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 how to train videos

Have you been doing all your training ‘live’? Yes, it’s preferable, but, you can switch to digital communication and training with confidence. Follow these tips.

Do you need to go ‘digital’? Right now, especially where I am, in Washington state, everyone is huddled in their homes because of the Coronavirus. But, life goes on. This is a great time, to adjust your communication and training strategy to reach out.

I’ve been doing webinars for years, and, I learned so much working with pros like Amy Chorew and the National Association of Realtors doing business planning webinars. I really worked on my technique, and was always rated in the top three presenters.

That’s what many digital attendees say! So, in the next few blogs, I’m going to give you tips on what I learned from the best, the mistakes I’ve made as I’ve learned, and the strategies that will help you create effective digital communications and trainings as we go forward.    

Should you ‘go digital’?  Yes, if you’re a

  • Trainer
  • Coach
  • Manager
  • Team leader
  • Salesperson

and in today’s world, we HAVE to communicate digitally–at least for awhile. The good news is that it forces us to get really good at this type of communication so we can reach more people more effectively. I hate it when I ask people what they think of webinars and they say that last Powerpoint presentation was

boring/dull/repetitive/ill-organized/no fun……..

But, if you’re skilled at presenting digitally, you can

  • Inform
  • Introduce
  • Sell
  • Increase your image

In this series, I’ll help you through 

  • the basics of digital communication, including webinars
  • The most common digital communication/webinar mistakes
  • Some technical aspects of webinars–software, etc.
  • How to create your video call or webinar

What can a webinar do? First, what it can’t do. Don’t expect it to  

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. But, I’ve discoered some methods to help ‘attendees’ internalize and apply what they’re learning (see my Train the Trainer sneak preview below).

Of course, the upside of a digital training/webinar is that

  • People don’t have to travel to get to the an 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 Zoom, 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?

Boy, this one seems so easy, and yet, it’s where most of us go way off the rails. Why? We try to do too much in too little time with too little organization! (Just like we do in ‘live’ classes). But, it’s more fatal digitally, because it is more challenging to hold people’s attention. So, the next few tips are critical to the success  of your training.

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?

Decide on your objectives. In other words, start with the end in mind.  What do you see, hear, and feel the attendees doing at the end of your presentation?

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.

Sound Familiar?

If you’ve taken my Instructor Development Workshop or my distance learning version, Train the Trainer, you’ve learned what objectives are and how to write and apply them in creating your training/presentation/digital class. 

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.

See What a Digital Course Looks LIke and How it’s Organized

Necessity is the mother of invention!!!! Oh, boy, have I learned that! I decided to put my distance learning program in new course software. In doing so, I’ve found out how to help people internalize important concepts and apply them to great, concrete, immediately-useable results. Here’s a sneak preview of my Train the Trainer program. It fulfills the requirement for attendees to teach clock hour approved courses in Washington state, and is accredited for 15 clock hours.

Train the Trainer Sneak Preview

In later posts, I’ll share some strategies I’ve found work really well in creating online presentations and courses that involve, inform, and entertain.

Mar
10

What’s Wrong with This Training?

Posted by: | Comments (0)
Here’s a ‘story problem’ (case study) from my train the trainer programs. See how you do….

What’s wrong with this training?

Most of us managers train……along with the other 100 things we have to do each day. Too often, we tend to ‘grab and go’……our training is not too well thought out–with good reason!

In my Instructor Development Workshop (live) and my online distance learning version of the course, Train the Trainer, I show attendees how to deliver their courses without droning through them.

case study

In case study, we create a situation that reflects real life. This case study can be rather long and complex. We use it to help students grapple with the ‘gray areas’ –just like we have to do in real life. 

What is a ‘case study’?

First, it isn’t what the attorneys tell us. It’s not a case that you, the instructor, talk through and give the answers. Instead, it’s a written situation that asks the students to come to several conclusions.

When is the case study used? It’s used toward the end of your course or module. 

What is the case study for?  To test the students’ judgment, understanding, and application of what you’ve taught.  

