99% Of Training Fails!
Here is my strong opinion, and I’ve never been too shy about sharing that opinion, I call it the truth serum. My experience and belief is this, 99% of all training in our industry fails. Here’s what we see; great title, great content, and the leader leaves the class and says a prayer that people go out and are productive. Some are and some aren’t.
The first thing I want to talk to you about it is identifying who the best trainer is. You may have someone in your organization because you are a big company and they are the company trainer, or maybe it’s you. You should constantly be training and coaching your agents. It’s a big piece of what agents are looking for, they are not looking for an administrative person, you have that on your staff. They’re looking for a true leader, and a true leader transfers value to people.
But with that said, let’s take a look at this. Think about this for a minute, if you as the leader were going to do a listing presentation class this week, you’re going to invite people. Next week your top listing agent is going to do a listing presentation class. Who is going to have the best attendance? Naturally the person that’s doing it on a day-to-day basis.
So here is what I want to share with you, identify the best trainers. Take a look at your roster, go down each and every agent and take a look at and think about what is this person’s best skill-set. This is the open house king or queen. This is the top listing agent. This is the social medial maven. This is the person that handles incoming buyer calls. This is the person that handles objections well, whatever it may be. Take a look at all the skill-sets that are required to be successful in our industry and map them to an agent in your office.
Then what you do is this, it’s the highest form of acknowledgement, go to those specific agents, acknowledge them for their demonstration for a high level of skills in that specific silo, and ask them if they would be willing to contribute back to the organization on a quarterly basis. If you can do it on a monthly basis, go for it. At a minimum on a quarterly basis, if they would be willing to deliver a class in that area that they are so skilled.
Watch what takes place in your training!
- Your attendance is going to go up dramatically.
- That agent, what a great retention action you have now taken. You have told them; you are skilled, I’ve noticed, I respect you for that, and I’d like you to give back.
Give it a try!