Real Estate and Insurance Brokerages: Is Something Missing?

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In 99% of real estate and insurance brokerages I have every worked over the last 15 years, these are the training areas agents needed to improve producer sales and success rates:

  • Understanding what a business is
  • Some important economic topics
  • The definition of capitalism
  • The difference between marketing and advertising
  • Prospecting friends, family and strangers
  • Measuring contacts to prospects to sales ratios
  • Building rapport with prospects
  • Interviewing prospects and trial closes
  • Working as a consultant, not a salesperson
  • Discussing experiences and concerns with prospects
  • Understanding how to let prospects close themselves

Brokerages which lacked these traiing topics typically see high turnover because most producers are transitioning from W2 employment and have never owned businesses until they passed state real estate and insurance exams.

High turnover leads to:

  • Producers never learning the industry
  • Producers bouncing from office to office
  • Slow brokerage practice growth
  • Increasing commissions to attract and retain producers

Real estate brokers and insurance managers interested in reducing high turnover should contact for information to boost producer productivity.