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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 Presentations

training your successHere’s how to fill your classroom with enthusiastic attendees.

This month, we’re focusing on training. Why? Because it should be a huge part of your value proposition. After all, you can’t just recruit them–can you? You need also to have a complete development system. Coaching and training ARE your development system.

Having trouble getting them to training? Authored by one of our Senior Career Coaches, Jodi Sipes, M. A., this second article of our series shows you how to market your training to attract your agents and get them excited as students! Jodi’s advanced education in adult learning, plus her years of experience creating and implementing exceptional training for new agents, gives her a unique perspective. Here are invaluable tips as you take action to control your income in these shifting markets. You’ll make your training an awesome recruiting tool, while making it effortless to implement training week after week.

Don’t be Dull! Set up Themes to Pique the Curiosity and Up the Attendance

Don’t just list the topics you are going to present. Create themes. For example: Listing month! New Year Planning! Spotlight on Buyers! Now that you have the over view of training and components put together, make sure that they compliment and support each other. For instance, when you are coaching new agents with the Up and Running in Real Estate program, you should have supplementary training/practice days in your office. This is also a great place for experienced agents to grow as trainers—plus, their time will be saved, as they will teach everyone at once, instead of having a bunch of new agents knocking on their door with questions all the time.

Get Creative! Give it a Provocative Title

We see lots of training calendars in our training consulting. Most of them are dull as old brick! Don’t just list the topic. Instead, get creative. Make the topic interesting, even provocative. Put a new ‘spin’ on the topic. For ideas, read the names of programs given at your state and national conventions. Some of the topic names are really creative!

Give it a Double Punch for Double Learning

Don’t just teach the curriculum. Find ways to expand that subject from all the angles. For example: When you have a new agent training section on listing presentations you should have a top Realtor from your office give a demonstration on an effective listing presentation or an effective CMA. When you work with Buyer’s presentations, have a lender come explain the issues and requirements Buyer’s face. Lead follow up and business planning create a good time for software vendors to show their programs. Marketing sections offer an opportunity for affiliates to show how they can support agents, and for vendors to show how their products can support agents. These supplementary classes are great for all agents of all levels.

Alternate Formal with Casual for the Unexpected

It’s also great to incorporate casual (brown-bag lunch—agent “Rap” session) support groups to encourage agents to share their ideas and frustrations. This creates a “teamwork” feel to your office, and helps agents through current challenges. When the manager shows up at these for the first part, agents can get their questions answered in a format that answers these for many agents—saving the manager time!

One of your Biggest Problems Solved: Getting them to Attend Enthusiastically

Here are 3 surefire ways to get your agents to attend—and get recruits to attend, too!

1) Leverage Affiliates
Title representatives, mortgage brokers, escrow companies, home inspectors, and others can support your training calendar by adding lunches and other incentives to improve attendance. The best benefit is that this is a win for everyone, and forges bonds between agents and affiliates. The benefit for the affiliate: they get in front of your agents and get to know them—building trust. The benefit for the agents: they get hands-on training from people who are “out there doing it now,” and they get to know a variety of affiliates so they can decide if they would like to do business with them.

2) Create Positive Expectations for their Accomplishments
For new agents, create a booklet that details all the classes you expect them to attend in their first year. You can use this to set mutual expectations at the time of hiring. Check off each class as they complete it, and celebrate their growth! Everyone should celebrate when they get their first listings and sales, too. The booklet helps them keep it all straight, and is a tool for you to keep track of their progress, as well.

3) Be Lavish in your Recognition/Improved Performance
Have drawings or special prizes and recognition at meetings for the agents who grow to a new level through the office training. Use their testimonials when you market the classes to your agents. When an agent admires the performance of another, they will want to model what they do.

Remember that putting together world-class training is a process, and will not be all you want it to be right away. It takes planning, support from your agents and affiliates, and time to catch on and develop. You can grow and improve each year!

We are here to support your agent development systems. Talk to us about coaching you in developing world class training. You’ll go further faster, and have time to do all the other management duties you know you should be doing!

LM CoverAre You Recruiting Winners–or Bodies?

Let us help you create a recruiting plan that works. Then, we’ll help you career complete Career Development Systems for both new and seasoned agents. Now, you have systems. You can expand. you can relax a little. Why not check out Leadership Mastery Coaching with a complimentary consultation?

trainer at board

Why don’t you have a training calendar? Here’s how to get one now.

