Following the Leader

Franchises and independent real estate firms across the country report significant increases to agent productivity after completing the Leader’s Choice training program. Mike Pappas, broker/owner at The Keyes Company in Florida, concurs.
Franchises and independent real estate firms across the country report significant increases to agent productivity after completing the Leader’s Choice training program. Mike Pappas, broker/owner at The Keyes Company in Florida, concurs.

?We ran two programs with Mark Leader and had record numbers,? Pappas reports. We put 300 associates through the program each time and per-person productivity increased four or five times more than agents who did not go through the program.?

According to Pappas, this training is proving integral to remaining profitable in Florida’s current real estate market, which is feeling the effects of the current economy. Florida was a market on steroids,’ says Pappas. It was a surreal market and the market we’ve entered into now is a real market. It’s not a buyer’s market or a seller’s market, but a broker’s market.?

That said, proper training is more important now than ever. The fundamentals we had forgotten about are very important today,’ says Pappas. Because the market was so intense, basic behavior was lost. Now we have to retrain associates on the blocking and tackling of our industry.?

The investment the agent makes in the program and the accountability factor help make Mark Leader’s training successful, says Pappas. Mainly, we’ve got the second- or third-year type of person taking the program in order to get to the next level. Top producers also take it to help them get refreshed and refocused.?

Bottom line, says Pappas: ?There’s no way around investing time, gaining knowledge and creating accountability. You can?t change behavior any other way.?

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