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Archive for training methods

Any time you are in front of people and want to capture their attention NOW, you need to do this.

Watch this short video to find out the biggest mistake presenters make, and how you can easily avoid it. Grab your audience’s attention, keep them interested and involved, and help them learn.

See Jerk the Paradigm here. 

What do you think? How do you capture the audience’s attention quickly? What mistakes do you see trainers make that get their presentations off on the wrong foot?

 

Want dozens of new training techniques? Solve your most challenging problems in front of people? Join me Oct. 19-20 in Seattle, Wa. for Instructor Development Workshop. Certifies you as a Washington approved clock hour instructor and you gain 15 clock hours. Much more, though, than just a certification course. See more here.

Is your handout enhancing or detracting from your presentation or course?

Here’s why your handout just can’t be your PowerPoint slides.

I know. It’s easy to rely on those slides. Some presenters just read the slides, word for word. How interesting. How entertaining. That’s how to keep your audience engaged–not. Just as bad, some trainers use those slides as the outline or handouts. Here’s why that’s not in your best interest–or your audience’s.

  1. You’ve just given out your presentation via your slides in advance–so your audience doesn’t have to pay attention to you! You’ve seen it. You hand out the ‘outline’–just the PowerPoint slides–and your audience immediately flips through all of them. Now, why do you have to be there? You don’t, and they know it! You’ve just given away all your mystery, your interest, and the reason for you to be there to command their attention.
  2. It looks lazy–and it is. If you want to impress your audience with your training expertise, your outline and/or handouts goes a long way in this regard. Which would you be more impressed with, those slides as a handout (which they are going to see in a minute), or a handout that was a ‘keeper’ for attendees to use practically in their own businesses? 

Solutions

  1. Make your outline or handout something that audiences interact with during the presentation. Tomorrow, I’ll be doing my ‘live’ workshop on how to teach: Instructor Development Workshop. During the workshop I’ll have attendees apply what they’re learning to their own teaching and courses. Written right into the outline, the attendees with answer questions and grapple with the real application of what I’m teaching in that module. I’ve put these questionnaires and applications into the course so they appear 6 times. I call this ‘reflection time’. So, they will walk out with ready-to-use solutions to their presentation challenges. I want them to refer to that outline indefinitely, and use it as a resource. I want them to remember me forever, not just try to recall my name during these two days.
  2. Include handouts that are useful AFTER your event. Because we’re doing so many more virtual events, I’m including a small module on how to use the course strategies in a virtual presentation. I’ve created a 2-page handout–a checklist for attendees to use as they create their presentations. I hope this will be ‘evergreen’–that they will use this checklist forever and think of me!

Become Memorable

Doing your presentation is an opportunity to educate. And, it’s an opportunity to become memorable. Many of you reading this are affiliates who want more business. Many of you are managers who want great recruits. Leaving something with your attendees that they will use in their own businesses assures you are memorable. They will remember your expertise and your determination to go the extra way to help them succeed.

Join us for a unique Mastermind group, where we’ll work on our presentation skills and courses. Carla will facilitate, and you’ll have an opportunity to work directly with her and others in the group. You’ll also have the opportunity to try out parts of your course to see how it works. Contact Carla at 425-392-6914 or carla@carlacross.com to find out more. 

8 weeks; weekly Zoom conferencing; $499. 

Are you among the 75% of people afraid of public speaking? Here are 3 solutions that work.

Are you afraid to get up in front of people? There are millions of people just like you. For over three decades, I’ve taught people how to teach. I’ve seen thousands of people come to class eager to learn. At the same time, I’ve seen dozens be so afraid I thought they would run out the door on the slightest provocation.

Fear of Public Speaking: Common Phobia

Glossophobia, or a fear of public speaking, is a very common phobia and one that affects up to 75% of the population. Glossophobia may relate to one’s prior experiences. Jeffrey R. Strawn, MD, FAACAP, is an associate professor of psychiatry and pediatrics and director of the Anxiety Disorders Research Program in the Department of Psychiatry & Behavioral Neuroscience at the University of Cincinnati. He says. “An individual who has a bad experience during public speaking may fear a repeat of that prior experience when attempting to speak again.”

Three Strategies that Really Work to Change ‘Flight’ to ‘Excite’

As a musician, I know what it’s like when things don’t go like I thought they would. I’ve had times when I wanted to run off the stage instead of continue. And that’s not all. Frequently, one bad experience, in any instance, convinces us to never try that again!

What if you could gain some skills that would stop that ‘flight’ impulse and replace it with an ‘excited to be presenting’ feeling.  Here they are. I’ll name the problem and then its solution.

