If an agent wants to learn something new or get an answer to a question, where do they turn for help?
According to researchers, they most commonly ask their manager, ask a peer, ask AI, or search the internet for answers.
What they don’t do is reference their training materials or seek out company-published information.
When connecting with a prospect, you may not be helping yourself by talking about your training program even if it’s the best one on the planet.
From the prospect’s perspective, you’re offering them something that is not overly helpful and will be unappreciated.
Training was listed as the least important reason someone would change brokerages according to research cited in yesterday’s Insight.
How do progressive hiring managers handle this issue?
They talk about the learning environment in their company.
They make the point that everyone is always learning and sharing ideas.
Progressive hiring managers refer to the knowledgeable and helpful people the prospect will get to interact with in this role.
And they talk about autonomy.
Being a real estate agent is about setting your own course and learning new stuff every day from interesting colleagues.
A robust learning environment bridges the gap between training and culture.
And culture is the most important factor agents consider when making a change.
