Editor's note: Please welcome David Fletcher, a veteran Florida real estate broker, as the latest addition to our team of expert real estate columnists. His column will appear every other week at Inman News, and we welcome your feedback.The vast majority of agents entering real estate have little or no sales training. I understand, very clearly, that most real estate agents work on straight commission. No draw. No salary. No benefits. No unemployment checks. No closing. No income. But no standardized sales training? I don't get it. Real estate sales as a sales career offers no standardized sales training, yet most of the agents coming into the business have no real sales experience of any kind and have never had to prospect for a living. Many agents previously held good, hig...
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