Special report: How to fix new-agent onboarding

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  • The area where new agents seem to struggle most is lead generation: 47 percent of respondents said including lead generation is critical in initial training, and 37.55 percent said lead generation was the most important area to work on in ongoing training.
  • The best thing a new agent can do is find an excellent and generous agent mentor or coach to whom they should make themselves indispensable.
  • More than three-quarters of respondents (77.39 percent) said that new agents fail at least in part because they are unprepared for the realities of working as an independent contractor.
  • New agents spend too much time on marketing and too little time on lead generation, said respondents.

New agents are still a long way from receiving the support and training they need to thrive in real estate. That’s what we learned from 482 agents, brokers and other industry professionals who took our survey between Wednesday, April 13, and Tuesday, April 19, 2016. Even the most highly rated training-centric franchises are too busy or don't feel it's in their best interests to give rookies the one-on-one hand-holding experience that these beginners really need in the first year. In order to help new agents thrive, brokers need to step up and give their new agents more help with lead generation, our research found, with 37.55 percent of respondents believing this was the most important area to work on for ongoing training and 47 percent believing it was a priority in initial training. For their part, newcomers to the industry have to switch off the real estate reality television and be ready to hit the ground running with a wide sphere of influence. Before entering th...