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Archive for how to train videos

What should you expect your first week in the business?

The next few blogs are excerpted from my ebook, What They Don’t Teach You in Pre-License School (the facts about real estate as a career!).

Herea��s Your Desk, Herea��s Your Phone, Got Any Questionsa��..

Thata��s what my first boss told me as I was hired. So, I went to the desk I was assigned anda��..waited for something to happen. I was so naA?ve I didna��t even know the questions to ask! You may be laughing now, but, that still occurs in real estate offices today. What would you do if that happened to you? Probably sit and wait for someone to

Invite you to have a cup of coffee or lunch

Invite you to go see homes for sale

And, those were both things that happened to me. You may even conclude thata��s how real estate was sold. Wrong. Unfortunately, neither of these activities makes you any money. So, I quickly figured out I couldna��t do things like the agents in the office did them, or I would produce the same amount they produceda��3-4 sales a year. (There were two others in the office, but I never saw them, because they were out sellinga��.).

What Your First Week Should Look Like

Orientation: Get everything done on the orientation checklist your manager provided. Work with the secretary or assistant to complete all the tasks, so youa��re ready to sell real estate.

Schedule an appointment with your manager to get your business start-up plan and a coaching schedule with him/her or someone designated as your accountability coach.

Start-up checklist: Your manager may provide a start-up checklist, which has things on it such as a�?create a databasea��; call potential clientsa��; a�?meet with a mortgage repa��. These lists can include business developing and business-supporting activities. Just be sure they are targeted to start your business successfullya��not just give you busywork.

Schedule your initial training: Your company should have an initial training program that occurs at least every two months. Schedule attendance at it. Chapter 9 has a comprehensive new agent training calendar you can use to compare to what youa��ve requested in the interview.

Property inspection: Every new agent wants to feel comfortable with inventory. So, schedule inspection of listings for 3-5 hours this week, and during your first month. As you become comfortable with inventory, dona��t a�?previewa�� any more than you need toA� feel comfortable working with buyers and sellers.

Top-producing agents preview with a reason: To do research on a potential listing, or to preview with a specific buyer in mind. They dona��t have time just to preview pretty properties because they are on the marketa��but non-producing agents have plenty of time to become a�?property expertsa��.

See my business start-up plan, A�for a good prototype schedule for yourself, so you’ll get great time management habits from day 1.

Want proven guidance to start your career? Check out

What They Don’t Teach You in Pre-License SchoolA� -A�everything each prospective agent should know about careers in real estate

Up and Running in 30 DaysA�–A�the new agent’s business start-up plan, with dozens of training tips, checklists, and sales guidance to start your career right

UP and Running in Real Estate — the comprehensive online version; a detailed start-up plan, with 25 training videos, dozens of documents to save you thousands of hours, and coaching plus motivation to keep your momentum to success

Carla’s advice: No matter how you start, start with a proven plan!

audience sleepingHere’s how to know if you’re wasting your time training. Really!!!!A� Just because you ‘have training’ doesn’t mean it’s effective.

Every company says they ‘have training’. Yet, whether you’ve been in business 2 days or 20 years, you’ve probably felt frustrated that those hours spent in class–listening to someone at the front (the ‘expert)–didn’t do you any good. There are reasons training doesna��t worka��and herea��s how to make it work for you, so you dona��t waste precious hours in training rooms–either as an instructor or as a student.

Dona��t forget: Get the Analysis of your Sales Performance Skills worksheet at the end of this blog. This is great for managers to use to plan training needs and for agents to use to assure theya��re refining the skills that make a difference.

Training: Taught Right or Not?

Training doesn’t work because it’s not taught right–and the people in the class aren’t doing what needs to be done for training to make a difference in their lives.

A�Herea��s what training needs to help you every time youa��re in class:

A�Training must have action inside class to be effective for you. If you’re the instructor, you must use ‘alternative delivery methods’ to get those students into action in class. What are alternative delivery methods? All those methods used to train that aren’t lecture. (see below).

A�What do I mean?

A�I mean we have to look at real estate as a a�?performance arta��, not a a�?knowledge pursuita��!

