A Slightly Different Approach.

 

If you take Slightly Different approach to training your agents.

you can have a Radically Increased percentage of agents who survive,

and a Radically Improved percentage of market share.

 

Agents do respond to good training and good leadership.

About 60% of agents in most real estate brokerages do not intend to make their primary source of income from listing and selling residential real estate. Trying to get them to produce more listings is generally futile.

Of the 40% who do want to make a substantial income from listing or selling residential properties, 5% will be successful without any help, leaving 35% of agents who will respond to the training and leadership needed to become capable of averaging Two Listings Monthly

The Single Greatest Reason why agents do not get all the listings they want (or you would like them to have) is that they do not know what to say for all listing occasions and situations

T

Ten simple & common sense things brokers can do to have 20% of new and average agents start producing two listings every month.

1. Offer your full-time agents a Listing Strategy that will result in them having the skills to average two listings monthly, and those listings selling at 3% to 5% above average.

2. Adopt a designation — Listing Force™— to recognize the commitment of agents who take the goals of Full Value Selling Prices for listing clients seriously.

3. When you invite applicants to join your Listing Force Team, evaluate their willingness and/or ability to memorize key listing language; use our Fast Start Five Memorization Test before approving their application.  Membership in your Listing Force should be limited to agents who commit to minimum standards regarding skills to be gained, and prospecting effort made.

4. Make a big deal about getting listing clients Full Value selling prices; Full Value sales are the keys to getting a Chain of Referrals.           

Sellers are the winners; agents are the heroes.

5. Assign a Facilitator to start & stop practice & prospecting sessions. Send a message that practicing is essential for anyone who wants to be a listing expert.

6. Train and practice in large groups—20 to 60 where possible — to create learning energy, enthusiasm, & learning competition. Combine smaller companies for training purposes.

7. Establish and enforce minimum standards; establish points of achievement to earn the Listing Force — Certificate of Excellence.

8. Encourage Interval Training; insufficient practice is the main cause of agents failing to get multiple listings per month; test for instant recall of key language.

9.  Endorse a temporary Team of Two training strategy of having Practice and Listing Partners for the first 12 listings. 

10. To give fast learners their best chances to get 8 listings in 8 weeks, provide Ackerman Mentoring Strategy; test new agents weekly for Credibility Improvements; record them on FaceTime for self-analysis and to create lead-promotion video clips on social media. 

This strategy can result in 24 listings in 12 months per agent.

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586-805-4034