THINGS I LEARNED ABOUT TRAINING SALESPEOPLE AND REAL ESTATE AGENTS.
I learned a lot about training salespeople over 25 years as a sales trainer. I was a Real Estate broker and owner of a Century 21 real estate franchise in Farmington Michigan.
Our training program was designed to take individuals from all walks of life through pre-license training to be a competant professional real estate agent. They were trained in "all" aspects of real estate. That included not only the technical things they were expected to know but how to be a real estate salesperson.
There were certainly a lot to learn in a relatively short period of time. The average real estate agent receives their training (after a pre-license class and they get their real estate license) during one-to-three months of intense training. They must learn the intricacies of listing a house, marketing a house, legal, financial, building codes, and all of the things relevant to the purchase and sale of a home.
On top of that they must learn how to be a "salesperson." They must learn appraisal techniques and how to search for homes using the multiple listing service. They must also become experts on the neighborhoods that they service. Then comes the part of the daily activities that a real estate agent must do.
1. There is "soooo" much to learn. Maybe too much.
2. They can't help but forget most of what they learned. Unfortunately, no one single thing is repeated often enough to become permanently remembered.
3. A new salesperson is given nothing in the way of prospects. The broker doesn't always trust them with a first rate buyer or give them a listing / seller. They must generate their own prospects.
Therefore they must learn how to prospect. Learning how to prospect can take months if not years to get it right.
This is what I learned .....
"A salesperson can't remember what to say when making a prospecting telephone call."
And that's why I wrote the book; ... "SMOOTH-TALKER, HOW TO WRITE YOUR OWN BUSINESS SCRIPTS FOR REAL ESTATE AGENTS"
and I alse wrote prospecting scripts for; 1. EXPIRED LISTINGS 2. FORECLOSURE/NOTICE OF DEFAULT 3. FOR SALE BY OWNER. There is also a version for; "BUSINESS TO BUSINESS, SALES"
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