Interviewers: Be prepared to answer these hard questions from would-be agents. Why do I say this? Because now, thousands have read my book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.
Because I create start-up business plans and programs for new agents, I’m contacted constantly by new agents wanting advice. The most discouraging thing they tell me (more discouraging to me than them at the beginning) is that they have no one to train or coach them to success.
However, in the interview they were told they would have training and coaching. So, they just assumed it would be terrific–providing them all the skills and information they needed to sell a home–fast.
From talking to these agents, I think they’re vastly underestimating what it takes to get started and be successful. They’ve been sold by a nice and well-meaning manager on the thought that joining them and buying a book or going to an easy-in training program will do the trick. And then, when it doesn’t, the agent is out of time and money—and it’s too late for a re-start.
Interviewers, heads up: My best advice to the would-be and new agent interviewing is to be very, very tough when talking about training expectations. Never accept the phrase that ‘we have training’. I have yet to talk to a manager who says they don’t have training. Yet, when the agents talk to me after being hired, they say there is no or little training….
Advice to that new agent: Be sure the manager (or in-house coach)is going to train and coach you with a precise, proven business start-up plan, so you know exactly what to do, how to do it, and how to measure it. Without that specific plan, you’re essentially wasting time trying this and that.
Ask to see it. Don’t just hear about it. And, most importantly, see the programs in writing, so you know they’re real. Be discriminating when looking at those programs. Too many of them are cobbled together lovingly (but not professionally) by well-meaning people who aren’t trained as trainers or coaches. They put together conflicting philosophies and guidelines that are best, confusing, and at worst, non-sensical.
Results, please. Finally, find out the results of the program. Good programs measure results to assure you that the program
Here are some questions potential agents should ask
Describe your training program. Is it foundationed in a business start-up plan that you’re going to coach me to? Please let me see your start-up program—the training, the coaching, and the start-up plan. What are the results?
Interviewers: Can you answer these questions and show the evidence? Find out the questions I suggest potential agents ask–and some advice in presenting your strong points to agents who will be successful. See
Launching Right in Real Estate: What They Won’t Teach You in Pre-License School
