Traditional real estate sales training, the management process, and traditional new agent expectations continue to generate traditional mediocre results. A comprehensive study published in 1995 revealed that only 1 out of 14 new licensees are still in the business after 2 years, reflecting a general failure as an industry to professionally support industry newcomers.
Profits from real estate brokerage operations are lower than ever forcing companies to diversify into other businesses often distracting the firm from it’s core competency and success. Production from lower quartile agents or new agents is weak and lowers overall margins. Brokerage leadership remains in a generally weak position in the agent-broker relationship. This is partially due to a lack of value in leadership and training support. A concerning downward trend in company-retained commission exists largely due to a lack of perceived and actual value in the service offering by the company and agents.
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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,
New licensees are more important now to every company than ever before. They are younger, better-educated and more technologically advanced. They bring fresh energy to an industry which has a much older than average age. Because they make a bigger commitment than the average industry newcomer in the past, their expectations for training and leadership support are much higher, and their contributions much faster. 