Big question for you: Think of your last 3 trainings. What were you doing in class? Listening to the a�?experta��? Or, were you putting to work what you were learninga��while in class, so you could get valuable feedback before you a�?practiceda�� on real peoplea��your clients?

Here’s Effective Training

What you need to be doing in class to assure you can do it a�?for reala��: (these are alternative delivery methods)

If ita��s appropriate, you need to role play (like answering objections, giving a listing presentation, etc.)

If appropriate, you need to differentiate (like finding mistakes in a purchase and sale agreement).

If appropriate, you need to practice the actions in class and then go out and do it with a a�?real persona��a��the clienta��and come back and tell how it went (practice a listing presentation, do it a�?for reala��, and come back to class and refine it).

None of these things happening in class? Make it work anyway. Take the a�?actionablea�� items you learned in class and go do thema��for reala��within 3 days of going to class (otherwise we only remember 10% of what we heard!!!!!). Now youa��ve made your own action plan.

Trainers: I did a series of 5 videos showing how to make your training work. See them on my uTube channel.

Note: I’m a bit shocked when I hear that those who took a ‘Train the Trainer’ course didn’t learn any of these methods. Just learning how to drone on (in lecture) just doesn’t cut it with today’s audiences–or with assuring your students actually can apply skills!

A�Real Estate: Performance Art or Knowledge Pursuit?

A�Leta��s be honest: Do you know someone in your office who seems to know everythinga��but doesna��t sell a stick of real estate? Sure. Thata��s the problem with treating real estate as a a�?knowledge pursuita��. It has little to do with results.A� Our profession is a performance art. How you perform in the fielda��with real clientsa��determines your success.

Big question for you: Which kind ofA�real estate professional are you? A a�?performance arta�� agent or a a�?knowledge pursuita�� agent? A�Which is easier to become?

Your Training Should Resemble a Piano Lesson

As a long-time pianist and teacher, I know intimately that, if you dona��t practice, you cana��t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared. You get tips and modeling from your teacher. Then you practice in class with your a�?coacha�� watching and listening. Then, you a�?go out in the fielda�� and practice. You come back ready to perform for your coach again. Thata��s effective training.

Here are 3 things that dona��t work in training (and things for you to avoid):

  1. A�Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?)
  2. Thinking most company training will a�?do ita�� for you
  3. Relying on a�?on demanda�� video. Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish.

Unfortunately, video training can provide very limited production results. Why? Because people dona��t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they dona��t have to take action.

When youa��re ready to get results from your training, youa��ll be ready to treat your training like the power tool it really can be.

Want to see an effective training program? Check out Up and Running in Real Estate.

A�Dona��t forget to grab that Analysis of your Sales Performance Skills here.A�A�A�

And, be sure to check out my uTube channel for those 5 videos on alternative training methods.

Want to Be Approved as a Clock-Hour Instructor in Washington–and Learn from Carla?

IDW_coverGet approved for teaching real estate clock-hour approved courses. Receive 15 clock hours of continuing education credits. Learn from the only Washington’s only National Realtor Educator of the Year. Gain invaluable strategies; worth so much more than just clock hours or certification!

New! Bring the course you want to teach and we’ll apply new teaching methods for you. Get strategies to be the engaging, creative instructor you know you are!

2018 scheduled courses:

May 22-23, 2018 in Bellevue, Wa.. A� A�A� Click here for more information and registration.

Fall course: Oct. 23-24, 2018 in Bellevue, WA. (registration link to be included later).

Need to get approved as an instructor right away? Order our distance learning courseA� Train the Trainer. Fulfills the same requirements, has the same curriculum, has 15 clock hours. Take this course at your own speed and fulfill the requirements to become a Wa. state approved clock-hour instructor.

Your knowledge of my part of the business helped me to recognize ideas I can use in title insurance and escrow. Judy Williams, Chicago Title

Carla is fantastic! I will always be appreciative. Kim Emmons, manager, John L Scott, Maple Valley, Wa.

Instructor is 100% competent. Her passion, professionalism, and knowledge of the subject is passed on to her class. Mike Kerwin, Keller Williams Realty

Bonus: 30% discount on 3 of Carla’s training resources to attendees.

Space is limited. Don’t miss this opportunity!A�Click hereA�for more information and registration.