This month, we’re focusing on training. Why? Because you can recruit your heart out, but, if you’re not developing each agent to his/her potential, you’re not retaining! (and you have a revolving door……)

Guest Author, by Senior Coach Jodi Sipes

Authored by one of our Senior Career Coaches, Jodi Sipes, M. A., this blog shows you how to create a training calendar you’re proud of. Jodi’s advanced education in adult learning, plus her years of experience creating and implementing exceptional training for new agents, gives her a unique perspective. Here are invaluable tips as you take action to control your income in these shifting markets. You’ll make your training an awesome recruiting tool, while making it effortless to implement training week after week.

Why bother to create your year’s training calendar? With managers running in 50 directions at once, time management is a huge issue. Designing a training calendar allows managers to get their systems under control. It allows managers to delegate some training duties. Outcomes: More production, more profits, and better retention!

Your First Step in Creating that Calendar: Get the Rhythm

Before you try to create that calendar, consider the rhythm of your year. When do you hire the most agents, when is the market busiest, what seasonal issues do you want to address? For example, you’ll want to decide when is a good time to focus on listings, what issues come up at tax time, etc? This will give you a good over-view of how to plan your education and training.

Your Second Step: Decide the Major Issues You want to Train To

Now, it’s time to decide this:

If there were one thing my agents could do better that would raise productivity more than any other single thing, what would that be?

Answer that question, and you’ll get the major issues handled in that calendar. For example: If you have an office with many new people, you probably have fewer listings than you’d like. Or, your listings may be sitting in your shifting market. So, a major part of your calendar will be high-activity training to the listing process, focusing on getting marketable listings. A major mistake managers make in creating calendars is to merely drop in whatever they think agents would like! Don’t do that. You’re in control, and you need to train to the outcomes you need—and should expect.

Your Third Step: Make a System for New Agents

If you are hiring brand-new agents you will then need to schedule for them:

• Recruiting/hiring group informational events
• Orientation (Office equipment, your brokerage procedures, meet affiliates, etc.)
• New agent education (how to fill in forms, how to complete quarterly taxes, etc.–this should be in sync with MLS and Realtor Association training) At Carla Cross Seminars, Inc., we call this “Technical Training”.
• New agent start-up plan/coaching sequence so they go to work the first week. Our start-up plan and coaching companion is Up and Running in 30 Days.
• New agent skills training and practice/support sessions (how to answer objections, qualify buyers and sellers, etc.) Our complete training/coaching high accountability system for this is Advantage 2.0.

To assure you’ve covered the right bases, ask yourself about your desired outcome: What do you want your new agents to know, and be able to do in their first year?

Your Fourth Step: Make a System for your Experienced Agents

Here are some of the training issues you will want to consider:

• Sequence of business-building training (taking them to the next level)
• Yearly planning and Goals (this should be done in November of the prior year)
• Keeping them up-to-date on the law and technical issues (required classes, new forms, legal issues, new developments like more condos in the area or re-zoning)
• Life-style enhancement (time management, hiring an assistant, etc.)
• Train the Trainer class and opportunities to teach if they enjoy giving back to others (this is a great retention tool)

I know–it’s a big commitment. But, when you have your training systems fully in place, and you start measuring results, you’ll see the fruits of this labor.

Click here to grab my sample new agent training calendar.

 

logoWhy Not Make It Easy On Yourself: Up and Running is Done for You!

It takes me a year+ to write a training program, and I’ve done it several times! How long will it take you to write a program? Why reinvent the wheel? It’s enough to expect you to coach those in a program, not write it, and teach it in addition! Check out my comprehensive, high accountability, training/coaching program for agents under 2 years in the business. If you want to get them started fast, and are willing to coach them to the program, you’ll love the results. See it here.

training signTrainers: Is your training really a ‘hot mess’?

This month, we’re focusing on training. Why? Because you can recruit your heart out, but, if you’re not developing each agent to his/her potential, you’re not retaining! (and you have a revolving door……)

Doing Everything Wrong? Or Right?

“Oh, no. I’ve been doing EVERYTHING wrong!” That’s what one of my attendees groaned after I explained the training calendar evaluation tool I created to help trainers assess their training programs. Too often, I see training programs thrown together from various cobbled (and ripped off….) sources. Sure. You can do that and call it your training program. But, it makes for a disjointed, shattered ‘picture’ of your company and culture. And, it doesn’t work to get what you want—more production and profits.

