5-Step Guide to Training and Development in Real Estate

By Ric Inting, Broker-CIPS | December 27, 2022

Real estate development training is critical to the success of any listing service or brokerage firm. Since agents come from such diverse backgrounds, you may find that they don’t have the sales or marketing experience, or the communication or negotiation skills they need to be successful.

Even if they have previous experience or the required skill set under their belt, it may not translate directly to real estate. As an office or sales manager who supervises brokers and agents, focus on the reasons why trainees fail, as these points should be addressed during training.
To help you develop a real estate development training manual, here are 5 steps you must include in your program to help your brokers and agents sell more in less time.

Step 1: Teach key real estate hard skills

Hard skills are specific capabilities or abilities that a person can possess and demonstrate in a measured way. Licensed real estate professionals should learn the following hard skills, as they’re necessary to perform tasks or a series of tasks that are required for mastery at their jobs.

a. Negotiation
b. Copywriting
c. Objection handling
d. Presenting
e. Local area knowledge

Step 2: Teach key real estate soft skills

Soft skills, also known as common skills, are skills that are desirable in all professions. Whether you’re starting as a transaction coordinator or opening a new brokerage, everyone working in the real estate sector should learn or develop the following soft skills.

a. Communication
b. Patience
c. Tactfulness

Step 3: Teach key technology

Trainees in the real estate sector use technology every single day of their lives, but some pieces of software are more important than others. Don’t leave out the following tech in your modules.

a. Online marketing
b. MLS listings
c. Mobile apps and video conferencing
d. Videography andphotography
e. Scheduling and time management software

Step 4: Encourage development through goal setting

Brokers should set goals that motivate their agents to encourage further skill development. A key thing to add to your real estate development training modules is how to create SMART goals. There are many variations of what SMART stands for, but they typically look like this:

a. Specific: Is the goal clear and defined?
b. Measurable: Can you meet this goal in a reasonable time frame?
c. Attainable: Will you be able to complete this goal?
d. Relevant: Are your goals relevant to your career?
e. Time-Bound: Does your goal have a deadline?

Step 5: Use real estate courses for ongoing learning

Your real estate development training program may require some help from an outside source. The following real estate courses are perfect for busy trainees.

Land Asia developed its Training Room very conducive for Brokers & Salespersons professional Training for FREE in compliance with the RESA Law or RA 9646.

If you want to pursue your Real Estate Career in the next level, we are inviting licensed Real Estate Brokers as well as PRC accredited Salespersons to handle Land Asia projects in different key Cities in the Philippines.

If you need more information on how to become successful Real Estate Broker or Salespersons, you may Call Consultant Dr. Ric Inting, PhD, CIPS, REC, REA, REB, EnP, ePRO, ABR at 0917-5467098 or DM me.