Real Estate Training | Real Estate Training by David Knox

Implementation and Promotion

Goal: maximum agent participation

Now that you have this new training service, you'll want to reach maximum agent participation. Because every company has a group who avoids meetings, training, prospecting and production, it's unlikely that all your agents will log in individually. But if even 20% do, the 80/20 rule applies and their productivity increase alone will pay for this training.
Even those who do participate will soon forget to use it if it isn't reinforced by management.
You and I share the goal of maximum viewership and with that in mind, what follows are methods to achieve this.
You cannot rely upon agents to initiate their own training. It is the job of management to persuade them and hold them accountable. You get you highest viewership when you show videos in your group meetings.
Skype me in to your meetings. Set up a time for me to appear live in your meeting by Skype. Download the app at Skype.com and create an account. (http://www.skype.com/en/download-skype/skype-for-computer/)

In "How to Get Started" section I suggested that you first allow your managers to have a few weeks to learn the system and become familiar with the videos. Having done that, select a sales meeting to announce this new service.
Have your managers select and feature a video that would most likely appeal to their group. I suggest something more advanced. Play the video in their next training session or sales meeting.
After showing the video at this meeting, announce the service to your agents and ask them if they'd like their own personal access.

Upload your agents into the system
Send a company broadcast email to your agents announcing the training and telling them to watch for their welcome email.
We will send the welcome email containing their username (their email) and password.
They change their password to one of their choice.

We will provide a brief video that you may post on your company web site to announce this training to your agents. It welcomes them to the system, provides log in instructions.
It also gives them an overview of the content and instructions on how to select videos.

promo video

One of the ways to keep agent interest and participation is to continually release new video content.
We will post both a video and a PDF that tells members about all the new material that is being uploaded for the current month. This ongoing new material is a key factor that keeps members engaged.

what's new

Every month we will send a broadcast email to announce our new "Knox First Tuesday" video. I will contain copy that describes the new video and encourages them to watch. PLEASE FORWARD IT TO YOUR AGENTS.

email announcements

At various times, when appropriate, we will announce new features and any other new material as it happens.
Because people will forget their login information, we will include the website address, their username and their password.

One way to get full viewership is to show videos in sales meetings. That way everyone in attendance gets group training. Once agents see the value, they are more likely to pursue additional training on their own.
This training makes it easy for a manager to plan and deliver meetings because the content and support materials are already prepared. Print out a key PDF outline or document as a handout.
Follow up the video with a discussion and/or role-play.

This training is perfect for new agents. The Mentor Series II^® is a complete A to Z training on every aspect of real estate sales. Take your new agents from session 1 right through session 12.
Hold weekly morning sessions, show a video, conduct a discussion and have them role-play. Print out the Prospecting Call Log and track their activity.

It is the job of management to persuade agents to learn and hold them accountable. When managers hold their one-on-one meetings with agents, they should discuss the challenges they're facing in the market.
Use the Curriculum or Search function to select and assign videos to watch. Follow up later to discuss what they learned. Monitor their views with the tracking capabilities of this service.

Your experienced agents love to learn, but they don't want to be mixed in with the "newbies." They want their own, exclusive group with whom to interact.

office meeting tv

Set a minimum standard of tenure and production for a select group to participate in brief, fast-paced, advanced training.
Have a "Coke^® and Pizza" or "Thursday Rocks with David Knox" meeting in front of a video. Follow with a discussion and a role-play.
Real Estate LIVE!^® is a more advanced series and perfect for this group.

This online training was designed to fit right into a company-training program. Trainers can add 3rd party validation by showing a video that supports their points and message. Use the demonstrations to show how techniques are actually used.
Role-play to improve the skill. Break the group into threes; agent, client and observer. Allow them five minutes to practice the skill they watched on the video. Have them evaluate each other at the conclusion. (See the management support video "MPF Improving Agent Productivity" parts 1 and 2.)

As your market changes and issues arise, search the online training site to see if there is an appropriate video that addresses the situation.
Send an email to all your agents telling them to watch.

In addition to training resources, as a member you have access to our "recruiting page." Use it to promote this training resource as a benefit to agents for joining your company.
This generic page URL is: http://www.realestatetrainingbydavidknox.com/showcase.

Frame this on your company site on your training or careers page.
Add a button to your web site that directs people to this page.
Offer a free trial log in to potential agents if they complete the web request form.
Add a web response form on your site above this framed page with the fields: First-name, Last-name, Email and telephone.
Capture recruiting candidates and follow up with them.
Add them as a temporary guest user with the "Manually add new users" link. Leave them in the system if you hire them, delete them if you don't.