REALTOR® Magazine Online: 3 Goals of Training

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			*Retaining Top Personnel* TRAINING
	The Cost of Turnover Orientation Motivation Coaching and Mentoring Training Goal Setting Performance Assessment Resignation and Termination More Resources: Retaining Top Personnel Code of Ethics: Retaining Top Personnel		3 Goals of Training In Training Sales Associates for Success, Michael Jewell, CRB, notes that all training has three parts, each of which must be accomplished before moving on to the next level. 1. Knowledge. Sales associates must know the facts about the topic. For example, what are the financing requirements of the new loan program being offered by the state housing agency? 2. Skills. Next, sales associates must learn how to acquire the skills to apply this knowledge to their activities. So, what types of buyers would benefit most and be most likely to qualify for this program? 3. Attitude. Finally, sales associates must develop an attitude to apply this training. How will this program help increase sales? Tips for Preparing Training Materials Nearly 40 percent of all real estate firms offer in-house training or educational programs for their sales associates, according to the 2004 NATIONAL ASSOCIATION OF REALTORS® Profile of Real Estate Firms. However, large residential firms are more likely than their smaller counterparts to provide such training. Regardless of your firm's size, Conducting your training in-house can be a great money-saver and allow you to focus more effectively on training that can help build your business. Consider these steps when preparing your training materials: Establish written learning objectives for the course and let students know what they can expect to take away. TIP: Use active verbs—like identify, explain, compute, demonstrate—to suggest the skills students should acquire. —David Knox, David Knox Productions, Minneapolis TIP: Decide what you want your students to be able to do, know, or think by the end of the course. Starting at the end and working backwards will help you see what steps students will need to take to achieve the goal. —Tony Pont, Developing Effective Training Skills, 2nd edition, McGraw-Hill Write a detailed outline to help you organize the materials in a local manner. Determine who your audience is and develop material to reflect the target group’s prior knowledge. Break material down into small units—no longer than 30 minutes—so that it can be absorbed more easily. —Dr. Tony Alessandra, “Foolproof Sales Training,” Real Estate Professional, November/December 1989 Divide students into work groups to focus on specific aspects of the problem and have each group present its ideas to everyone. Keep a focus. Don’t try to cover too many topics in one training session. Use handouts. Including, in your handouts, most of what you will say, lets students listen and participate instead of just taking notes. Incorporate visuals, such as Power Point presentations, overhead transparencies, a flip chart, or blackboard, to highlight key points in the materials TIP: Never teach with the lights too low for more than a few minutes; you won’t be able to read your notes and students will drift off. —David Knox, David Knox Productions, Minneapolis Offer additional resource lists of books, video and audiotapes, articles, and Web sites to help students build on their knowledge. TIP: Ask students what they hope to learn from the course and incorporate these ideas into future sessions. Working With Adult Learners >

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