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Group of Multi Ethnic Cheerful Coporate PeopleIn real estate, it’s all about you, right? It’s your face and your name on the lawn sign, business card, office and marketing. That’s how much of your business is generated, right? People recognize your face and name and people know you, correct? Wrong.

While our face and our name are integral parts to our branding, any successful real estate professional will tell you that a large part of their sustained success in the industry is due to their support staff.

Your admin staff.  Your marketing team. Your sales team. Your photographers, stagers, loan partners. Everyone that you have employed or partnered with has a hand in your success as a real estate team leader.

Your support staff plays a big role in your team’s success. Some of you are fortunate to have employees who have proper training and a genuine interest in the industry, while others may have hired individuals who lack industry training but their enthusiasm, interest and commitment to the industry are second to none.

With that I ask you this: What’s more important: proper training or genuine interest and dedication?

While the obvious answer is a properly training and qualified individual, I would argue in favor of an individual who is interested, enthusiastic and ready to learn.

Why? Because their curiosity to learn more and get trained almost always outweighs that of a trained professional.

This is not intended to put down qualified professionals, but merely shed light on the importance of training. What I have witnessed is that those who are eager to learn are more open to training than those who feel like they know their job and do it well.

We all need to pursue ongoing training!  It is a core part of a successful business culture and team success!

  • Include employees without specific real estate experience in team meetings.
  • Give them the freedom to perform their roles without micro-managing them.
  • Invite support staff to real estate events. This will give them a better understanding of industry professionals.
  • CC support staff on emails. You would be surprised how much they can learn from a conversation.
  • Involve them! Your success is dependent on their production, so include them in any situation so that you’re working towards the same goal.

Your support staff and sales team are a vital part of your business and your success, which is why ongoing training is so important. Industries are changing so rapidly these days that staying ahead of any developments can be the difference between success and failure.

For more information on Coach Ken and coaching programs visit