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 Speakers

If you teach: tips to stop them from being bored!

Let’s get honest. Do your students get bored when you present? As a student, you know those 71/2 clock hour courses can be killers! The presenter goes on and on. It may be great information, but, after _____ minutes (you fill in your blank), you just zone out (usually about 10-15 minutes!). And, sellers and buyers feel the same way about boring presentations.

Here are 2 quick tips to rev up your presentations, increase your effectiveness, and keep your a�?audiencea�� riveted.

  1. Ask more questions

Dona��t go over 3 minutes in a listing or buyer presentation without asking a question. How about your presentations? Do you drone on for A? hour or an hour without involving your audience? Quit right now. Thata��s where your audience a�?controla�� problems starta��when ita��s all about you.

Action: Write down a question you can ask during your normal a�?lecturea�� period. Or, as a listing or buyera��s agent, write down a question you can ask instead of droning on over 3-4 minutes.

  1. Quit lecturing your way through all that time!

Instead, break up that lecture with some questions. Better yet, use a�?alternative delivery methodsa�� (all those methods to teach besides lecture!). Those would include breaking students into task forces, or giving small groups a case study to tackle, or role play.

You can even do some of this with your sellers and buyers. Involve them in the process!

Action: If youa��ve taken an instructor development course, go back and see where the instructor used a�?alternative delivery methodsa��. Then, find a place in your presentation where you could use one of these methods. Keep expanding your horizons!

The result: Youa��ll have more enthusiastic a�?receiversa��. Youa��ll have more fun teaching, and youa��ll greatly reduce any audience a�?controla�� challenges.

Click here to grab my ‘workshop cheat sheet’, which shows you how to put alternative delivery methods into any workshop–and in which order so they ‘flow’ right.

Is the Course You Teach Just a Lecture (read ‘boring’ to students!)?

Is the class youa��re teaching (or supposed to teach) full of facts and figures? And, therea��s no instructor manual or guidance in how to teach it? Are you finding yourself talking through ita��talking for hours? (Even boring yourselfa��) Are you struggling to make that course come alive?

If you want to energize your course, keep your audience interested, and change their outcomes for the better, you need this unique course!

Bottom line: Youa��ll walk out of this course with the skills to take any boring class and make it highly participative, useful, and fun to teach. Youa��ll get the 3 best methods to use, how to use them, and when to use them to a�?plug them intoa�� any course at the right time. Youa��ll even have time to try out your new methods in your own course and get feedbacka��and watch others, too.A� Why not energize your course, have a better time teaching, and gain business all at the same time?

When: Sept. 12 and 14 (2 half days, so you can polish your course)

Time: 9:30 am to 1:30 pm each day

Where: Bellevue, Wa.

Investment: $149

Accredited for 7.5 clock hours in Washington state

Not in Washington? Contact Carla to bring her to your company or association and invigorate your courses so your students clamor to come back! (and they learn a lot!)

Click here to register.

Here are secrets to fill your classroom with enthusiastic attendees–and gain raving fans!

Having trouble getting them to training? Authored by one of our Senior Career Coaches, Jodi Sipes, M. A., this blog shows you how to market your training to attract your agents and get them excited as students! Jodia��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. Youa��ll make your training an awesome recruiting tool, while making it effortless to implement training week after week.

Dona��t be Dull! Set up Themes to Pique the Curiosity and Up the Attendance

Dona��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 coachingA�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 trainersa��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

Dona��t just list the topic. (How exciting is ‘All about Listing’…..) Instead, get creative. Make the topic interesting, even provocative. Put a new a�?spina�� 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

Dona��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 Buyera��s presentations, have a lender come explain the issues and requirements Buyera��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

Ita��s also great to incorporate casual (brown-bag luncha��agent a�?Rapa�? session) support groups to encourage agents to share their ideas and frustrations. This creates a a�?teamworka�? 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 agentsa��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 attenda��and get recruits to attend, too!

1)A�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 thema��building trust. The benefit for the agents: they get hands-on training from people who are a�?out there doing it now,a�? and they get to know a variety of affiliates so they can decide if they would like to do business with them.

2)A�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)A�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!

Support for your Training

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

Can You Join Me for my Innovative Instructor Development Workshop?

Why not polish your presentation, teaching, and facilitation skills, gain 15 clock hours, and have a great time at it? I’d love to work with you to do all these things. Click here for more information and registration. See you May 22!

P. S. New–We also put creative teaching methods into YOUR course–while you’re in class.

If you teach: Do you know the process to break people into small groups and run a successful small group exercise?

