Congratulations, Realtor. You passed your real estate exam!
Congratulations, Broker. Your new agent is ready to begin his or her real estate sales journey.
321 Biz Dev advises agents and their brokers to take a different path than the training programs most real estate trainers use. 321 Biz Dev believes new agents should contact as many people, as quickly as possible in their first few weeks.
Agents can do two things at the same time. Agents can start real estate training to learn the MLS, forms, brokerage rules, and other details related to helping buyers and sellers and, concurrently, and can learn how to contact people.
New real estate agents should not need to wait six months or longer before they close their first transactions. The reason agents do not close transactions until 9 months, if they close any deals at all, is because agents are not trained how to contact people.
A new agent, especially if the agent lives in Miami, Atlanta, Los Angeles, San Francisco, Chicago, Boston, Dallas, San Diego...or any city with a population of 500,000 or higher, has plenty opportunities to find buyers and sellers.
Here's an example within my own company how any salesperson can develop potential buyer and seller contacts. We hired a new VP with some sales experience but had no background with providing sales systems and business development services to 321 Biz Dev potential clients.
Although Ms. Rodriguez, located in Miami, lacked core consulting experience, became proficient in contacting and prospecting potential 321 Biz Dev clients. The point I am making is sales has two different sales activities: effort activities and task activities.
Effort activities include contacting, prospecting, appointment setting and closing. Yes, closing! In the consulting world, "closing" is not the same as 99% of traditional salespeople believe. 321 Biz Dev defines "closing" as the salesperson and prospect finding mutual agreement to later discuss the product or service.
Task activities are duties performed to fulfill orders. The majority of real estate agents are trained to master task activities such as entering data into the MLS, showing homes, conducting open houses, initiating title and escrow orders, etc.
Task activities have nothing to do with finding new buyers and sellers. And this is why new real estate agents, and even veterans agents, do not have enough clients.
New agent training should focus on getting agents to become proficient and feel comfortable with developing relationships with people in public. There are buyers and sellers agent do not know everywhere.
Brokers, it is in your best interest to get agents trained to put new contacts in the pipeline. The more contacts inserted in your real estate brokerage pipeline, the following are real estate brokerage benefits:
The more money the brokerage earns
The more money the agent earns
Other agents will want to sell for the brokerage
The brokerage will be known for creating successful agents
Agent turnover will be minimal; agents do not quit the industry if they are making money
How does 321 Biz Dev help real estate brokerages elevate agents' productivity?
321 Biz Dev's 3-hour training, plus other focused activities, help agents increase productivity. Production is the only way to jumpstart the sales pipeline. And, increasing productivity does not include using social media as a primary lead generator.
Agents will be trained to perform simple actions to get immediate feedback. As a disclaimer, "feedback" can be positive or negative. Negative feedback is useful and part of moving through the sales learning curve.
Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212 or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.
321 Biz Dev LLC offers 6- to 9-hour sales system training to help white-collar salespeople improve skills and increase business development results.
Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About tab to learn about 321 Biz Dev LLC. When uploaded, please click HERE to hear the podcast episode version of this blog.
I hope readers enjoyed this article.
Rick, CEO
Yeilyn, VP