Here, I want to share an analysis tool I created that will help you see the good and challenging parts of your training program and tune it up to really make a difference in your company.

Do You Really Have a Training Program?

When asked this question in a National Association of Realtors’ survey, the majority of the brokers said they did have a training program. But, what does that mean? What does it encompass? How would I know you had a real program? Here are the three questions to ask yourself to see if you really have any type of cohesive, coherent training program focused on the results you want:

1. Is your training program a part of your business plan?
2. Have you created a training calendar so you know what you’re doing and when you’re doing it?
3. Could I look at your calendar and see exactly why you had scheduled those events—and that they had cohesiveness to your ‘big picture’?

Evaluate your Training Program Now

The training calendar evaluation tool I mentioned above is invaluable to see how effective your training program really is—and to target the changes you want to make so you’re training with purpose.

At the end of this blog, I’ll share it with you. First, let’s walk through it.

What Kind of Training Are You Offering?

Look at your training calendar. If you don’t have one, simply take a 3-month calendar and write in the training you’re providing.
What’s the ratio of business-producing vs. business supporting training modules? When I see some training calendars, I can see why their training is not increasing productivity. All their modules are concerned with business supporting subjects (technical knowledge): home inspections, the law of agency, websites, social media, etc. That’s all nice, but what does it directly do with creating productivity? Here’s the path to a sale:

Lead generation

Interviews/qualifying buyers and sellers

Listing homes/showing homes

Selling a home/listing sells        $$$$$$$$$$$$$$$$$$$$$$$$$

If you want to increase productivity and profits, your training calendar needs to reflect your training in these business-producing areas.

What are you training to that will make a real difference in your productivity and profits next year? Put that in your business plan.

What Does Your Profit and Loss Statement Tell You to Train To?

Take a look at your P and L. What’s your ratio of listings sold to sales? Do you like that ratio? Would you like it to be different? Do you want more sold listings? If so, start training to that. When I took over a failing office, I saw the ratio of listings taken to listings sold was a miserable 30%! So, I started action-focused training on the whole listing process. I had them role-playing their hearts out. I did a listing presentation play-offs  In short, I trained them specifically to change that ratio for the better. By the end of three years, our ‘conversion’ ratios were 85%–the highest in the area.
What is your training accomplishing? What do you need it to accomplish? Want can you measure?

Who Are You Training?

We segment our markets when we design our marketing plans. We need to segment our ‘market’ for our training plan, too. In this case, our ‘market’ is our agents. When I ask seasoned agents about whether there is a training program in their company, they say ‘yes’. It’s for the new agent. What? Are those seasoned agents in the office chopped liver?

Click here to grab the training calendar evaluator.

Tell me: How would you rate your training, on a scale of 1-10, 10 being fantastic? What can you do to improve it?

Tip: See my resources on training and writing courses at www.carlacross.com. 

trainerTrainers: how to make your course ‘teachable’.

Here are some tips on how to gain focus on that great course you want to create–that course that’s been bouncing around in your head for years! In my next few blogs, I’m going to give you some specific tips to make your course truly ‘teachable’. Why? From teaching for over 2 decades, I’ve found many courses are not actually very ‘teachable’. In fact, they are either

1) Streams of consciousness

or

2) Information dump

If you’ve picked up someone else’s  ‘course’, and tried to teach it, I’ll bet you know what I mean. Unfortunately, too many times, courses are written from an ‘information organization’ perspective, not a teaching perspective. In fact, because so many instructors have expressed frustration, I’ve just finished a resource on how to write a course.

Gaining Focus for your Course

Let’s look at the 6 W’s that you should answer before starting to create your course: The What, Why, Who, When, Where, What’s Next of your course, so you can clarify what you want to accomplish and gain focus. As I give you these, take time to answer each of these questions.

 What course do you want to create?

Take a moment and write exactly what is in my mind (and heart) about this course. Ask yourself, “Is this actually a course”? Or, is it your desire to persuade people to your point of view? That’s certainly okay in a course, but not as a whole course. Instead, you have a ‘persuasive presentation’. Sometimes we want to impart our beliefs to people or make them ‘be’ in some way, but that’s not a course. (Be responsible, be customer-service oriented, etc.) Now, it’s true that can be one of the objectives of a course, but, just getting in front of people and telling them how they should be won’t make it as a course!

