brings about success, then why don’t people get into action?

Because it’s human nature not to! So what is the missing ingredient you need, besides a great start-up plan and action-oriented training so you have the skills to implement the plan? You need someone to be accountable to. Study after study shows that we attain our goals when we are accountable, regularly, short-term, to someone. That’s because we human beings tend to work on time frames and schedules. (Do you really get your taxes done by April 15 because you love doing them?) Those studies prove we work best on deadlines. We work best when we have a heavy workload. We work best when we have high expectations of ourselves, and we have someone—our coach—who shares those high expectations. (I know all this from being a pianist from age four, and having the privilege of being taught by exceptional piano coaches.)

* Big Idea: People succeed not because they have a plan. They succeed because they get into action and are accountable to the plan.

Keeping the priorities straight without a coach is very difficult to do.

I know what you’re going to tell me. You’re goal-oriented. You’re a self-starter. You don’t need a coach. That’s what most new agents say, and over 50 percent of them fail their first year in the business! Unless you have already attained high performance in music, sports, and the like, how would you realize that you can’t achieve those high levels of performance without a coach?

* Big Idea: The habits you form your first month in the business greatly influence your career success—forever.

Most agents have never been in a field that requires such a high degree of self-direction and the mastery of many skills to succeed. So they don’t know how easy it will be to get priorities all backwards! They also don’t realize how difficult it is to change a bad habit. If you want to be a great pianist, you’d find a great teacher, wouldn’t you? So, look at starting your real estate career just like you would look at becoming a great pianist or golfer. You need someone to be accountable to. You need a trained, committed coach, so you have deadlines, expectations, someone to help you keep those priorities straight, and someone cheer leading and believing in you.

* Big Idea: No one succeeds alone.

Owners, managers, coaches and trainers: How have you built in accountability for your programs? Do you teach a class and hope the agents take action, or do you follow up with an accountability session to check results?

Up and Running_5e largerDo You Provide Your Agents with a Proven Start-Up Plan with Accountability Built In?

Up and Running in 30 Days  has lots of up-to-the-minute updates. Plus, a proven, prioritized business start-up plan with inspiration, motivation, accountability, and action items built in. You can coach to the start-up plan, and see great results fast from your agents.

Check it out!

 

man ponderingHow good are your agents at managing their attitudes? Did you ever think about that, or think you’d need to manage that–or that they would need to consciously manage their attitudes?

I’ve just published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book.

We’ve talked about your managing your Up and Running plan. That’s the “hard side” of the business—the facts, figures, and activities. However, there’s something else you must manage: the “soft side” of the business—your attitude.

How Our Attitudes Change with the Challenge

One of the things we managers love about a new agent is the enthusiasm with which they start. You’re excited to jump into sales. Sometimes you’re even overconfident. You tell us managers you are tenacious and that you can handle rejection. You describe yourself as a self-starter; you assure us you can motivate yourself. Then, reality takes over. You’ve always thought of yourself as a good communicator.

When You Start Lead Generating….Attitude Counts!

However, as you lead generate, you find it difficult to convince people to work with you. People somehow create many ways to reject you. You’ve always liked people, and you sense they like you. Yet they act differently with you now that you’re in sales. People make up stories to avoid you, say they “have a friend in the business,” secure information from you but do not give you information, promise to meet with you at the office—but don’t show up. You experience these feelings:

Rejection

Frustration

Impatience

Self-doubt

Inadequacy

Your image of yourself is tested. Who is the real you? The one who feels confident and tenacious and is a self-starter? Or the one who feels rejected, frustrated, inadequate, and full of self-doubt? Your attitude about the business—and yourself—is in danger of shifting from positive to negative.

* Big Idea: The best way to change your attitude from negative to positive is to get a sale.

Attitudes are Fast-Change Artists

Attitudes can change in seconds. Each day, hour, and minute, you evaluate your feelings about the business. Your experiences as you perform the activities in this plan fuel this evaluation. Your conclusions are based on your personal belief system. It’s not the activities that cause you to have a certain attitude about the business, but the conclusions you draw from your experiences with these activities. Let’s say you have knocked on 50 doors without getting a lead. What do you conclude? Agents who will fail conclude that “this won’t work in this area.” Agents who will succeed imagine themselves one step closer to a lead with every rejection. These agents realize that they must experience many rejections to get success.

