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Be prepared for these questions in your interview.

Here are the questions I think are most important for a would-be or transferring agent should ask their interviewers. 

Unfortunately, the interview process is not as practiced or prepared by either party as it could be. So, the interviewer doesn’t find out critical information from the candidate, and the candidate asks a few general questions. I hate to say this, but some interviewers spend most of the time selling the candidate on the benefits of that particular company. Candidates get excited and join–and then find out there’s more to the story.

Any Surprises Should be Good Ones

It’s very dis-enheartening when the agent new to an office finds out that something he heard–or assumed–was not exactly  what he found after being hired. Guard against that by fully informing that would-be agent prior to hiring. The only surprises the agent should get are good ones! 

It’s a Retention Issue

 I don’t think we in real estate appreciate how important our approach to interviewing and onboarding is to retention. According to a recent business onboarding survey, the majority of those new to companies (all companies, not just real estate), decide in the first 30 days whether they want to stay with the company. It pays to be fully transparent and consistent, from that first interview, through onboarding, and into training.

Those Questions Candidates Should Ask

Here are the questions, excerpted from my new eBook, Launching Right in Real Estate: What They Won’t Teach You in Pre-LIcense School.

Figure_9.6_The_Five_Critical_Questions_to_Ask_cropped

What do you think I’ve missed with this critical list of questions?

P. S. Launching Right in Real Estate has 77 questions or categories for candidates to choose from, to assure they get the information they need to make the right choices for them.

 

Save time. This eBook will educate those would-be agents, so you don’t have to. And, you want to know what they’re being told. Hot off the presses at the end of June, pre-order at half price–$12.95 (regularly $24.95). Lots of information, too, that’s great for Career Nights.

Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

Have great would-be agents studying for their real estate license exam? Pass on these proven tips to pass the first time.

You’ve interviewed that would-be agent with great potential. Here’s a method to not only stay in touch, and support them like no other manager will.

Launching Right in Real Estate, What They Won’t Teach You in Pre-License school, tells would-be agents everything they need to know to choose real estate as a career, how to prepare for the license exam, the secrets of a great interview, choosing the best company, office, and manager for each individual–every question a would-be agent has! Here’s an excerpt from the chapter on real estate exams: What to expect and how to pass that exam the first time.

Tip #1: Before each in-class session, or when you start your next online chapter, skim the new chapter for highlights. Then, read the chapter carefully. You need to get the “big picture” before you grasp the details. This is “the forest and the trees” study truism: “You can’t see the forest for the trees.” When you use this study tip, you will see both when you need to.

Learning Fact: Experts tell us we “learn what we already know.” In other words, you must have a context for what you are learning. By seeing the big picture first, you have context. Then, you fill in the blanks with the details. Works every time… I promise.

Tip #2: Right after class, review your class subjects and notes. Why? We remember only ten percent of what we’ve heard three days after we heard it.

Learning Fact: We learn through repetition. You will need to revisit each concept at least six times to commit it to memory.

Tip #3: Make a notebook (hard copy or online) with all the definitions you covered in each class session. Create test questions to match words and definitions.

Learning Fact: It takes time and repetition to make that learning stick long-term. Now you are making your learning go deeper. You are rearranging it so you really grasp it.

Tip #4: If you learn through listening, and you can’t listen to audio only, record yourself saying the definitions. Play these in your car as you drive.

Learning Fact: Use all the senses to learn. Seeing, hearing, and using the material increases your retention to 65 percent three days later.

Tip #5: Keep up with the class work. Faithfully attend every session and study every chapter. Study regularly between sessions. If you have ever gotten behind on your work in school, you know why this is important!

Take every practice exam until you are comfortable with the process and format.

Learning Fact: When you are successful doing something, your fear goes away, and you look forward to doing that again. Train yourself to win!

Taking the Test

Face it. We have all had exam anxiety at some time. Here are five pointers that will help you relax, control your emotions, and pass the test the first time you take it:

  • Read each question slowly; then, read all the possible answers. Do not jump to conclusions to mark the “right” answer. Instead, tell yourself why each answer is wrong. By the process of elimination, find the only answer you think is correct. If you find two out of four that may be correct, leave that question and come back to it.
  • Remember, the point of the exam is to limit the number of agents coming into the field. One of the ways to do this is to write exams where exam takers jump to the “right” answer. Do not fall for it!
  • Do not answer any questions unless you are absolutely sure of the answer. Skip questions for which you are unsure and come back to them. You will either remember the answer later as you “warm up,” or the remaining questions will give you some hints as to the other answers.
  • Take your time. You will have plenty of time to answer each question on the exam.
  • Build your self-confidence as you start by skimming the exam. Find some questions you are certain you can correctly answer and answer them first. Amazingly, when your mind gets warmed up, you will find you can think through questions that baffled you when you tried to attack them at the beginning of the testing period.
  • Let the test give you the answers. By reading through the complete test first, answering only the questions you are sure of, you will find hints of other answers. Your confidence will soar, and you will find you are answering more questions as the test period continues.