In less than 2 weeks, I’ll be doing my unique version of Instructor Development Workshop. * (May 22-23 in Bellevue, Washington). One of the most challenging, yet most effective teaching method, is using small groups. These can be task force, case study, and role play. I say ‘most challenging’, because these small groups frequently go wrong. Why? Because the facilitators don’t know how to organize, run, and summarize them correctly. So, recently, I added this 12-point checklist to use to assure your small group exercise will go as you want it to go!A� Grab the 12-point checklist at the end of this blog.

*This course fulfills a qualification for you to teach clock-hour approved courses in Washington state, and it includes 15 real estate clock hours.A�

Why Not Just Talk Your Way Through your Class?

In a word–because it’s boring!

In my Instructor Development Workshop, I demonstrate several creative methods. We try them out, and then you try them out in a sample teaching situation. Rather than ‘winging it’ by trying out these methods on ‘real people’, you have a chance to watch me and then take part in several teaching situations.

Application to Your Course

Another new feature I’ve added to my Instructor Development Course is more application of these teaching methods to your course. Unfortunately, most courses aren’t written with instructor direction. In fact, they’re not even written as courses. Instead, they’re ‘streams of consciousness’. It’s very hard to take all those words and make them into a teaching course!

So, I now have you bring a module of the course you want to teach–or are teaching–to our Instructor Development class. We spend some time deciding which teaching methods would fit into that section of your course. You walk away with a much better grasp–and concrete skills–to make that course come alive!

Join Me for a Unique Instructor Experience

Even if you’ve taken other instructor development courses, I promise you’ll get new strategies–for teaching, for presenting, and for course creativity. Plus, we have a lot of fun doing the course, too.

Grab my 12-point checklist for running those small group exercises here.

Join Me for Instructor Development in May!

Why not polish your presentation, teaching, and facilitation skills, gain 15 clock hours, and have a great time at it? I’d love to work with you to do all these things. Click here for more information and registration. See you May 22!

Polish your presentation skills: three quick, effective tips to make all the difference in your impact.

Managers, trainers, salespeople, and even a�?real peoplea�� present frequently in front of one–to hundreds of people. Unfortunately, most presenters (yes, you become a presenter when youa��re selling!), arena��t trained with the best presentation tools. Instead, they just a�?wing ita��. So, we in the audience (or your clients) are frequently bored silly. It doesna��t have to be that way. Take a look at the three tipsa��tips Ia��ve learned first as a musician, then as a speaker, in front of hundreds of people. These tips will make your next time in front of a few a��or manya��enjoyable, memorable, and equally enjoyable for your audience or client.

Three Powerful Presentera��s Tips

Death by Lecture

  1. Don’t lecture for more than 10 minutes. Adults just don’t have that long an attention span (too much on our minds!). Change it up. Use various “alternative delivery methods”–methods to teach other than lecture. In myA�Instructor Development WorkshopA�course, I help students learn these teaching methods by modeling them so they can observe me teaching. Then, we de-brief on what we did. Finally, each student teaches a short module using creative methods, and the rest of the students provide feedback. (We really only learn when we do something).A�DoingA�greatly increases confidence–and competence.

Question: If youa��re in sales or management: Are you talking through your listing or recruiting presentation because you know a lot? How long will it take until the person in front of you gets a�?glassy eyesa��?

Do Something Else Before You Talk too Much

2. When you want to change adults’ perceptions, beliefs, or knowledge, don’t just start talking to them.A�You may be setting up an adversarial relationshipa��and youa��re too predictable! You may just cause them to shrink more into their beliefs, and to defend those beliefs (have you observed students who live to argue with the instructor?)

How to tackle the ‘old belief’ challenge:

Prepare students or your clients to learn something new. For example: Use a ‘true-false’ or ‘multiple choice’ to start the presentation, or to check learning. I do this in myA�Instructor Development Workshop courseA�in the middle, and ask students how they would have answered at the beginning of the course–and then contrast that with their new perceptions and learning. It creates lots of ‘ahas’ with them, and further cements their learning experience.

Tip: If youa��re in sales: Use a fun true-false survey for sellers to use prior to meeting you. It can have lots of fallacies and misinformation, and will set up your presentation to help sellers get the real facts and make the best decision for them.

Quit Relying on the ‘Screen’ to Talk for YOU!!!

3. Don’t just read from the PowerPoint on the screenA�(and, just as onerous, provide the student with the PowerPoint as the “outline”.) If an instructor does that, I feel I want to just take that outline and leave. I can read, thank you! Too many presenters/trainers rely on PowerPoint to do the teaching. Instead, invest in a a�?pointera�� that allows you to make the screen blank. Remember: YOU are the presenter, not your Powerpoint!

Tip: If youa��re in sales or management: Dona��t just drone on from your presentation manual. (thata��s your Powerpoint in this instance.) Instead, Use questions, handouts, pauses, and summaries to give your presentation contour and interest.

Use that Right Brain of Yours

Effective presenting is much more than just talking. It should be creative. Use all the “attention strategies” at your disposal (that means to get them into your repertoire).

