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Broker Best Practices: Excelling in a Turnaround Market

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By Zoe Eisenberg

I understand you’ve recently launched agent training and support programs. How are these programs leading your agents to success?
We are in the midst of an evolutionary change to our business. Technology, information and major shifts in our agent demographic are demanding that we consistently assess our relevancy. I could speak for days about all the great ways we are helping to catapult careers, but one small change to our recruiting process sparked a host of improvements to our recent support efforts.

In March 2012, we launched our first proprietary new agent training program. We’ve graduated 85 people through this program, 30 percent of whom were seasoned agents who wanted a refresher course. As a result, we have started monthly, new agent insight sessions where we interview newer agents who are experiencing success to help identify best practices. We’ve also begun one-on-one sales and marketing consultations, for both new and seasoned agents, to help each agent with his/her individual needs. And we are in the process of developing an Office Advisor role for seasoned agents who want to give back by way of training and mentoring. As a result of these programs, 50 percent of our new agents are opening two deals within the first three months.

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