These tips are excerpted from my new eBook for anyone interested in real estate as a career. Carla Cross, CRB, MA, has interviewed thousands of would-be agents. As a successful real estate agent, manager, owner, regional director, and international trainer, Cross knows the questions you have—and what you may not be told—and should know. Order her new eBook here. 

Managers: Use this to inform those great potential agents while you save time so you don’t have to answer the same questions again and again. Helps the best candidates choose real estate as a career and take it seriously.

 

Here’s something to put new energy and interest into your Career Nights.

In my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, I provide several self-analysis tools so people can make the decision that’s right for them. Unfortunately, often would-be agents are not informed. Instead, they’re sold. They get excited about real estate as a career, see the ‘easy money’, and think it’s for them. Not so fast. Selling real estate can be a wonderful career for the right person. And, it’s the wrong career for some people, too. 

Put the Selling Aside and Let Attendees Discover

Unfortunately, Career Nights can dissolve into sales pitches. Instead, give some time to helping attendees discover whether they are right for real estate.

Use this quick questionnaire help attendees rate themselves in the qualities that make agents successful.

Take the Questionnaire Yourself. How Many Threes Did You Give Yourself? 

You can rate yourself from “3”, which means you rate yourself as having lots of that quality, to a “1”, meaning you have not so much. 

Congratulations! Every ‘3’ represents a quality that successful agents exhibit. Here’s what I mean.

#1. Successful agents get up in the morning and start their day in a productive way. They have a great deal of self-discipline. No one has to kick them out of bed or tell them to get to work.

#2. Successful agents finish the job, even if it takes them 12 hours that day. Unsuccessful agents great selling real estate like a 9-5 job. Doesn’t work with clients!

#3. Successful agents don’t shy away from challenges. They’re always learning and striving.

#4. Successful agents don’t wait for someone to invite them. They organize, motivate, and inspire!

#5. Successful agents have a great belief in their abilities to succeed, even when others don’t.

#6. Successful agents always keep their promises; clients can count on them.

#7. Successful agents are ‘learning based’. They don’t believe their training is over after that initial office training!

#8. Successful agents love accomplishing things. That’s their motivation–not just the money.

#9. Successful agents learn to handle the great deal of rejection we get in this business. They’re very tough-minded.

#10. Successful agents are willing to jump off the high diving board without gathering every bit of information available anytime. 

What’s a Trait of Successful Agents I didn’t mention?

Let me know what I missed. There are a myriad of qualities and traits successful agents exhibit each day.  Also, let me know how this energizes and changes your Career Nights so they stand out from the others.

 

Save time. Prepare would-be agents for your great interview and for a successful career. Purchase now in pre-release for 1/2 price. Now $12.95. Release is June 1. Great for managers to use for Career Nights or information for would-be agents.

Our brains are phenomenal. They protect us. But, our clients’ built-in responses ‘trick’ our agents into thinking ‘no’ means ‘no’ forever. How many transactions are lost because agents give up too quickly?

No means no, right? No, it doesn’t. Watch this short video to find out who it takes several ‘nos’ to get to ‘yes’. How many more deals could you and your agents complete if you could help them graciously get past the ‘nos’ to ‘yes’?

Training tip: Use this video to start a discussion on how to keep the relationship going, and how to avoid that final ‘no’. You will be amazed at the increased number of transactions your agents will complete.

Save time. You don’t have enough time to provide the answers those prospective agents want. Instead, provide this new eBook, with answers to the myriad of questions they ask. You’ll help them choose real estate as the right career, and prepare them for a real interview. Preorder now, and receive a bonus: 30 things to Do in Pre-License School to Hit the Ground Running. Check it out here. Regularly $24.95/preorder until June 1 publication date at half price–$12.95.
You’re interviewing a would-be agent. Are you prepared for these 77 questions? Seventy-seven?????!!!!!!