Suggestions to get creative:

Use props, stories, various audio-visual aids, and handouts to control the audience “contour”. I learned this as a musician playing for dancing. You direct how you want the audience to dance by the music you pick, and you ‘contour’ the whole experience (slower to faster, then back to slow). As a great instructor/ facilitator/presenter, you can direct your audience (clients) in an awesome learning experience. It just depends on the skills you bring to the table.

Tip: Adapt your creativity to your presentation to clients. They’ll appreciate your innovative approach and you’ll become memorable–not just another voice!

Ita��s Worth the Effort

A�Most presenters/trainers arena��t in it for the big bucks (where are those big bucks, again?). Theya��re in it to assist others. Gaining and practicing presentation skills helps us give back better. The bonus: Deep appreciation from our audience or your client. Wea��ve even been known to change lives for the better! No amount of money can provide that sense of accomplishment.

Carla’s next innovativeA�Instructor Development WorkshopA�is coming up May 22-23, 2018 in Bellevue. Washington.A�Click hereA�for specifics.

Resources to Present More EffectivelyA�

Take a look at Carla’s comprehensive training resource,A�The Ultimate Real Estate Trainera��s Guide,A�and her presentation resource,A�Knock Their Socks Off: Skills to Make Your Best Presentation Ever.A�A�See all her coaching and training resources atA�www.carlacross.com.

 

 

 

 

 

 

coaching teaching skills

Make your training pay off: four great principles.

This month we’re focusing on training.

How badly do you really want your training to pay off? Recently, I A�reviewed a training program to see if the attributes for effectiveness were there. Most of them weren’t. And, frankly, I think they weren’t there because no one cared enough to assure they WERE there. Why? Because it’s regarded as just too much trouble! That’s the sad truth. But, why do we bother to train if we can’t expect a measurable outcome? What if I could absolutely guarantee you, that, if you put these 4 principles in place, you will see results in your training, turn out productive agents, and have a great recruiting tool. How much would that be worth to you? (I don’t mean how much would you pay for this, but how much effort would you be willing to put into it?)

Here are the four principles/attributes that need to be in place:

1.A�Expectations/Accountability

How will you hold agents accountable to work to be done in the program? What are the ‘rules’? When do you explain the rules? Do you have a commitment letter?

2.A�Work during the course

Do you have the agents completing work during the course? Lead generation, packaging, presentations, etc. If not, how do you know they can do what you taught?

3. Measurable results

Are you having the agents measure their results? If not, how are you going to use the program to recruit? How will you know the program worked?

4.A�Fixed curriculum and highly trained instructors

Do you have a written curriculum with course objectives? If not, are you just wandering around in a wasteland of information?

Are your instructors trained in participative teaching methods? Are you monitoring your instructors so you know they are teaching skills, not just talking or providing war stories?

Grade yourself on each of the attributes above. What did you excel at? What do you need to improve?

How awesome could your training be if it had these 4 principles/attributes in place?

logoHere’s a Program with the Principles Written Into the Training

It’s deceptively challenging to include those 4 principles/attributes above in a training program. Yet, if they aren’t there, your training can’t be effective. Why not look at the unique UP and Running in Real Estate, written by National Realtor Educator of the Year Carla Cross.

This online program is terrific for those hiring 1-4 agents a month, because the agent can start the program at any time, and work through the program, while jumping ahead to needed topics–and going back.

Check it outA�here.

Also: There’s a coaching component, so you can fully support your agent’s success.

 

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! Jodia��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. Youa��ll make your training an awesome recruiting tool, while making it effortless to implement training week after week.

Dona��t be Dull! Set up Themes to Pique the Curiosity and Up the Attendance

Dona��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 coachingA�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 trainersa��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! Dona��t just list the topic. Instead, get creative. Make the topic interesting, even provocative. Put a new a�?spina�� 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

Dona��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 Buyera��s presentations, have a lender come explain the issues and requirements Buyera��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

Ita��s also great to incorporate casual (brown-bag luncha��agent a�?Rapa�? session) support groups to encourage agents to share their ideas and frustrations. This creates a a�?teamworka�? 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 agentsa��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 attenda��and get recruits to attend, too!

1)A�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 thema��building trust. The benefit for the agents: they get hands-on training from people who are a�?out there doing it now,a�? and they get to know a variety of affiliates so they can decide if they would like to do business with them.

2)A�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)A�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. Youa��ll go further faster, and have time to do all the other management duties you know you should be doing!

LM CoverAre You RecruitingA�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 outA�Leadership Mastery CoachingA�with aA�complimentary consultation?