* Big Idea: Tenacity is the one character attribute that is 99 percent of an agent’s success.

* Big Idea: My survey {of hundreds of new agents} showed the majority of new agents expect a sale in the first month. Not getting one puts their attitude in the dumper. Protection plan against an “in the dumper attitude”: go out and talk to lots of people—fast. That is, lead generate!

Up and Running_5e_616x800

Do You Provide Your Agents with a Proven Start-Up Plan with Attitude Advice Built In?

Up and Running in 30 Days  has lots of up-to-the-minute updates. Plus, a proven, prioritized business start-up plan with inspiration, motivation, and action items built in. You can coach to the start-up plan, and see great results fast from your agents.

Check it out!

 

 

 

Are your agents resisting getting into action?

I’ve justdo it published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book.

{To agents}

Real Estate Sales IS Challenging!

I’ll bet you didn’t know how challenging real estate sales were until now. To cope with those challenges, your creative subconscious may be coming up with ways to convince you to avoid getting into action. You might even start believing your subconscious! One of the most common reasons is the old “I can’t do that because I don’t know enough.” Or, maybe your subconscious has convinced you that you’re not organized enough to get into action, or that you’re not perfect enough.

{Managers: Do you have some agents frozen into inaction–or trying for perfection before they’ll start?}

Getting Ready to Get Ready

Ned, an agent in my office, acted in a way that is an example of creative avoidance. In the business eight months, Ned had made only one sale. However, he was in the office regularly and appeared busy with paperwork. He attended law courses and was well-informed on financing. One day I saw Ned collating maps. I asked him what he was doing. He explained that he was putting together a series of maps for a buyer’s tour. I thought that was exceptional; buyers would really want to know the whereabouts of the homes they were seeing. Unfortunately, Ned had used his strategy with only six buyers—all the buyers he had put in his car in the past eight months! He had spent his time on this nifty map system, but had not talked to enough people to get them into the car—or have the opportunity to appreciate the map system! Which is more important to your goal attainment—talking to people, qualifying them, and showing them homes, or working diligently on a map system in case you find someone who wants you to show them homes?

How People Get into Action

How do you “get into action”? In a wonderful book, The Conative Connection, Kathy Kolbe explores the ways different personalities get into action—not how we learn, but how we get into action. Some people barge ahead and worry about the details later. We start badly, but, because we’re tenacious, we surprise people by how good we finally get. Unfortunately, our supervisors often remember only how bad we were when we started. We must be tough-minded and keep at it; we must retain an image of ourselves as “finished products,” because others will not see us that way. Other people observe the action for a long time. Finally, when we feel ready to perform well, we get into action. We start slowly but well. Because of our slow start, we don’t get much positive reinforcement from our supervisors (or coach or manager), who note our lack of progress compared with others in the office. If slow starters are tenacious and believe in themselves, they become very good because they practice perfectly. Kolbe points out several “get into action” styles. This book will help you pinpoint your “get into action” style as well as the barriers and challenges you face as you start your real estate career.

Embrace Embarrassment

Go ahead—be embarrassed. There is no way to be experienced until you get experience. No agents like to take risks, be embarrassed, or have buyers and sellers guess that they are new in the business. But face it—everyone has been new in the business. Just go ahead and get those first few months over with. You will be embarrassed every day—many times. As a new agent, my most common statement to buyers or sellers was “I don’t know, but I’ll find out.” In music, little could stump me—but in real estate anything could stump me! Still, I muddled through it, and you will, too.

* Big Idea: Your ability to get into action and risk being embarrassed is one of the attributes of a successful new agent.

Why not take your time? I’ve interviewed prospective agents who told me they really didn’t want to sell real estate right away. They wanted to learn everything they could. Then, after six or eight months, they would feel ready to sell real estate. It doesn’t work that way! I wish I could tell you that you can successfully launch your real estate career by taking lots of time to “get ready.” However, if you take all the time in the world, you will fail:

Real estate is a performance art. It doesn’t matter how much you know; it only matters how you interact with people. And that takes practice and performance. To remember and emulate good performance, we need to perform right after we have heard, seen, and practiced that performance. Learning something in a class and letting that skill lie dormant for months just guarantees poor skill—and high stress.