Are you prepared for those 77 interview questions?

You’re interviewing a would-be agent. But, you quickly find out these aren’t interviews. These are Q and A. And, the would-be agent is asking all the questions. You, ever gracious, are taking hours with each person. Unfortunately, you never see most of them again.

I just finished my new eBook Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. Of course, to write the book, I contacted dozens of newer agents. I also drew on my experience of having interviewed thousands of eager, enthusiastic–and naive–people who thought they would love selling real estate.

They Have More Questions than You have Time to Give

When I was a new manager, I graciously spent hours answering these many questions. I found out, though, that I didn’t get to know the candidate at all. Why? Because they just weren’t far enough along in the ‘gathering information’ process to answer my candidate questions. They were just hungry to get information. 

Would-Be Agents Get Lots of Dis-Information

I found out that these would-be agents thought:

  1. They would make $100,000 their first year in the business
  2. They could work 20 hours a week.
  3. The business consisted of looking at pretty houses and selling them to clients that magically appeared.
  4. Somehow, the client would find the agent.
  5. Armed with business cards and a good company name, the agent would provide great service, were ‘honest’, ‘worked hard’, and would ‘go the extra route’. (Heard those claims before?)
  6. Someone (manager, company, relo, websites) would provide them leads–all people ready and willing to buy from that agent.
  7. Their training program would give them all the answers and they would be educated to deal with any client. 

Where Did the Would-be Agent Get These Fantasy Ideas?

From affiliates, friends, reading, and, unfortunately, some interviewers. Oh, I almost forgot. They also get it from agents who write those ‘how I made a gazillion dollars selling real estate in a half year in my spare time’.

How Do You Set the Record Straight?

I tried to solve that problem by handing the would-be agent lots of information. Finally, one of my new agents said, “Why don’t you put that in a book?” So, I did. I found providing the book early on in the relationship saved both the would-be agent and I time, and gave the would-be agent better information with which to interview.

Back to those 77 Interview Questions

Get ready to answer ANY of these 77 interview questions…..

Download those interview questions and topics below.

Save time and give those eager would-be agents good, straightforward, realistic information. The easy way to do that is to get Launching Right in Real Estate and provide it to your would-be agents. Pre-order now and get it at half price (regularly $24.95, now $12.95). Available June 1, 2021.

You have your favorite interview questions. But, what about the potential agent? What should they be asking YOU?

What do you think are the five most important questions the would-be agent should ask you? I know. You have your favorite interview questions. At the same time, the prospective agent has questions for you. I’m just publishing my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

In this new eBook, I answer the myriad of questions the new agent candidate has. In addition, I provide advice on whether real estate may be for them (a series of self-analyses), a look at a day in the life, so they know what to expect, and the business start-up plan to assure they make a sale fast. 

Thousands of “Interviews” have Taught me a Lot

The other day, I figured the number of interviews I had done with would-be agents. I was astounded to find it was in the thousands. Did I ever learn a lot from holding these interviews. At first, I interviewed them–well, I thought I interviewed them. But, in reality, it wasn’t an interview, it was a Q and A–and they were asking all the questions. So, I started putting all those questions and answers in handouts. Finally, one of my newer agents said, ‘You should put that in a book.” So, I did. Then, when a prospective agent wanted an “interview”, I provided them the book. When they were into the pre-license course, I would schedule an interview. What I found was that I could really do an interview. I could spend most of the time asking questions and deciding for myself whether that person would be successful in real estate, and whether she would be a ‘fit’ with my company. 

A Question for You First

Before I show you the questions that I advise readers to ask, let me ask you:

Those Five Important Questions

Your Turn: What Do You Think Prospective Agents Should Ask?

Save Time! Get More from your Interview.

You can pre-order this eBook now here.

They all have high aspirations in the interview. But, how can you predict who will really be successful–fast?

Here’s how to absolutely predict they will be successful selling real estate.

Nope, it’s not about behavioral profiles. Although they are somewhat accurate, there are qualities, traits, and skills that most profiles don’t measure. It’s not the entrancing, rehearsed answers they give you to your equally entrancing questions during the interview. Words are cheap. It’s about measuring activities.

Watch What They Do 

Yes, you’re going to ask the right type of questions during your interview (See ‘behavioral predictor questions’ in The Complete Recruiter and Your Blueprint to Select Winners). However, even when their answers are on track, they’re not actions–yet. Instead, watch and measure what they do from the first day in the business.

