John Hall & Associates - Phoenix Real Estate Brokerage

According to Charlie Bross, President, RE Training Center, “The fact is, there is tremendous opportunity in every market, including today’s.  Sometimes you just have to change the way you think and work in order to see it…”   I’m sure you have all heard that agents are no longer order takers.  Agents are looking to acquire skills to build their business.  Does this describe you? 

According to a 2006 survey by NAR, 85% of all agents coming into the industry have no sales experience.   

Knowledge and skill are partners to success.  There are no shortcuts.  Today’s continuing education classes help increase your knowledge base, but, in my opinion,  today’s c/e classes lack skill training.  Most classes focus on delivering information, but are not delivered in such a way that creates relevance to your day to day practice.  To acquire skills education, I believe classes must be performance-based, incorporate simulated activities and/or provide some type of hands on experience in the forms of scenarios or other student based activities.  You must have an opportunity apply the knowledge, not just receive the knowledge.

The Swanepoel Trends Report 2008 report that a survey conducted with over 1000 real estate salespeople, the following skills were ranked as the most important for agent success:

•Expanded knowledge of the changing market and expertise

•A good listing presentation and CRM system

•Stronger web-based computer skills including blogging, SEO and networks

•Knowledge of financing, foreclosures, short sales and staging

•Good time management

•Enthusiasm and a continued positive attitude

•Good negotiation skills

To reinforce my comments, how many of these topics are covered in ADRE license renewal categories?  None. This is why I believe there should be two components of real estate education:  c/e classes which are required to renew your real estate license AND career development classes which are needed to acquire knowledge and hone your skills leading to success in this business.  I recently read on Jennifer Cummings blog:   ”I absolutely believe that the distance between where you are now and where you want to be is simply 6 inches - the 6 inches between your ears!”  Fill those inches with as much career development education as you possibly can.

Most, if not all, of the above skill topics are covered in Arizona’s GRI (Graduate, REALTORS® Institute) program.  Look around your office and see how many of the top producing agents have earned the GRI or one of the other prestigious designations.  Think back to some of the transactions you have had with agents who hold a designation and agents who do not.  Did the transaction go more smoothly when working with an agent to not only has knowledge, but also has skills?

What are you waiting for?  Make the commitment this year to earn the GRI designation.  Classes are offered locally and in one and two day increments.  Visit our site and find out more about the GRI designation program, the classes, and the class schedule.