Do you see this course as an overview?     An introduction?  Comprehensive?    A series?

Why?  What are your compelling reason(s) to create this course? Be sure it’s not just all about you….

Who is this course for?  What segment of the population do you want to address? One of the mistakes we make is not narrowing our focus to the level of expertise of our desired target audience.

What is their level of learning in your topic right now?

Who would not benefit from your course?

Do you need to narrow your scope for this course?

Where (type of delivery)

Is this course ‘live’? Is it distance learning? Will it be given as a webinar? Your decisions will direct you to the delivery methods (how you will teach).

Armed with the answers to the 6 W’s, you can gain a laser focus for your course, and go to the next step of course creation.

Expert Guidance to Write that Great Course!

SSS_coverIf you’re serious about writing that great course, this is the resource for you. Step by step, Carla Cross, who has written courses for Re/Max, Better Homes and Gardens, Keller Williams Realty, GMAC, Royal LePage, and CRB, shows you exactly how to create your course and your outline. And, for those Washington state instructors, she shares tips on how to get your course approved for clock hours.

This resource is digital. You will get access immediately.

Introductory bonus: Keys to a Killer Introduction

Includes:

2 instructional videos
Templates to use as guides for course creation
Examples of courses
2 ‘cheat sheets’ to write your course modules
Guidance in how to get your course approved in Washington state.

With 95 pages, this resource, along with the 2 instructional videos, shows you exactly how to create a course that has substance, sizzle, and ‘sell’!

Thank you for a wonderful class on writing a course. This practice and hands on class has given me the confidence and tools I need to move forward with my course curriculum. I feel I have been given a business race car and I can move forward towards my dream of training agents across the country.  Mary Lee, former head of training for Windermere Real Estate, Spokane, Wa.

Just  $129.50   Click here for more information and to order. You’ll get immediate access to the 95-page resource guide and 2 instructional videos. Plus–a bonus: Keys to a Killer Introduction. 

 

 

Trainers: More ways to teach effectively than you can name! (42)

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 course, coming up Oct. 5-6, 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.

shaking hands over computer

Presenters: Is there a webinar in your future?

This month, I featuring training.

Is a webinar in your future? Everybody and their brother are doing webinars. I am doing a ‘live’ Instructor Development Workshop, and there is interest in webinars each time I do this course. So, I thought I’d write a blog

about them. Here goes. Enjoy!

Should you become a webinar ‘maven’? If you’re a

  • Trainer
  • Coach
  • Manager
  • Team leader
  • Salesperson

you may want to consider the ‘delivery method’ of a webinar. What can a webinar do for you? It can

  • Inform
  • Introduce
  • Sell
  • Increase your image

What can’t a webinar do? It can’t

Change people’s behavior (it’s not training. It’s education). Webinars are not the magic training bullet we’ve wished for. There are limited objectives you can accomplish by doing a webinar. (We’ll investigate this more later).

Of course, the upside of a webinar is that

  • People don’t have to travel to get to the ‘event’
  • It’s very cost-effective
  • It puts you in front of new audiences
  • You can make it ‘evergreen’ (record it and share it)

Some Basic Choices to Make Before You Start

  1. Your vehicle

Which company will you use to deliver your webinar? There are over 100 companies today offering some type of ‘screen sharing’. They range from free to $100+ a month. The free versions companies tout are for a limited number of viewers (usually 5-10). After that, figure on paying for the services. Among the most popular services are GoTo Meeting, WebEx, and BrightTalk. Whatever you choose, pick a service that will be easy for you! Getting caught in the technicalities while you are trying to be a sparkling presenter is death by webinar.

  1. What’s your message?

Decide on your topic. Is it something that would lend itself to a webinar? To find out, study webinars you’ve attended. Do some seem too wishy-washy to have been worth your time? Are some so full of facts and figures you snooze off?

Now, decide on your objectives. In other words, start with the end in mind. To write your objectives, start with this sentence,

As a result of this webinar, attendees will____________________________. Examples of objectives for a business planning webinar could be:

  • Understand the ‘flow’ of the strategic business planning process
  • Be able to differentiate between a vision and a mission statement
  • Be able to pinpoint 3 areas of concern about their business from the previous year

After I’ve written my objectives, I know the basic structure of my webinar. I can prioritize those objectives and start arranging my webinar in the right presentation order.

