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Broker Best Practices – Good Training Goes a Long Way

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By Paige Tepping

RISMEDIA, July 5, 2008-Many agents have discovered that the best way to face any market is to have a diverse array of tools on hand at all times. For agents with Real Living Sterling Properties, key attributes to their best practices include a combination of team cooperation, constant education, a solid online presence, and stellar training. Here, meet Charles Caudell and Cal Woodard, broker/owner and principal broker, respectively, and hear how they’re keeping their agents best equipped for the current market conditions.

Charles Caudell & Cal Woodard
Broker/Owner & Principal Broker
Real Living Sterling Properties
Franklin, Tennessee

Region served: Middle Tennessee
Years in real estate: Caudell: 7; Woodard: 9
Number of offices: 2
Number of agents: 60
Average sales price: $200,000
Average time on market: 75 days
Best tip for dealing with difficult customers: Caudell: The MLS, since it is the tool that we use to locate properties for our clients.
Key to working together as a team: Caudell: The spirit of cooperation that is found throughout the team as well as our open lines of communication. Everyone is always available to help each other out.

What practices do you have in place to keep your agents motivated?

woodard_cal.jpgWoodard: We focus on keeping our agents educated and we are constantly teaching courses that are specific to the current market and conditions. Monthly meetings and caravans to look at all the listings that we have are ongoing activities that keep our agents active.

What is your company’s best competitive advantage over other real estate companies in your area?

Woodard: Our Internet presence and the tools we get through Real Living allow our consumers to search for properties and help us feature our own listings prominently. All of our agents have their own website, and Real Living creates a webpage for each of their listings.

caudell_charles.jpgCaudell: The Real Living brand management system allows our agents to create specific marketing materials that can be branded with the company logo quickly and easily.

What strategies have you found to be the most effective in terms of training?

Woodard: The coaching sessions that we have instituted have helped us with our training efforts. One session is a fast-track program that gives our agents the strategies and techniques they need in order to be able to get their first contract in 90 days.

Caudell: The company’s online university, Real U, offers many courses that have been very helpful to our agents. Since it’s online, agents can get the training they need, when they want it.

What strategies do your agents utilize to stand out to clients?

Woodard: The tools offered through Real Living are very helpful as they give our consumers control over their real estate search.

Caudell: Our agent-consumer portal, MyRealLiving 2.0, is very user-friendly and allows consumers to search, sort, save and send properties to their agent, family and friends.

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