* Big Idea: 99 percent of what we learn we learn by doing.

Managers: Are you unwittingly stopping people from getting into action by insisting on perfection?

Up and Running_5e largerDo You Have a Proven Start-Up Plan with Inspiration Built In?

Up and Running in 30 Days  has lots of up-to-the-minute updates. Plus, a proven, prioritized business start-up plan with inspiration, motivation, and action items built in. Check it out!

 

bus-plan-11How good is your start-up business plan for your new agents?

I’ve just published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book.

Managers: Check these lists against the start-up plan you use to launch your new agents (and re-launch your seasoned agents). {You DO have a proven start-up plan, don’t you?}

Critical Analysis: How Good Is That Start-Up Plan?

You know what your training will do for you. So I hope you {the new agents} are convinced you also need to implement a business start-up plan to put all that information in perspective. But watch out—there are more poor ones than good ones out there. As a CRB (Certified Real Estate Broker) instructor for 12 years, I taught thousands of owners and managers nationally. I saw plenty of poor plans managers shared with me. (These were the plans they were giving their agents, too.) Here are some commonalities of them:

  • They are laundry lists of busywork activities interspersed with activities that actually make you money, so the agent doesn’t get any evaluative perspective to self-manage.
  • They do not prioritize lead-generating activities, so the agent thinks all types of lead generation have equal payoffs.
  • They do not have methods of setting goals, keeping track of results, and analyzing results to make changes quickly. (Up and Running provides sales ratios so you learn how many specific actions it takes to get the results you want.)
  • They do incorrectly prioritize actions. For example, as a high priority, they direct the new agent to “see all the inventory” before doing anything else. The rationale is that it’s very important to see all the inventory to build a knowledge base. It is important, but only as it relates to working with buyers and sellers. (It’s the means, not the end.) But new agents don’t want to do the high-rejection, high-risk activities such as talking to people. So they gladly see all the inventory until it becomes their job descriptions!
  • They do include plenty of “busywork” as equal priority to lead generating—such as a broker having an agent visit a title company to learn how it operates. This keeps the agent busy and out of the broker’s hair! Also, the new agent loves the broker for a while, because the broker isn’t asking the new agent to do those high-rejection activities—those activities that lead to a sale!

Bottom line: No would-be successful agent in his right mind would continue doing this type of plan any longer than he had to, because the successful agent recognizes the plan is a poor one.

* Big Idea: Be very critical before you commit to any start-up plan. It is prioritizing your mind! The start-up plan you may love because it keeps you out of sales activities isn’t the plan that is going to love you back (get you the sales you want). What you do every day becomes your job description.

An Effective Start-Up Plan

Here are the six attributes of an effective business start-up plan:

  1. Does not give equal weight to all activities
  2. Provides an organized activities schedule with certain activities prioritized first because they lead to a sale (in Up and Running, these are called “business-producing” activities)
  3. Includes an organized activities schedule with certain activities prioritized second—and explaining why (In Up and Running, these are called “business-supporting” activities)
  4. Provides a road map for a continuing plan (remember that “plan for life”?)
  5. Builds in the “why” of the plan structure, so you learn to self-manage
  6. Has a method to measure and make adjustments in your plan as you progress
  7. Has a coaching component, so someone can coach you effectively to the plan

Up and Running_5e largerManagers and trainers: Take a look at the business start-up plan thousands of new agents use successful to launch businesses fast.

little girl with phoneReal estate trend: Lead generation is STILL King!

Dearborn Education Company just published my 5th (!) edition of Up and Running in 30 Days. It has lots of updates, including updates on 10 trends that I think newer agents should recognize—and know the pros and cons. Here’s an excerpt from my new edition of the book.