Your Topic: Overview or Detailed?

Is your topic an overview, or is it more detailed? Decide on the scope of your topic, and your objectives, before going further.

Common webinar mistake: Either being so ‘global’ there is little information, or being so detailed you lose the audience in facts and figures.

After deciding on your desired delivery company, and drafting your topic and objectives, you’re ready for the next step. In the next blog, we’ll discuss best presentation methods–and common presentation mistakes.

A Resource for You

To get more information on creating courses with objectives, see The Ultimate Real Estate Trainer’s Guide. Not only for real estate presenters, this guide provides a step-by-step process for putting together a presentation (not just webinars), and dozens of presentation tips.

audience sleeping

When you’re presenting: Are they awake AND interested?

I’m featuring training this month.

If you’re presenting in front of 2 or hundreds, you must wonder at times whether your delivery is interesting. Too often, we drone through the subject, stop to tell a joke or two, and just trudge through the trenches of information until the clock tells us to stop!

Are your students nodding off as the day goes on? Do you frantically wonder how to keep their attention—all day? The answer is not what you think it is. Last week, I taught my Instructor Development course to real estate professionals and affiliates. I’ve taught this course for about fifteen years. Here’s the biggest mis-conception students come in with:

If I’m just learn how to be a more captivating speaker, I can keep the students’ attention for hours on end.

NOT! In today’s frantic world, the person in front of everyone cannot hope to hold students’ attention for more than 10 minutes at a time! If you think I’m wrong, just count the number of commercials in a TV break. These commercials are down to about 15 seconds apiece. The images go by so fast you can scarcely count them. In fact, we’ve become a society of easily distracted, multi-tasking, not very focused beings (watch pedestrians—or drivers—in action with a cell phone…..).

The Focus Doesn’t Have to Be On You at All Times

So, what are you going to do to ‘hold’ students’ attention? You are going to implement some teaching methods called

alternative delivery methods

Alternative delivery methods: all those methods used to teach that are NOT lecture. Examples: Town hall, task force, case study, role play, action plan.

Give your Students some Credit

People who lecture their way through a day (or days!) either

  1. Just don’t have any repertoire of alternative teaching methods

or

2. Just don’t think the students can be involved with theirs and others’ learning

How to Teach through Student Involvement

Instead of talking through each point you have on your PowerPoint slide or in our outline (boy, is that riveting!), use town hall, task force, case study, and role play to teach. To do that, you’ll need to take an Instructor Development course to learn those methods, and practice using them in class.

Note: My next ‘live’ Instructor Development Workshop will be in Bellevue, Washington, Oct. 5-6, 2017. Click here for more information and registration. This course satisfies the requirement to teach clock hour courses in Washington State, and carries 15 clock hours.

You’ll find your students know much more than you think they do about what you’re teaching. You’ll be able to clarify points of concern, use the talents in your class, and actually provide a stimulating, active learning environment. The result: your students will be energized all day.

References: Here are two training tools for those who want to present and train more effectively: Knock Their Socks Off: Tips to Make your Presentation the Best Ever, and The Ultimate Real Estate Trainer’s Guide. Find them at www.carlacross.com.

trainingreAre you keeping them on the edge of their seats when you
 teach?
This month, I’m featuring training.
Presentation skills–or the lack of them–makes or breaks any classroom experience.
Go ahead. Admit it. The last real estate presentation you attended had you bored to tears,
not eager, in the first two minutes! And, it got worse from there……..and it really got worse
when the presenter said, “We have a lot of material to cover”–and you wished the presenter
would just end it all by throwing a snuggly blanket over all of you…..

Don’t let that presenter be YOU! Here is most important skill you’ll have to master to be one of those exciting salespeople/presenters, not one of the boring ones:

Do something to get your audience (can be one seller or buyer–that’s an

audience) engaged in the first two minutes of your presentation.

  • Ask a question
  • Get the audience up and moving
  • Do an unexpected warm-up (not that tedious ‘tell us your name….’)
Who needs presentation skills?
 
You may think that presentation tips are only for those famous keynoters. No….they are for any salesperson
who wants to convert a ‘lead’ to a ‘sale’, any manager who wants to train effectively (and have your agents
eager to attend training, and anyone who needs to persuade someone in 3 minutes–you title and mortgage
reps, for instance).

Want to Grab all those Skills to Keep Their Interest and Assure They Learn?