What New Agents Say They Expect

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many of them start lead generating even in the first month?

Expecting ‘Dumb Luck’ to Carry them to Success

Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure business-producing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Are You a Pardon the Expression–‘Dumb Luck’ Manager or a Business Start-up Coach?

 Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once they’re mentally and emotionally out of the business, they will resist any help from you. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions. 

Leave Them Alone–They will Leave–and You’ll be Surprised

They’re nice. They are team players. Although they aren’t selling much real estate, they’re not causing problems, so you leave them alone. One day, they come in and tell you they are going to ABC Realty, because they will get ‘support’ there. They have a marketing person to help them, etc., etc., etc. You are surprised and dismayed. You thought they were happy with you, even though they weren’t experiencing much ‘dumb ‘luck–or any kind of luck. That’s the problem with leaving them alone until they fail. It’s too late for them–and you. It’s a huge retention problem. 

Tip: Even though they keep rebuffing your efforts at ‘help’, keep trying to put them into a business start-up plan, so they’ll come to the conclusion that you are on their side, and that is the way to create a concrete, predictable business. Then, if they leave, they leave without blaming you, or trying it with another company who provides ‘more support’.

Lead Generating on Purpose

Do you start your new agents in a specific lead generating plan their first week in the office? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios that will result in 8-12 transactions the first year in the business:

20 contacts to get one buyer or seller lead

8 times of putting people in the car to sell someone a home

3 listing appointments to gain one marketable listing

80% of listings sell

80% of transactions close

What are the ratios in your office? Do you coach your agents to those ratios? Do they know the work it takes to consistently generate the income they want to generate? Or, are they counting on ‘dumb luck’?

 

    

Here’s the straight scoop on real estate as a career: Launching Right in Real Estate: What They Won’t Teach You in Pre License School. I’ve put the principles of a business start-up-plan, and I’ve laid out exactly what it takes to create a successful career-fast. Pre-order now here. Available April 30. $24.95 300 pages/eBook.
You’ve interviewed plenty of new agents. What do you wish they had been told to prepare to sell real estate successfully?

What do you wish new agents had been told before they hit the ground? 

You could save many hours interviewing and informing would-be agents if they knew the facts–and the best questions to ask.

I’m just completing my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

I started gathering information for this book as I interviewed dozens of would-be agents. They were hungry for information. I found they had lots of misinformation, too, from various sources. So, I started gathering reams of information to hand to them. Finally, one of my agents said, “You should put that in a book.” So, I did. I’ve just written a whole new version, with the most updated facts, figures, tech, and knowledge I can find.

Lots of Info on How to Become a Zillionaire Selling Real Estate, But…

There’s little or no comprehensive information on the decision to or steps to becoming a real estate agent. Or, as I read articles, they sound too good to be true (and they probably are). The real estate agents I talk to are quick to tell me what they wish they had known prior to getting into real estate. They tell me they weren’t told the whole story. So, this book is from the perspective of the would-be agent–not the agent already in business.

In this eBook:

  • Common myths about real estate as a career
  • How to tell if this is a career you’ll love—and whether you have the habits and skills to succeed
  • How much money you can make—and when and how you’ll get paid
  • What it costs to get started—and how to budget so your money doesn’t run out before your first commission
  • 70+ areas to query your interviewer to assure you pick the right company, office, manager and team for you
  • The 5 most important interview questions to ask
  • The best first-year start-up plan to launch you right and get paid fast
  • 30 actions to take during your pre-license training to hit the ground running after you’re licensed (great to help agents make money their first month in the business!)

Not a Pie in the Sky Viewpoint

I’ll warn you. This is not a sugar-coated, everyone should become a real estate salesperson eBook. Why? Because our industry is not doing itself any favors by inviting everybody and their brother into the business (which is what we do–sorry, but we do). This book has several self-analysis tools to help readers figure out if:

  1. They will love selling real estate (several questionnaires)
  2. They are ‘wired’ to accept the actions and responsibilities of selling real estate
  3. They have the financial back-up to start the business

Can You Help Me Out Here? FREE book! 

What do you find is a misconception your interviewees carry into the interview process? What do you want me to tell them as they prepare for a career? What advice to you want me to give them? How can I help you save time in the interview process and prepare good people for a real estate career? 

Tell me me in the comments here. I’ll send you complimentary copy of the eBook, out in mid-April. Thank you for your contributions to our industry!

Pre-order your copy here. Out mid-April.