Who can (and should) use the delivery method (teaching method) of case study? Anyone who wants to ‘test’ students’ understanding, judgment, and ability to draw conclusions from the course. It’s great for mortgage lenders, title and escrow, attorneys, and home inspectors to use. in my classes, I ask students to create an appropraite case study for their course. 

What does a case study accomplish? It throws the accountability to the student. It lets the students interact, to team build, and to learn from each other. It shows you, the instructor, how well you’ve taught and what you need to review.

Here’s that case study for you. Take a look at the case study I use in my train the trainer courses to see how well students have internalized the concepts taught in my classes. I assign the case study at the end of one class, and we debrief in small groups and then generalize in the large group.  (And it  helps attendees see an example of a case study and how it is used–so they can create their own case studies easily and quickly).

How did you do? Could you name 10 things ‘Sally’ did wrong? 

Grab Great Teaching Methods

Get some new training strategies and step your training up to the next level. See my online program, Train the Trainer, in new course software. It’s fun to do and you learn great methods (plus I give you 8 ready-to-use teaching strategies).  

Take a Sneak Preview here.

Recently, I was consulting to a training series. Here’s how the trainer introduced making calls to clients:

“Okay. Get out your phones and make a call.” Sure. The new agents are just going to jump right up and call someone and ask them for a lead. Not.

  1. Demonstrate: The trainer should have demonstrated how to make a call to a particular market.
  2. Provide script or process: The trainer should have provided a script or a process for agents to follow.
  3. Role play: The trainer should have put agents in pairs (or 3s) and had them practice so they can ‘hear’ the words and grasp the process.
  4. Debrief: The trainer should have de-brief the exercise.

Now, the students are confident they can successfully use a script or process and are ready to call ‘for real’.

Principle: Never ask students to do something ‘for real’ until they’ve done it as ‘leatherette’ (role play).

Watch the video below to see how to successfully facilitate a role play.

How have you been preparing your students for ‘real life’? Are you skipping some steps?

See my 2 instructor development and train the trainer (distance) workshops at Cross Institute.

Top tips for trainers: Use the Case Study.

This month, I’m focused on helping trainers refine their skills. So, I’ll be sharing some short videos I’ve made to explain various types of teaching techniques.

Is lecture your favorite method of teaching? Maybe you think it’s your only way! Wrong!!!! In fact, relying on lecture and ‘wimpy’ discussion makes you lose control of your audience–and bore them to tears. Instead, use what we trainers term ‘alternative delivery methods’–teaching alternatives to lecture. Your students will learn much more, will be more participative–and love you to death!

Watch this video on ‘case study’–one of the teaching techniques almost every instructor can put into almost every class.

Want more teaching skills? Join me for one of my instructor workshops. They have 15 clock hours and fulfill the qualifications to become an instructor in Washington state for clock hour courses. The next one ‘live’ is coming up Oct. 3-4 in Bellevue. See more here.

Or, if you want to get certified to teach clock hour courses and learn great new teaching skills ‘on your own time’, check out my distance learning version of the course, Train the Trainer.

Have you already taken instructor courses? If so, you’ll love my advanced course, Beyond the Basics: Training Techniques to Make that Course Come Alive. We use your course and put exciting, innovative teaching methods into it so you gain confidence AND the skills to energize your courses. I’m teaching this course ‘live’ Oct. 23-24 in Bellevue (7.5 clock hours, too).

You can always see all my courses, the calendar, and resources at www.crossinstitute.com.

What should you expect your first week in the business?

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

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

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

Invite you to have a cup of coffee or lunch

Invite you to go see homes for sale

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

What Your First Week Should Look Like

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

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

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

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

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

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

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

Want proven guidance to start your career? Check out

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

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

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

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

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

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

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

Training: Taught Right or Not?

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

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

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

A�What do I mean?

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

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

Here’s Effective Training

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

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

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

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

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

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

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

A�Real Estate: Performance Art or Knowledge Pursuit?

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

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

Your Training Should Resemble a Piano Lesson

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

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

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

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

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

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

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

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

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

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

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

2018 scheduled courses:

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

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

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

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

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

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

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

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