Trend Three: Lead Generation is Still King

In their excellent book, Game Plan: How Real Estate Professionals Can Thrive in an Uncertain Future, authors Steve Murray and Ian Morris also name this trend as one of the top ten for the next five years. In my view, lead generation is always king (I can’t see how it wouldn’t continue to be a number one trend and priority). But, Murray and Morris’s point is that real estate professionals who want to be successful can’t depend on leads just coming their way. Instead, they must actively go after them. That means creating systems, disciplines, priorities, and goals for capturing, working with, and keeping leads—forever. Here’s what they say:

…contact management, lead cultivation, and customer relationship management systems can and will play a huge role in determining which agents and companies are most successful.

A recent study by Active Rain (a popular real estate blog and tech information center), showed that agents who spent more money on contact relationship management (CRM) made significantly more money. It just makes sense. Agents who capture their leads via a database and then keep in touch with them via contact management software assure they keep their names in front of their potential clients, and are able to management and help many more clients.

Agents who try to organize their clients via pieces of scrap paper and remember to call them once in awhile are woefully inadequate when it comes to staying in meaningful contact with their potential clients. Which agent would you prefer working with, as a client? An agent who regularly contacted you and kept you abreast of the market, or one who either never called you or contacted you irregularly?    In that Inman Select survey I mentioned earlier {in the book}, How to Fix New Agent Onboarding, 47% of respondents stated lead generation is critical in initial training. And, they observed most new agents struggled with lead generation.  That’s why this Up and Running start-up plan is so important to follow to the letter!

Here’s what Kyle Kovats, that great ’30 under 30’ nominee, {one of my top agent contributors to the book} said: “Get out there and just do it.  Try different forms of prospecting and see what works. An ounce of action is more powerful than a ton of planning.”

Positives: For those of you who intend to be successful in sales, this trend should be a comfort. That means, if you invest in yourself, your work ethic, and your systems, you will be ahead of the pack. In Up and Running in 30 Days, I’ve laid out a plan of action for those of you who do intend this success. I’m not being facetious here. Some agents are surprised that, in fact, one must lead generate to be successful in this business.

Watch out for: Companies and/or managers who tell you that leads will simply come to you—or that they will provide them to you . That would include all those reactive (you sit and wait for the lead) lead-generating strategies:

  • The traditional ones, such as open houses and floor time or relocation leads
  • The technologically driven leads, such as software and programs that capture leads for you (they don’t just sell themselves; you must have an effective capture, engagement, and follow-up program)

Isn’t There an Easier Way?

Unfortunately, interviewers use the “we will take care of you and give you leads” strategy to convince new agents to work with them. Then, after the agent is with that office, the agent learns there is no free lunch. Do I mean that you shouldn’t accept various types of leads from others? No. (Just know that you will be paying for that lead).  But, consider this. If that lead source goes away, what are you left with? You are a first-day agent all over again! The Up and Running program will protect you from that, helping you build your own business so you always rely on yourself, not someone else.

Note: It’s very, very important that you capture your leads in a database, or better yet, in a CRM (Client Relationship Management) program from your first week in the business. Why? Because you can’t remember who those people are, and you certainly can’t remember how and when to stay in touch with them! I’ve provided a list of various databases and CRM programs in Section 14: References and Resources. I’m not endorsing any one of them. I’m just providing you several to research and to choose. See your manager for recommendations.

When I asked those agent and team leader contributors what technology is important to incorporate, here’s what they said:

“CRM and lead management tools”—Diane Honeycutt

“A really good and easy-to-use CRM”—Cerise Paton

“A good CRM”—Chris Cross

So, don’t be like the majority of new agents (and even seasoned agents!): Start using a database, or better yet, a CRM your first week in the business.

* Big Idea: To build a strong long-term business, order takers need not apply. To be successful, you must create relationship continuance, no matter your lead-generating sources.

Managers: Do you have a robust, precise lead generating program to start your new agents to success fast?

Up and Running_5e largerClick here to see the updates in my fifth edition of Up and Running in 30 Days.

 

clockOnboarding: Those critical first seven days. Find out why that first week is so critical.

First: What does new agent onboarding and training have to do with retention? According to two recent studies—a whole lot! The new fifth edition of Up and Running in 30 Days, my new agent’s business start-up plan, has just come out. Dearborn Education is the publisher. There are many updates in this edition. Included in these updates are conclusions from these studies—conclusions that support the importance of starting each new agent with a proven lead generating plan.

