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

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

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

Do you know the “5” Pushbacks from Sellers and how to overcome them?

Here is my topic list for a listing presentation in the order in which I present them to the sellers:

  1. Price
  2. Real Estate Fee
  3. Terms
  4. Appointments with other agents
  5. Family members in real estate

If you put together a powerful listing presentation addressing these 5 topics you then have a better chance of securing a listing agreement.

But, of course, every seller is going Continue reading

When Callers Expect You To “Drop and Run”

I’ve gotten a few emails from people asking for a little more detail on how NOT to let buyers run their business.  So, here you go…

Opportunities for agents to teach buyers the difference between them and their competition are presented all of the time.  The problem is that most agents don’t recognize the opportunities nor do they know how to take advantage of them.

So, here’s one of the ideas that may help you take Continue reading

How Do You Structure Your Listing Presentation?

If your listing presentation is a “dog and pony show” you are so behind the times.  What do I mean by “dog and pony show?” If your presentation starts out with bragging about you and your company; that’s a dog and pony show presentation.

Keep the presentation focused on why they called.  Did they ask for someone to come over and talk about themselves or was it more like “I want someone to tell me what my house is worth.”

So, what are you to do?  Simple … Continue reading

Are Real Estate Agents Dinosaurs?

This article was forwarded to me by an associate.

I chuckled when I read it because I’m always asking agents, “Are you in the 21st century or are you a dinosaur?”  Like it or not, if you are not using technology in the following ways:

  • to promote yourself
  • in your listing presentations
  • when out with buyers by accessing the Internet in real time
  • by having (and knowing how to use) a smart phone, and
  • communicating (at least some of the time) via text messaging with your clients

…you are a dinosaur.  I’m not suggesting one of the above I’m strongly suggesting all of the above!

I’m not surprised that the membership to NAR has dropped off since 2006.  In the late 90’s Continue reading