Training versus Performance

We often hear about what great training various companies offer their real estate agents. So I guess one can conclude that if an agent receives great training their performance will be outstanding, right?

WRONG! Oh so wrong. As a real estate trainer and performance coach I sadly say it isn’t necessarily so.

Here is an explanation I heard a long time ago of the difference between an intellectual person and an intelligent person:

An intellectual person reads a book, closes the book and has enjoyed the book. An intelligent person reads the same book, closes the book and then applies what they’ve learned.

See the difference?

Training is the “how to” and performance is the result of your practice and effort. Unfortunately, in business we find that if training is not supported by accountability then performance will be lacking.

Is it the fault of the trainee? In some cases I’d say yes. However, my experience tells me that if the trainee is left on their own to figure it out and is expected to stay accountable to their goals without strong productivity support, the odds are they will fail at performance.

So, the question to all of you real estate agents is: “What kind of performance support does your company offer to help you achieve your goals for your ultimate success?”

Just asking!

Suzanne, welcomes your comments and opinions.

Whether a real estate agent or seller/buyer Suzanne will be happy to answer any of your real estate questions or concerns. Contact her at: or leave a question below in the comments.

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When Clients (Sellers or Buyers) Want You to Negotiate YOUR Fee to Seal THEIR Deal!

I’ve talked about agents caving in when clients suggest that the agent cut their fees so that the deal can go forward.

However, I continue to get asked by agents how to best address this issue.

Let’s start with your listing agreement. I can’t speak to all listing agreements, but I do believe that most have specific terms for the role of the broker/agent regarding payment of the real estate fee.

The language indicating the terms under which the seller is willing to pay you is: Continue reading

Key to Getting Top $$$$ for Your Sellers!

Even in a challenging market listings sell — it’s simple.  Here are some basic ideas for the 21st century real estate professional and their sellers:

Traditional marketing such as For Sale Signs, MLS listings and Direct Mailings still have some value.

However the goal is to implement a broad-based campaign to generate buyer competition for your listing. Let’s face it; your listings have to be marketable.

The most dynamic advertising won’t sell a listing that’s in Continue reading

Biggest Home-sellers Mistake #5 – Being Unwilling to Negotiate


Let’s address a major misnomer in real estate; not just by consumers, but also real estate agents!

Real estate agents DO NOT negotiate on your behalf. Unfortunately, you will hear a lot of real estate agents brag about their “negotiating” skills. So, let’s clear up the confusion.

Here is my definition of what I do as a real estate agent:

“As a real estate professional I provide buyers and sellers with factual information so that they can Continue reading

Biggest Home Seller Mistakes – #3

28% of Home Sellers

 “WON’T ADDRESS” Unpleasant Odors In Their Home*

*Source: Active Rain poll,


Real Estate agents are challenged every day with having to address some of the following with sellers:

  • We know you have a cat or dog because we can smell them as soon as we step into your home!
  • We know someone smokes in your home because we can smell it as soon as you open the door (even if the person who smokes is not home)!
  • We know that you’re a great cook because we can smell the garlic, curry, onions, cabbage etc. that you used last night to make your dinner!

…and so can the buyers!

Lots of folks have allergies to PET dander, along with Continue reading

Home Seller’s Mistake #4 – 20% Won’t Make Repairs!


Remember how you prepared for a job interview.  Best suit, ironed shirt, new nylons, shined shoes, haircut, nails done, etc.  Why?  Obviously, you wanted to make the best impression so you’d get hired.  You essentially were a commodity.  You needed to make sure that the interviewer got the opportunity to see you at your best.  You were selling yourself!

Well, selling your home is like interviewing for that job.  You really have to think of it this way.

When you list your property to sell, Continue reading

Seller’s Mistake Number 2: If they can’t see it – they can’t buy it!


“Time is of the Essence” is not just a clever phrase.  In real estate, it is the action term that sellers need to understand threads through every aspect of the sale of their property from the signing of the listing agreement to the closing.  So; why is it that “34% of seller’s make it difficult for their realtor® to schedule showings or open houses?”

Hopefully I can help the situation.

Sellers, as soon as you sign your listing agreement your “home” is submitted into MLS and is available for buyers and realtors® to see.  Your “home” is no longer referred to as Continue reading

Professional Courtesy in the Real Estate Industry

Okay, have you ever had any of these experiences:

  • Have an offer to present and the listing agent doesn’t return my calls.
  • Faxed an offer over to the listing agent and I can’t get them to respond back.
  • Buyer agent had a showing on one of my listings and they don’t return my call asking for feedback.
  • …and the list goes on!

Agents frequently ask me how to overcome the above frustrations with co-broke agents and not only agents in other companies, but in their own offices.  Are you kidding!  On top of it agents aren’t paying attention Continue reading