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

“Another Agent Said They’d List Our House for More”

Here’s another entry for the Sellers out there.

If you ever hear yourself saying, “Another agent said they’d list our home at a higher price,” I want you to stop for a moment.  Let’s make sure you understand what you are saying.  Your selection of a listing agent is going to be based on the listing price they are willing to accept versus the best agent to get your home sold.

Hmmm.  Well, let me share something with you.  I recently asked a very large group of real estate agents why Continue reading

Why you should not become a For Sale By Owner

The greatest disservice that you, as a seller, can do to yourself in selling your home is to try to sell it as a For Sale By Owner (FSBO).

Here are just a few things to think about:

  • Everyone, including agents, knows that you interviewed a few agents to get their opinion as to what listing price you should consider when listing your home.
  • Everyone knows that you didn’t deduct the real estate fee (that amount you are trying to save by doing it yourself), which was included in all the agents’ pricing proposals, prior to you putting your property on the market.
  • In the event that an offer is received, FSBO sellers typically Continue reading

Recruiting and Retention – The Foundations of a Real Estate Company

In reflecting on real estate topics for which I have an opinion (and there are many!), recruiting and retention seem to be popping up more and more during my discussions with owners.

Today I want to talk about Recruiting.

It’s obviously easier for someone outside of the “fish bowl” to see more clearly some of the stumbling blocks and frustrations you may encounter for coming up with an effective, refreshing and results oriented recruiting and retention campaign.

So, I thought I’d share a couple of insights from outside the “fish bowl”.

Here are a couple of questions Continue reading

Excuses Sellers Give For Not Wanting to Stage Their Home

Seller:   It costs too much money. 

Response:  I have never seen a home where the staging costs would have exceeded the first price reduction.  And that doesn’t even factor in the monthly carrying cost of the home.

Seller:  We can’t stage the house; we’re still living in it. 

Response:  A common misconception is that staging is only for vacant homes.  Every home/condo can be staged, and you can actually live in it after staging.

Seller:  We didn’t have to stage any of the other properties we sold over the years. 

Response:  Yes, once upon a time you could generate three offers by 5 p.m. on the same day your Realtor Continue reading