(To see the updates in Up and Running in 30 Days, 5th edition, click here).

In this blog, I’ll address some of the results and its ramifications for real state companies–from the survey published by the Society for Human Resource Management (SHRM).

Why Bother with a Great Onboarding System?

Because you’ll have much great retention! According to the SHRM study, companies that leave onboarding to chance experience higher than 50% failure rates when it comes to retaining new talent.

Question: Do you have a great orientation system? Are you leaving anything to chance? Does your new agent feel like he/she’s in a fog for the first few months?

If you want a ‘template’ and suggestions of what should be included in your orientation, click here.

Those New Hires ‘Check Out’ Fast! (Faster than you Think!)

According to the same SHRM survey, 67% of millennials are already thinking of looking for their next job on day ONE!

Question: On day one, how are you cementing the relationship and helping that new person feel really welcome in your culture?

Tips for Those First Critical Seven Days:

  1. Manager sends a welcome email to new agent on day one.
  2. Each day’s activities are completely outlined so the new agent knows exactly how to proceed (you’re building in habits of success).
  3. The first week’s activities include shadowing and lunch with one of your senior colleagues.
  4. Welcome gift given to the new agent on day one.
  5. End of first day checklist completed with manager
  6. Round table or lunch set up with your influential agents to welcome the new agent
  7. Use a detailed, prioritized action-plan checklist, like Up and Running in 30 Days, to assure the new agent knows exactly what to do, how to do it, and is held accountable to it.

Outcome: 69% of new employees are more likely to stay more than three years if they’ve experienced a well-structured onboarding program.

So, how does your onboarding system stack up?

Find out: Regularly survey your agents who’ve been with you 6 months to find out what they found valuable and how it could be improved. Why not have the best onboarding/retention system in the industry?

How’s Your Quick-Start Program Working?

Up and Running_5e largerBoth these onboarding studies prove that leaving the new agent’s orientation, training, and start to chance just doesn’t cut it. Take a look at what’s new in Up and Running in 30 Days:  updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.

 

 

shaking hands over computerDearborn Education Company just released my 5th edition (!) of Up and Running in 30 Days. This book is literally the new agent’s business start-up plan. In addition, I’ve provided lots of training and advice to assure new agents know what to do and how to do it.

One of the updates in this edition is the technology new agents really need—and what they don’t need, so they don’t waste their previous dollars!

What My Technology Experts Told Me

Use technology to support your dynamic business. The easiest way to organize the names of prospects and clients is on a computer. If you’re not in the technology world now—jump in. You’ll need technology to do the following (these are not my priorities, just a list):

Technology Recommendations from Up and Running

Use technology to support your dynamic business. The easiest way to organize the names of prospects and clients is on a computer. If you’re not in the technology world now—jump in. You’ll need technology to do the following (these are not my priorities, just a list):

  1. Work from wherever you are with a laptop so you can find properties, do market analysis, and create presentations anywhere, anytime
  2. Organize your prospects, clients, and affiliates (such as mortgage lenders) in a database (if you’re not extremely computer literate, start with Microsoft Outlook, which almost everyone already has on their computers)
  3. Organize your follow-up programs for specific target markets via  client relationship management (CRM)
  4. Capture and follow up on your Internet leads with Internet lead follow-­up technology designed for that purpose
  5. Measure your progress to your goals with specific software
  6. Keep in contact with your customers via cell phone and pager (you will find it truly amazing how few agents return phone calls)
  7. Carry your contacts (database), schedule, and so on with you on a personal digital assistant
  8. Create a personal Web site and/or blog that promotes you and/or provides your prospects and clients access to information they value, such as updates on their property, marketing, or transaction progress
  9. Take pictures with a digital camera and add them to your Web site or your flyers
  10. Invest in a video flip camera so you can promote yourself and your listings via video
  11. Budget for your expenses, track expenses, and create, implement, and analyze your profit and loss statements with financial software (such as QuickBooks, Quicken, or Mint)

Note: See the References and Resources section in UP and Running in 30 Days  for resources for these valuable tools. And, the reference section offers dozens of references for other software, training, etc.

