prerequisites. The problem is that most brokers don't give any at all. Most brokers I've known are forced to focus on sales training predominately. It just so happens that most real estate agents are petrified of talking to people. Most don't know how to hold a proper conversation, let alone make a sale. Brokers are left with no choice but to teach agents how to interact with people first, and when they do formulate a good sales class, only two people show up, and It's usually those two top agents that have a written out business plan and make all the money. The reality of training is that although new agents have been through real estate school and have a fresh understanding of real estate law, new agents need proper training in the sale process. The sale process begins with building a pipeline and gaining prospects and potential future clients. Yes, having conversations is part of that Process. Once an agent acquires a potential client, the Process continues to meet that client's needs: Credit repair, shopping for the best possible loan, Pre qualification, pre-approval, house searching, filling out the offer, inspections, surveys, title companies, deadlines and closing... to mention a few. New agents may be great at finding clients, only to get lost in the Process. The biggest disappointment is not being able to get help when it's needed. Brokers run themselves so thin that they are rarely available when you need them. This results in the client feeling as though the agent is incompetent, which often results in the client finding a new agent, leaving you discouraged and defeated. Most agents then blame their failures on their broker, manager, or company not facing the real problem: lack of training. Although training is the last problem on my list, it is certainly
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