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.

Preparing New Real Estate Agents for Reality or a Reality Show?


Are we preparing new agents for reality–or a reality show? If I knew then what I know now……how many times have we said that about relationships, cars, homes–orA�real estate? The same might be said by real estate agents!

What do you want prospective agents to know prior to entering real estate? What should they be prepared for in the business?

I’m in the midst, right now, of doing 2 things that will provide ‘reality’ for new agents.

1. I’m creating the online version of Up and Running in 30 Days–but I’m expanding it to 8 weeks with lots of detail, processes, how-tos, teaching, and coaching (plus coaching for the coaches!) See more below.

2. I’m writing a new book for prospective/new real estate agents: What They Don’t Teach You in Pre-License School (out in about 2 months).

My concern is that we’re informing new agents about reality–not painting real estate sales as a picture from a reality show!

SometimesA�Our CandidatesA�Hear It, ButA�They Don’t Listen

Sometimes, I find that the agent has been told the bold truth in the interview, but really didn’t listen, believe it, or take it to heart. What are some of those things youA�tell candidatesA�but they don’t grasp or believe? What could have madeA�them believeA�you?(I’ll be sure to state these the best way I can, to help others get the right kind of guidance starting their careers).

If It Sounded Too Good in the Interview….

From interviewing hundreds of would-be agents, I know the things they’re told in interview that sound wonderful–and turn out not to be true. Examples:

You won’t have to prospect with us. We’ll give you all the leads. (Really? But, what’s the quality of those leads, and what do you have to do after you get the lead? Are they ready to buy? )

We have great floor time. (Really? If so, why aren’t all the agents in the office selling 40-50 homes a year?)

You’ll get lots of re-lo leads. (Why? What’s the work you have to do with those leads?)

You’ll do great with us. (Sounds like you’re really exceptional and all those other agents in the office aren’t….)

We’re the biggest. you have to be with us to succeed. (So, everyone with you succeeds?)

What Should the Candidate Be Wary of in the Interview?

What do you end up telling the candidate to help him make the right decision about entering real estate?

Thanks for contributing to the success of others in the industry. It strengthens us all and helps clients regard us with respect.


Get Your Agent a Scholarship for the new Up and Running in Real Estate Program

In a week, I’m launching a scholarship program to award 3 new (under 2 years) agents a full scholarship to my new Up and Running in Real Estate program. To find out details, check out my Facebook business page, ‘like’ it, and have your agent complete the scholarship application. I want to kick off the program with worthy agent who will benefit–and make a lot more money as a result!A� Scholarship details available May 5.

By the way, you’ll receive a full scholarship, too, as that agent’s coach, and get entry into the Coaches’ Corner.

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