 
Join me Oct. 5 and 6 in Bellevue, Washington, for my Instructor Development Workshop. You’ll gain the
skills to present with authority and confidence. You’ll learn why most instructors are ineffective–and how you
can stand out from the crowd. You’ll get dozens of methods to teach effectively. You’ll see others actually demonstrating good teaching methods (and you’ll be able to try yours out, too). This course qualifies
instructors to teach clock hour courses in Washington state, and is accredited for 15 continuing education
clock hours in Washington.
 
IDW_coverClick here for more information.
 
For you out of Washington state: Why not invite me to teach your association or company leadership the
kind of presentation/facilitation skills that engage and entertain audiences–while they learn.
 

 

audience sleepingAre you getting the biggest ‘bang’ for your training buck?

Are you frustrated because your training isn’t getting results? Or, people just aren’t showing up? Or, worse yet, falling asleep in that factoid-heavy class?

Maybe you have a specific problem you’ve noticed when you read your latest profit and loss statement. For instance: Perhaps your agents are giving too many commission concessions.

If you’re experiencing any of these challenges, you’ll love the tool here. I’m providing an insightful analytical tool to discover what’s right–and wrong–with your training.

Three main reasons your training isn’t working:

1. It isn’t tied to the problems you want to solve in your office (agents not productive enough, commissions too low, etc.)
2. It doesn’t teach your agents to perform better–just gives information
3. It isn’t exciting enough–teacher just drones on and on…..

As I work with owners, managers and trainers internationally, I see these same three problems crop up over and over.

Click here to get your analytical tool — along with tips to correct your training to make it pay off.

Affiliates: Share this with the managers/trainers in the offices you call on. Use these tips, too, to streamline the training you provide.

coachingWant Help in Improving your Training?

Why not get some assistance in refining your training, creating or improving your training calendars, and energizing your courses with refreshing and effective training methods? Carla Cross has helped the major franchises internationally do just that, and she will help you, too.

Customized coaching to:

  • Improve training, training calendars and results 
  • Insert more exciting training methods into courses to improve attendance
  • Create methods to assure better training results
  • Contact Carla to find out how she can help you get better results from your training. Each coaching series is customized to meet your needs and get the results you want.

These series range from 2 sessions to 6, depending on your needs. Carla will work with you one-on-one or with your group of trainers.

man and woman at tableDo your agents try to ‘tell’ their clients everything, or do they show them with credibility and evidence? If you’re not teaching your agents to ‘back up their mouths’ with the credibility of visuals (3rd party sources, statistics, graphs, etc.), you’re not helping them create trust and rapport with their clients!

This month, I’m featuring excerpts from my new 5th edition of Up and Running in 30 Days.

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

Here’s one about the credibility/visual issue:

This week, I’ve asked you to start organizing your seller and buyer visual presentations. Why? Because I want to give you every bit of support, every bit of guidance, every bit of added edge I can to ensure you convert leads to customers and clients. Creating visual systems does five things for you:

  1. It makes you look credible and professional—we believe what we see, not what we hear.
  2. It is a self-teaching tool—you’ll learn how to counter those objections and how to present to buyers and sellers 100 percent faster with these tools than without them.
  3. You’ll learn how to best organize your presentation to flow smoothly.
  4. You’ll learn the visuals that best counter the common objections.
  5. It is a great confidence-building tool—you will never feel like you’re out on a limb without the answers to sellers’ and buyers’ questions.

Trying to give a professional presentation without the visuals is like trying to play a Mozart sonata just by listening to it. Trust me—as a musician. It can’t be done. Not only is it very difficult to remember what you wanted to say to a buyer or seller when you’re under stress, it just isn’t nearly effective for you. I know because I’ve had agents do listing presentations in class for other agents with visuals and without them. The agents without visuals were voted worse presenters and not as credible as those with visuals!

You’re Going to See and Hear the Good, the Bad, and the Ugly

When you talk to agents in your office about presentations and objections, you are going to be amazed. Some of the information you get will be very good. Some will be very outdated. Some will be outright wrong or bad. What may be stunning to you is the lack of substantiation for what agents tell you. Even though we’ve been teaching agents for years to “put your visuals where your mouth is,” most agents just think they can talk people into anything!

* Big Idea: Put your visuals where your mouth is.

Up and Running_5e larger

Are 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.

 

 

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