Get Advice Before You Invest

These references include only a few of the technologies agents use in business. Before you buy anything, interview three technology-savvy, high-producing agents in your office and identify the technologies they consider important. Don’t expect your real estate company to provide them, although seasoned agents within your organization may be willing to provide direction on the best use of technology. Also, see your manager for advice on the most up-to-date technology you need to perform.

Caveat: Don’t run around buying every marketing program and tech tool from vendors. As Gary Richter, one of the newer, successful agents quoted in my book, advises: “There are many different programs and systems that vendors will try to sell to you as a new agent. Many overlap in capabilities. Pick one that works for you and stick with it.”

Up and Running_5e largerTake a look at what’s new in Up and Running in 30 Days:  updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.

audience sleepingIs your audience’s mind ‘wandering’? Here are 42 ways to keep their attention.

This month, I’m focusing on training. Why? Because you’re hiring good potential, but you need a plan to develop that potential. And, that development comes through training and coaching.

Trainers: Do they snooze when you’re in front of them? Do their eyes slowly close—and then blink open when they’re startled by something you do in the classroom? Do you feel frustrated when you can’t keep their attention?

The solution is simple: Gain more teaching skills.

Sounds easy, doesn’t it? But, the most difficult thing for us adults to do is to gain new skills. Instead, we tend to try to purchase competency (invest in software, programs, and ‘things’ that supposedly do the work for us). But, in this case, all the PowerPoints in the world can’t overcome a boring presenter!

You Can Expand Your Teaching Repertoire

Did you work to put yourself through college? I did. I found out it was much easier to put my talent to work and get paid, than to pick beans! So, when I was nineteen, I got a job playing piano in a bar. (Boy, did I learn about human nature).

When I was tickling the ivories, playing my way through college and graduate school, I noticed that, the more tunes—and styles–I mastered, (that’s the repertoire), the more tips I made. I could please more of the people more of the time. It’s the same way with teaching, or doing keynotes, or presentations, or facilitation. The more skills you hone, the easier it is to be effective in front of people.

Most Presenters Know Just One Tune and Style

Most of us who present start by getting in front of people, and naturally doing some things right. We get acceptance. We get acclaim. We find we’re good talkers in front of people. In fact, most people think that refining presentation skills are merely a function of

talking better.

So, we try to talk better. But, then, we hit our ‘ceiling of achievement’. We can’t seem to get any better. Then, we get frustrated. We try harder. That doesn’t help. Sometimes we look for someone who can help us ‘talk better’. We take a class thinking that someone will make us titillating on the stage. The interesting thing is that—it’s not the answer for most of us.

Gaining Other Presentation Skills

Sure, there are a myriad of presentation skills that help us in front of audiences. We can speak slower, speak more clearly, pause more effectively, use our bodies more effectively.  But, in addition, there are teaching methods that increase the effectiveness of our presentations. These include

Crafting of the presentation

Audience participation

Use of visuals and props

How good are you at these teaching methods? Do you tend to rely on the good old stand-by, lecture?  If so, you’re boring your audiences to death!

A Great ‘How to Teach’ Course Will Help You

I teach Instructor Development Workshop in the state of Washington. This fulfills a requirement for instructors to teach clock-hour approved courses in the state. So many times, people come into the class wanting me to ‘fix them’ so they will be fascinating in front of people. What I have to do is to teach them all those other methods to teach effectively—skills they can learn and master. It’s interesting to watch their paradigms switch from “make me another Johnny Carson or Don Rickles” to “I’m grasping great teaching methods that work for me.”

To see my upcoming courses, click here.

Those 42 Teaching Methods

One of the things I do in Instructor Development is to demonstrate to students many teaching methods. Then, we ‘take it apart’ and talk about how they would apply these methods to their own situations. I’ve developed a list of 42 Teaching Methods to summarize the course. Click here to get it.

Bring Skills to Your Company or Association

Want me to come to  your company or association and teach these methods? I’ll customize the subject matter to match what you need. I believe training is major answer to our industry’s offering value for services, and I can help you create great trainers and effective training. Click here to contact me, and we’ll talk about your needs.

trainer sayingAre you training ‘know-it ‘alls’ or ‘do its’?

