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Sep
22

What To Do With your New Agents ‘Til Training Starts

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Your agent started in the business Tuesday. You have sent the agent through your orientation process, but your training program doesna��t start for another week. What do you do? Well, herea��s what NOT to do:

a�? Tell them to a�?just see the inventory and get acquainteda�� (theya��ll think thata��s the job description and some have been know to inspect the inventory for years before they would talk to a human being prospect!)
a�? Give them your own activity sheet that you used upteen years ago–to keep them occupied
a�? Give them nothing and see what happensa��the other agents will probably keep them busy with administrative work (!)

Watch Out for the Truisms

Truism number one: Only about one out of a hundred new agents is a a�?natural, talenteda�� salesperson, who will figure out how to prioritize activities on his/her own

Truism number two: In the absence of a precisely, well-thought out prioritized start-up activity plan, most salespeople will create a plan for a a�?slow starta��; theya��ll form hard-to-break bad habits, scheduling easy-to-do, low pay-off activitiesa��because theya��re easier and non-threatening

Here’s What to Do

Use a preliminary start-up plan that has the same priorities as the business plan youa��re going to teach and coach them to during their training period. (You are going to start them with a proven start-up plan, arena��t you? And, youa��re going to coach them into doing that plan until it becomes habit, 30-90 days, arena��t you?) Why use a preliminary plan that has the same priorities as your chosen business start-up plan? So the agent doesna��t get conflicting priorities. And, remember, in the face of conflict, we all take the easiest way out. Thata��s not good for fast income!

Herea��s what to look for in a preliminary-to-training activity plan:

a�? It has the same priorities of business activities as your training start-up plan, so your agent a�?gets the picturea�� of success from day one
a�? It gives your agent meaningful activities to complete prior to starting your training program
a�? It doesna��t require anyone in the office training that agenta��until your training program starts
a�? It forms the basis for first-day coaching, if you want it to
a�? It takes advantage of your affiliates (mortgage, title, inspectors, etc.) who want to form relationships with your agentsa��to teach them the basics of the technical aspects of real estate

Consistency Equals Productivity

Your job as a manager/trainer is to createa��or choosea��a preliminary plan, a start-up plan, and a training program that all present the agenta��s job description in the same manner with the same prioritiesa��so your agent has a clear roadmap on how to succeed every day. Doing so assures you have to hire less new agents to meet your recruiting goals, youa��ll have more success that you can promote to recruit, and more real dollars will flow to your bottom linesa��and theirs!

Comments

  1. Randy Pena says:

    I found your site on technorati and read a few of your other posts. Keep up the good work. I just added your RSS feed to my Google News Reader. Looking forward to reading more from you down the road!

  2. Carla Cross says:

    Yes. I looked at your blog, though, and I didn’t see how this would apply to what you’re doing. How will you use this?
    Carla

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