No training plan or calendar? Here’s how to put together a great one!
In a couple of months, you’ll be thinking about creating your business plan for the next year (already?!!!!). How do you know what training to provide your agents? One method is to look at your profit and loss. In addition, you need to find out training needs–from your agents’ perspective. Simply provide your agents an internal review of their sales performance mastery (or not) as part of their business planning process.
Click here to see the internal sales performance review, excerpted from my comprehensive online business planning program, Beyond the Basics of Business Planning.
What You’ll Find When They Rate Themselves
Have your agents rate themselves on their performance skills. You will probably see that they rate themselves lower than you would rate them. Why? Because we’re harder on ourselves than we are on others.
Commonalities
What do you think the agents rate themselves lowest in? You are right. Prospecting/lead generation. So, you’ll want to create series with them–a dynamic lead generating plan for next year–and train and coach them to it. See the lead generating plans for seasoned agents in Beyond the Basics of Business Planning,And, for new agents, in Up and Running in Real Estate.
Planning your Training Calendar
Your training plan should be a part of your business plan. Your training plan should tackle the challenges you have noted as a part of your own business review and of the agents’ business review. By the way, be sure those challenges you noted can be handled through training.
Are All Your Challenges Solved by Training? Not!
For example: You’ve noted an ethics problem in your office. You want your agents to “be more ethical”. That is not a training problem. It is a selection problem. You cannot train your way out of the ethics we adopted when we were 5! But, you certainly can solve a listings sold problem with training. Be careful when you are creating your training, and tackle the problems that you can solve with training.
Put That Training on a Calendar
You’ve done your own analysis of your profit and loss statement. You’ve done your analysis with your agents. You’ve made your training plan. Now, you’re going to put it on a training calendar–and use it to guide your agents, your staff–and to recruit. Not only that, you have an integrated training system that you can delegate. Good work.
Recruiting tip: Include your training calendar in your recruiting handout, in your faxes, in your emails, and in your social media. Let prospective agents know you are organized, and you are committed to their success.
An Analysis Handout For You
In my last blog, I discussed creating a training calendar. Click here to get my analysis tool to help you assess the effectiveness of your training calendar.
Comprehensive Online Business Planning Program for Leadership
Do you find it difficult to get your agents to plan? Do you put off doing your office plan? Here’s your solution. This convenient online program does several things for you:
2 webinars teach your agents how to plan using Carla’s strategic planning system
14 planning documents are included to guide your agents right through the planning process
3 webinars for you:
1. How to Create a Great Office Plan
Included: 22 office planning documents to make it easy for you to stay on track and create a great plan
2. How to Convince your Agents to Plan
3. How to Integrate your Office and Agents’ Plans
Check out Beyond the Basics of Business Planning: A planning system exclusively for real estate leadership.