  1. Fear that you’ll get stuck in the middle and can’t get out, remember where you were, or what to do next. This comes from not using a tried and true process for creating your talk. It would be like me, a musician, trying to play a piece of music without knowing its beginning, middle, and end. I would be scared spitless, too!

Solution: Learn a simple process for creating your presentation. In my Instructor Development Workshop and Train the Trainer, I teach people how to use what I call the ‘pop tune’ construction. It always works, and it’s a great relief to know that you have a clear guide to follow. Having that clear guide increases your confidence tenfold.

  1. Relying on ‘once is enough’ practice. I know. They all tell you to practice. But, what they don’t tell you is this: Your practice needs to ‘escalate’.

Solution: First, practice by yourself, watching yourself in a mirror. Then, expand your practice to practicing with a friend. Finally, practice with a small group. Why? You are changing your environment and adapting, just like you will when you do your presentation ‘for real’. My son, Chris, was a karate champ as a kid. His coach had him practice in the empty auditorium prior to a big event. So, he became acclimated to that auditorium. When he performed, it seemed he had been through it before—because he had. One of the surprises of performance is that it seems foreign, new, and overwhelming. Take away those feelings by gradually simulating your ‘real life’ situation.

  1. Just before you perform: Letting your nerves create the story in your head—and it’s not a happy ending. If you don’t control the ‘movie’ prior to getting on the stage, your naïve mind makes its own movie—with negative results.

Solution: Create an inspiring ‘movie’ prior to ever stepping into the performance arena. As a musician, my classical piano teacher taught me how to approach the piano, how to gather myself, and how to play the first bars of the music in my head before I put my hands on the keys. Another way we speakers do this is to listen to our introductions. Of course, they are flattering (we wrote them) and it helps us remember why we are there—because we are a value to the audience.

Get a Proven Process, Practice Right, and Make the ‘Mind’ Movie

Putting these three strategies into your presentation plan work, whether you’re doing a listing presentation, a workshop, a course, or a Zoom call. I’d love to know your strategies for increasing stage confidence, and how my strategies have worked for you.     

               Join Me for a Fast-Paced, Practical Course

Want dozens of teaching techniques? How to control audiences? How to structure your workshops? More presentation skills? This 2-day course qualifies you to teach clock-hour courses in Washington state; 15 clock hours, too. $249. Sept. 21-22 in Bellevue, Wa. Find out more here. 

Whether you’re training or presenting to a client, one bad habit causes your audience to lose attention.

You’re giving them great information. But, they aren’t paying attention. This can be a problem, whether you’re training or giving a client presentation. Here’s the reason their attention is wandering, and what to do about it. Watch the 2-minute video.

In later videos, I’ll show you different methods of bringing people’s attention back to you–gracefully, so you get greater audience engagement and better results.

We’re training more but are we getting more results? Watch this quick video to see how you can increase your training results dramatically–just by thinking differently.

Struggling to create or refine that course? Join our Trainers’ Masterminds, where we work on presentation skills and polish your course. This includes live and online deliveries. We meet via Zoom once a week for 8 weeks. This is a small, participative work group that gets results. Carla is your coach.

Call 425-392-6914 or email carla at carla@carlacross.com to learn more. 

Here are three hot tips to get them to go to training. This month, I’m featuring training. 

Here are 3 surefire ways to get your agents to attend—and get recruits to attend, too! This is from Jodi Sipes, senior coach and great instructor.

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. Create dates for them to attend. 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. Yes, it’s fine to have a digital checklist. But, we believe what we see. We really tune in to tactile, too. So, take advantage of the various ways people learn and access their emotions.

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. Get creative ! Use audio and video testimonials. When an agent admires the performance of another, they will want to model what they do.

It’s  a Process, not an Event

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!

More in New Agent Development SystemsWhat is a ‘new agent development system?‘ It is an integrated system of coaching and training to take your new agent from his first day in the office, through initial training, and coaching to success.  

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

audience sleepingHow to get them to attend training?

A common complaint of managers is that they can’t get their agents to come to training. For the next few weeks, I’m concentrating 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 a huge part of that agent development system.

Having trouble getting them to training? I turned to one of our senior coaches, Jodi Sipes, M. A. Here, Jodi 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.

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 training new agents with the Up and Running in Real Estate training schedule, 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 Realtor 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 buyers 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!

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 Your Agents Developing Quickly?

Let us help you create a recruiting, coaching, and training plan that works to get you–and them–more productivity faster. 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?

Build this into your training; get better audience attention.

According to my informal surveys, real estate trainers say that keeping the audience’s attention is their biggest challenge. Here’s an easy and fun way to put a great motivator into your online training.

Behavior that’s rewarded is repeated.

