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Pulse is a recurring column where we ask for readers’ takes on varying topics in a weekly survey and report back with our findings.
Everyone’s talking about the challenges of the current market. One of the best ways to handle those challenges, they say, is to pursue additional training. But what training has the power to stand up to the moment and give agents the tools they need to flourish both now and in the years ahead?
Should agents be setting their sights on a broker’s license? Should brokers be looking to expand the training options they offer to their agents? Should everyone be signing up for coaching, pursuing new niches, certifications or designations? That’s why we asked — and so many of you answered — What’s the critical training agents need right now? Here were your recommendations.
- Revisit and learn more about the programs the broker provides.
- Objection handling
- Staying in flow
- Back to basics. Lead gen, pricing, negotiating, inspection negotiations and also a good time to get designations.
- All the new techie stuff, from DocuSign to the new 16-page contract in California
- Messaging, prospecting and coaching are the top three areas that agents should be focused on. They all also work hand in hand.
- Communicating value
- Communication skills
- Social media marketing, videos
- Digital marketing
- To generate leads, acquire clients, offer persuasive advice, negotiate attractive terms in the purchase contract, to get to closing, and to get testimonials and referrals from past clients, ONE skill set is necessary: The negotiation skill set. Throughout the entire real estate life cycle, negotiation and persuasion are required skills for success. Negotiation skills are not just business skills but life skills, as well. Transformation from a new agent to a skilled professional requires training, practice and coaching.
- How to have productive conversations with buyers and sellers
- Practicing lead-generating conversations
- Price reduction scripts for sellers and “now is the time to buy” scripting for buyers
- How to do BPOs
- Learning how to listen
- Financing, loan assumption opportunities
- how to explain the purchase agreement
- Agents need to go back to basics. Start with your sphere, call them, check on them, offer assistance. Then reach out to a wider band. Check on them. Offer to help those who need it. Be a friend. Cook a meal. Babysit. Build rapport with everyone you know. Build a relationship and they will trust you. Most of all, be sincere. Be someone who can be counted on.
- Effective follow-up
- Pursuing new niches
- Going back to the basics. It may sound cliche, but picking up the phone and making personal connections can go a long way. During COVID, people have lost personal connections and the “new normal” may not be the best practice when it comes to connecting. So with that said, I believe a skill that agents should brush up on is effective communication.
- Working with buyers in a changing market
Now it’s your turn to weigh in. Let us know what you think in the comments below.