Agent training should impart benefits of planning

January 24, 2017

The winter months are the time of year when many broker/owners take the time to work with their agents on new training efforts to help them properly prepare for the busy buying season ahead. One issue that might not always come up in these training sessions, though, is that a little bit of planning and preparation can go a long way. It is, however, important to reinforce the value such efforts provide in the long run, especially when the current quieter market still allows for some office time.

In many cases, the right kind of planning for real estate professionals starts with simply setting some goals for the months ahead, according to Inman. Once goals are set up, it becomes much easier to plan how to get to them, allowing agents to draw a clear road map to follow and refer back to over the course of the next several months and beyond. At this time, it might actually be wise to set both short- and long-term goals so they know exactly how to proceed as the buying season goes on.

Why is that smart?
The ability to set those goals is often important for agents because it's easier to go a short distance between Points A and B - then B to C, C to D, and so on - than having one big overarching A to B route that may not always be easy to achieve. Moreover, the sense of accomplishment that comes with checking off smaller goals along the way may be vital to keeping a good attitude about the work involved with being a successful agent when things get hectic.

When setting goals, it's important for agents to keep a number of things in mind. For example, the more specific goals are, whether they're big or small, the easier they are to achieve, especially if the results are measurable and realistic. To the latter issue, it might also be wise to think about the ways in which setting goals can be achieved within certain timeframes. That means saying, "This is what I want to accomplish this week, this month, and this quarter." That helps to keep agents on track even when bumps in the road come along.

Get granular
In fact, in many cases it might be wise to set daily goals, Inman also advised. After all, that gives agents a clear goal to pursue every single day, and may help to keep them focused when other, less important issues arise. While it's simply not possible to predict what's going to happen on a day-to-day basis months in advance, setting these kinds of goals at the start of each weekend could provide a significant advantage.

The more agents can do to stick to their plans and work within a routine, the better off they're likely to be as they work toward their various goals. That, in turn, could translate into a more successful real estate sales effort as the busy spring and summer buying seasons come and go.