This month, I’m featuring training. Why? Because you’re probably hiring like mad in this fast market. So, if your training systems aren’t keeping up to your hiring demands, read each of these blogs.

Note: I’m doing a series of digital newsletters for trainers this year, called ‘Behind the Mic‘. If you’d like to be included in my mailing list, go to my Carla Cross website home page, www.carlacross.com. Toward the right bottom, there’s a request to join Carla’s Community. Join, and you’ll get newsletters and resources FREE as a member. If you want to only receive the Trainers’ newsletters, state you are a trainer.

Are you standing in front of your students to create better performance, or more knowledge? If you are want to train, it’s very important to clarify for yourself exactly what your role is. Why? Because it will determine the outcomes you get.

I learned this the hard way. After graduating in piano performance, I applied to and had been awarded a scholarship to UCLA as a graduate assistant in the music department. But, after I was at UCLA a few weeks, I became disillusioned, for I found out that the UCLA music department was all about ‘knowledge’, not performance. Professors earned tenure by publishing papers about sixteenth century Elizabethan madrigals–but they didn’t have to be able to play the madrigals…My interest and experience in music had been performance.

Are You After Better Performance or More Knowledge?

I’ve never forgotten that lesson about the difference in the knowledge about something–and the performance of it. Which is more important in what you’re teaching? What do you want your students to be able to do as a result of your presentation/training? Sure, just like musical performance, you must have some technique to perform. But, also like musical performance, lots of knowledge doesn’t make you a good performer.

If You Want Better Performers…..

Here are five areas to look at to assure you’re creating performers, not just know-it alls.

1. What percent of your program is instructor focused? That is, the instructor performs. If it’s more than 50%, you have a knowledge-heavy program. Model your program like the piano teacher teaches piano. He talks very little, demonstrates some, and listens to the student play and gives positive reinforcement and re-direction. The teacher knows he taught because the student can play.

2. Do you choose your instructors based on their knowledge and their ability to deliver the message attractively? Start choosing your instructors, instead, on their ability to facilitate performance. They should be able to demonstrate a role play, set up a role play, and draw conclusions. Like great piano teachers create increasingly difficult programs for their students, your instructors should be able to craft ever-increasing difficult rule plays. Think of them like creators of ‘virtual reality’.

3. Who is held accountable for the program–the instructors or the students? In most programs, we ‘relieve’ the instructor if he doesn’t get good reviews from the students. The instructor’s the only one accountable. Turn it around. 75% of the accountability should be on the students to demonstrate they have learned the skill. Why? Because, without student accountability, managers get your ‘graduates’ who can’t perform.

4. Is your focus on curriculum? Are you attempting to create value for the program to management or owners by providing more information than the other school? Most training programs could cut 50% of their curriculum and graduate better performers. Instead of focusing on curriculum, create your program as ‘virtual reality’. Have a system that provides a series of “performance building blocks”. Don’t tell them all about playing a concerto. Just tell them enough to let them ‘get their fingers on the keys’.

5. Are the objectives of your program knowledge-based? How do the students graduate from your program? Do they pass a written exam? Managers want a graduate who can perform the activities of a real estate salesperson to reasonably high performance standards. A good training program should identify, teach, observe, and coach performance in several critical performance areas until the student can perform well enough to graduate.

The Right Performance ‘Test’

As a piano performance major, each term, I had to play a ‘mini-recital’ in the music auditorium for an audience of four–all piano professors. I couldn’t just talk about music theory, or answer a multiple choice exam. I had to play. And, to pass the ‘course’, I had to play to certain set performance standards.  The more your training program resembles the ‘virtual reality’ of your specific performance, the more valuable your program to the people who hired your students –and you.

In the next blog, I’ll tell you about the latest trends in training–and why you need to adopt them now!

logoAre You Making it Hard on Yourself to Train ‘Newbies’?

Why not take off the pressure and let me help you. I’ve created a comprehensive online training/coaching program for new agents: Up and Running in Real Estate. I’ve included 25+ training videos and 50+ documents, systems, and how-tos. And, I want to include you–since your interest and dedication will make all the difference to that new agent’s success. So, I included Coaches’ Corner–all the information you need to coach an agent to this program. See more here. 

 

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