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?

a�?Oh, no. Ia��ve been doing EVERYTHING wrong!a�? Thata��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 offa��.) sources. Sure. You can do that and call it your training program. But, it makes for a disjointed, shattered a�?picturea�� of your company and culture. And, it doesna��t work to get what you wanta��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 Realtorsa�� 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 youa��re doing and when youa��re doing it?
3. Could I look at your calendar and see exactly why you had scheduled those eventsa��and that they had cohesiveness to your a�?big picturea��?

Evaluate your Training Program Now

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

At the end of this blog, Ia��ll share it with you. First, leta��s walk through it.

What Kind of Training Are You Offering?

Look at your training calendar. If you dona��t have one, simply take a 3-month calendar and write in the training youa��re providing.
Whata��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. Thata��s all nice, but what does it directly do with creating productivity? Herea��s the path to a sale:

Lead generation

Interviews/qualifying buyers and sellers

Listing homes/showing homes

Selling a home/listing sellsA�A�A�A�A�A�A� $$$$$$$$$$$$$$$$$$$$$$$$$

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. Whata��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-offsA� In short, I trained them specifically to change that ratio for the better. By the end of three years, our a�?conversiona�� 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 a�?marketa�� for our training plan, too. In this case, our a�?marketa�� is our agents. When I ask seasoned agents about whether there is a training program in their company, they say a�?yesa��. Ita��s for the new agent. What? Are those seasoned agents in the office chopped liver?

Click hereA�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.A�

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’sA� ‘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: TheA�What, Why, Who, When, Where, Whata��s NextA�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.

A�WhatA�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?A�A�A�A� An introduction?A� Comprehensive?A�A�A� A series?

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

WhoA�is this course for?A� 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?

WhereA�(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. A�Mary Lee, former head of training for Windermere Real Estate, Spokane, Wa.

JustA� $129.50 A�A�Click hereA�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.A�

A�

 

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

Do they snooze when youa��re in front of them? Do their eyes slowly closea��and then blink open when theya��re startled by something you do in the classroom? Do you feel frustrated when you cana��t keep their attention?

The solution is simple:A�Gain more teaching skills.

Sounds easy, doesna��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 a�?thingsa�� that supposedly do the work for us). But, in this case, all the PowerPoints in the world cana��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 tunesa��and styles–I mastered, (that’s the repertoire), the more tips I made. I could please more of the people more of the time. Ita��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 wea��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 a�?ceiling of achievementa��. We cana��t seem to get any better. Then, we get frustrated. We try harder. That doesna��t help. Sometimes we look for someone who can help us a�?talk bettera��. We take a class thinking that someone will make us titillating on the stage. The interesting thing is thata��ita��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.A� But, in addition, there are teachingA�methodsA�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? A�If so, youa��re boring your audiences to death!

A Great ‘How to Teach’ Course Will Help You

I teachA�Instructor Development WorkshopA�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 a�?fix thema�� so they will be fascinating in front of people. What I have to do is to teach them all those other methods to teach effectivelya��skills they can learn and master. Ita��s interesting to watch their paradigms switch from a�?make me another Johnny Carson or Don Ricklesa�? to a�?Ia��m grasping great teaching methods that work for me.a�?

To see my upcoming course, coming up Oct. 5-6,A�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 a�?take it aparta�� and talk about how they would apply these methods to their own situations. Ia��ve developed a list of 42 Teaching Methods to summarize the course.

Click hereA�to get it.

Bring Skills to Your Company or Association

Want me to come toA� your company or association and teach these methods? Ia��ll customize the subject matter to match what you need. I believe training is major answer to our industrya��s offering value for services, and I can help you create great trainers and effective training.A�Click hereA�to contact me, and wea��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 a�?livea��A�Instructor Development Workshop, and there isA�interest in webinars each time I do this course. So, I thought Ia��d write a blog

about them. Here goes. Enjoy!

Should you become a webinar a�?mavena��? If youa��re a

  • Trainer
  • Coach
  • Manager
  • Team leader
  • Salesperson

you may want to consider the a�?delivery methoda�� of a webinar. What can a webinar do for you? It can

  • Inform
  • Introduce
  • Sell
  • Increase your image

WhatA�cana��tA�a webinar do? It cana��t

Change peoplea��s behaviorA�(ita��s not training. Ita��s education). Webinars are not the magic training bullet wea��ve wished for. There are limited objectives you can accomplish by doing a webinar. (Wea��ll investigate this more later).

Of course, the upside of a webinar is that

  • People dona��t have to travel to get to the a�?eventa��
  • Ita��s very cost-effective
  • It puts you in front of new audiences
  • You can make it a�?evergreena�� (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 a�?screen sharinga��. 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. Whata��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, attendeesA�will____________________________. Examples of objectives for a business planning webinar could be:

  • Understand the a�?flowa�� 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 Ia��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 a�?globala�� 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, seeA�The Ultimate Real Estate Trainera��s Guide.A�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.