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You're On Your Own! by Sherry Pitcock, Thirty years ago when I started my career in real estate, the training was "There's your desk; There's your phone; You're on your own!" What is scary is many companies today still use that program. They consist of 5 to 10 solid 8-hour days of classroom "education." You leave with stiff joints and a large notebook full of everything you need to know. Then You're on your own! Another layer may be added...the MENTOR program. You are assigned to a senior agent who answers your questions and facilitates your first couple of transactions to closing then shares in the commission earned. After these transactions are closed and you still don't even know what the important basic questions are... You're on your own! These approaches originate from the myth that you get paid for the technical aspects of real estate...contracts, termites, inspections, abstract of title, handling paperwork etc. It's a myth... You get paid for finding the person who signs the contract. The Journey to Mastery™ program at our partner firms has exactly that focus. We train you to efficiently find, cultivate and provide value to the very people who will buy or sell in the near future. Then we train you in a system to efficiently shepherd them until they buy or sell. You don't ever want to be in the position of wondering where your next transaction is coming from. You must have a system that creates a pipeline and manages it so you always know where the next one is coming from. If your training has any other focus, you are wasting your time and life. 13 out of 14 new agents fail out of real estate before they finish their second year because they become experts at writing contracts and handling escrows, but have no clients who buy or sell.
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Quantum Management Systems 1776 Park Ave., #770-242 435-649-3998 Direct
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Management consulting to Real Estate industry. Sales Training for real estate agents.
SELL (S.E.L.L.™) training Quantum Home Tour™ Probing Training, Committing Communications™
Douglas Yeaman, Doug Yeaman founder of Quantum Management Systems wrote the book,
Power of Commitment and trains sales people in the art of selling through building relationships
rather than product-centered selling. Relationship centered selling, consultative selling,