Reward the Behaviors You Want

What do you want your attendees to do? Pay attention, coordinate with each other, do work outside class? Decide first what is important o you–and them. Then, choose some rewards for the behaviors you want in your virtual classroom.

Behavior Wanted: Put the Ideas to Work after Class

Recently, I did a webinar on how to convert your classroom course to online.  I wanted to help attendees take these ideas and immediately apply them to their courses. I was concerned that, because there was lots of material in a short period of time, attendees could be overwhelmed and not know how to start. So,  I promised I’d send my Big Ideas in a Little Book to the first 10 people who emailed me after the webinar, telling me what they were going to implement right away.

I will also follow up with my ten ‘winners’ to find out how they’ve implemented their ideas. This can form another blog or article, and give them some publicity (if they want it), too.

Question: What ‘reward’ could you offer to participants for finishing work, or promising to put to work some of the ideas in your webinar?

To the left is another example. In my Train the Trainer distance learning program (15 clock hours), I’ve created ‘badges’ that are rewarded for good work. This is just one way I can show that I appreciate the work and dedication of the participants.

Rewards for Doing the Work

A large real estate company I consult to decided to put their initial training course online. Although I know it’s not as simple as turning on the camera, I still found a myriad of operations that needed to be addressed. But, most importantly, I wanted to address the motivation issue. How could I keep the attendees’ attention and compel them to do the work outside class?

Three Solutions

  1. Provide small, immediate rewards for doing the work. Studies show that small rewards, awarded immediately, work much better than big rewards held back until weeks into a course. So, I asked affiliates to provide small rewards that will be handed out (virtually) each week for those who finish all the work.
  2. Reward through creating accountability partners. We’re also pairing up people, and will create some awards for partners who finish the work.
  3. Public” acknowledgment.  The training manager will de-brief attendees at the beginning of each session, and choose ‘heroes’ to acknowledge (those who have done outstanding work).

How do you use rewards as motivators in your online classes?

Help is Here…. 

Want some help in taking your classroom online? Want to get great attention, better long-term learning, and enthusiastic attendees? Call me at 425-392-6914 or email me at carla@carlacross.com. I’d love to put my three+ decades of working with real estate trainers just like you to work to make online training fun, fast, and rewarding!

Your classroom style is awesome! How does it translate to virtual delivery?

You’re great in the classroom. So, are you great on camera? Maybe, maybe not. 

What Makes Us Effective in the Classroom

Most of the time, real estate presenters use lecture and discussion to deliver their messages. It works ‘live’ because we have energy, we have physical presence, and we can add movement to keep the audience’s attention. We even use a high range of vocal inflections. Even though lecture and discussion delivery methods don’t get much participation from audiences, they still can work in short presentations because of the energy, presence, movement, and dynamics we use in the classroom. 

On Camera, It’s a Different Game

Unfortunately, when we present online, we lose

  • our physical presence
  • much of our physical energy
  • our ability to move around
  • our ability to approach the audience and create dialogue with them
  • our ability to use a wide range of vocal dynamics

Using Alternative Teaching Methods Online

When we’re teaching online, we have to stretch our skills and employ some different teaching methods to get participation and keep the audience’s attention. These include:

  • Using break-out rooms
  • Using handouts for work before, during, and after the presentation
  • Using chat feature
  • Using engaging PowerPoint presentations
  • Using whiteboard
  • Using music
  • Using more than one presenter
  • Using polls

Audience Presentation Tip

Use at least one method of audience participation every 5-6 minutes during your presentation so you keep your audience’s attention and interest.

What About You?

How many of these features do you use right now when you teach online? What can you incorporate to get that high audience participation you need?

 

Challenged with getting your classroom to work online? I’d love to help you. Having done webinars for over 15 years, and taught Instructor Development Workshops for three decades, I know how to make your classroom work online easily so you’ll have more fun teaching. Contact me and we’ll talk! 425-392-6914 or carla@carlacross.com.

It’s here now, and it’s here to stay. Why not take this time to refine your online training skills?

Do you need to go online with your presentations and courses’?  In real estate, we’re not doing any ‘live’ teaching. So, 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 while I presented through National Association of Realtors doing business planning webinars. I really worked on my technique, and was always rated in the top three presenters.

Unfortunately, many of the Zoom training and presentations have been–shall I say it–boring! Here is what I learned from the best, the mistakes I’ve made as I’ve learned, and the strategies that will help you create effective online communications and training as we go forward.    

Today, you need to take your training courses online 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 online, you can

  • Inform
  • Introduce
  • Sell
  • Increase your image

Webinars: An Easy Solution to Training

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 discovered 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 online 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 online 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-usable 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.