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A common issue within the real estate industry is listening to the wrong people or “trainers” that haven’t had the track record of results that you’re wanting to achieve, writes Adam Flynn, CEO and founder of Flynn Estate Agents.
Often, salespeople start with 12 months of bad training and repeat the same mistakes for the next 20 years, wondering what it actually takes to succeed and why they can’t get there.
Many trainers lack a track record of strong results, having simply done a life coaching course (for example) and thinking they can sell courses in the real estate industry. They’ll give advice based on what they think will work, not what they know will work. This leads to agents wasting time on ineffective strategies and struggling to break through.
Many agents remain substandard, constantly struggling, while others exit the industry, saying real estate isn’t for them. I’ve met many great people who’ve told me they left real estate because it wasn’t for them, when in fact, they were just poorly trained.
When you get good at something, you want to do it more. This applies to anything, whether it’s a musical instrument, sport, or real estate. Once you’re competent, you’ll want to put yourself in a position to do what you’re good at. That’s why we developed the Flynn System, which teaches our team essential skills like listening, presentation, marketing meetings, price improvement meetings, fee negotiations, and more – all in role-play scenarios.
Although this training may take team members out of their comfort zones, it enables them to thrive in the market. If they can demonstrate competency in a simulated environment, they’ll have much more confidence and capability in the real world. You wouldn’t ask a bricklayer how to do open-heart surgery, and vice versa.
When you’re in a listing presentation, you have one chance to be the best version of yourself. The time you invest is gone forever, regardless of the result, so why not be the absolute best you can be? Unlike the Olympics, where a bronze or silver medal is impressive, in real estate, you either secure the business or get nothing.
Regardless of the outcome, you don’t get the time back you’ve invested. Six months of correct training can set you up for a successful real estate career that can last decades. The key is to listen and learn from someone with a proven track record of results. You don’t need to reinvent the wheel; just learn from someone with a proven track record, replicate their success, and add your own personality to the mix.
Adam Flynn is the CEO and founder of Flynn Estate Agents.
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