Why don't more real estate companies teach paperwork instead of so much sales training?

Question

Our company goes wild with the sales training (like all real estate companies).  They told everyone not to worry about how to do the job, just get the sales.  "We will walk you through everything once you get the sales."  Now 6 new agents have contracts, but no clue what to do with them.  All of us in the office are busy with our own contracts and finding the time to mentor them is difficult.  This is unacceptable and more companies need to start training agents what to do once they get a contract.  Could a broker or owner explain to me why there is so much focus on sales (which is important), but none on how to do the job (and no, school does not teach it either)?

real estate guy · Accepted Answer

Very poor management.

Sales training equals sales.  Paperwork training does not = equal sales.  

HOWEVER, paperwork training will result in less problems and lawsuits.

As a new agent, I would take the time to review EVERY doc there is.  Have management explain every one.  If they are not willing, maybe your local board of realtors offer classes.

The first thing I do when I hire someone is to explain all the paperwork.  I have found, if the agent is afraid of the paperwork, they may not push for the sale or listing.  

Paperwork should be like breathing air to an agent.

. · Answer

Our local Realtor office offers periodic courses especially for the California Residential Purchase Agreement whenever there is a big revision or about once per year otherwise for around $50. It is well worth it and will really increase your understanding of the form(s).

Perhaps your local association also offers such a thing or a "head start" program for new agents. 
If the broker isn't helping, how much is he/she getting off the top of the deals?

Trending News

Why don't more real estate companies teach paperwork instead of so much sales training?

2 Answers