A Brief Guide to Agent Training: What to Do

February 26, 2016

Bob Van Gorkom

If you’re looking to implement some additional training with your agents, it’s always good to have a plan in place for meeting team goals. This post will give you some practical steps that you can take with your team today to make the most of your training session.

If your team is just starting out, it’s a good idea to make sure that everyone understands the basics before moving to more advanced lead management strategies. John Wooden, UCLA basketball coach and 10-time National Champion, had a reputation for teaching his players how to put on socks and tie their shoes properly before ever letting them dribble or shoot a basketball. You can’t build a strong business without a solid foundation, so get your agents to tackle these tasks today and build from there.

Make sure your agents have a professional photo and bio uploaded to your website. For many customers this will be their first introduction to a team member. Make sure the photo and bio convey the right message to your visitors.

Have your agents bring their existing lead database up to speed. If they’re still hanging on to those first internet leads from 2006, it’s time to organize and strategize! Put legitimate opportunities into your CRM, and let the rest go. Focus forward!

Finally, set S.M.A.R.T. goals for your team. You may set performance goals on your own or by discussing with the team. Either way, put your annual goals on paper and make sure the team is thinking about them each and every day.

Have a system to help track goals. Check out BoomTown’s Accountability Tools.

Now that your team has the basics down, start moving onto advanced lead management by developing a lead qualification plan as well as a process to move your leads from long-term nurture to Hot, then Closed.

Start thinking about the challenges your team has converting leads and use industry best practices to up your conversion rates. Responding quickly to initial lead registrations and being consistent with follow up are two guidelines that increase conversions. No two teams are the same, so be on the lookout for other strategies that would work for your business!

Accountability early in the lead acquisition stages is important, so put a plan in place to ensure that all leads are receiving the appropriate communication and appropriate touches early in their relationship with your team and agents.

OK, so every idea is great – but their usefulness is only maximized if you build a long-term plan to ensure it’s success. Develop standards and expectations with your team and hold regular training sessions with your team to brush up on skills and share insights on how your agents are maximizing their results.

Finally, if you feel your team is ready to take things to the next-level, consider bringing in a professional trainer or strategist to give your team the skills needed be more efficient, productive, and close more deals this year.