“REALTORS® shall be honest and truthful in their real estate communications and shall present a true picture in their advertising, marketing, and other representations.”
—Article 12 of the REALTOR® Code of Ethics.
Do you remember Mario Jannatpour? Check out this interview we did with him back in 2011. We also did a profile on him last year about his training system and all the rookies he’s helped get started in the industry. It’s a good read.
Now Jannatpour has a pretty good read on his hands as well. I just took a look through the new edition of his second book, The Honest Real Estate Agent: A Training Guide For a Successful First Year and Beyond as a Real Estate Agent, and I really liked it. In its purest form, the book focuses in on the basic questions. You know, “How do I get started? Should I spend marketing dollars on a website or direct mail?” That sort of thing.
But what sets this book apart from all the other getting-started-in-real-estate handbooks is Jannatpour’s focus on honesty. He makes the point that it’s easy to say you’ll be honest. But when you know a huge amount about a property, how do you decide what is a need-to-know fact and what is just info-clutter?
Jannatpour says that the internal conflict over honesty “happens so fast that most times you are not even aware of it.” But there’s one very simple way to head it off at the pass: Continue reading »
It seems that whether you hate continuing education (CE) credits with a passion or you’re a card-carrying member of the Raise the Bar group, you’d agree that good real estate training is hard to find. I hear brokers and sales associates alike complain bitterly about the educational dearth on both the giving and the receiving ends.
“The average real estate training program is no program,” a trainer and former real estate professional told me recently. They went on to say that associates generally don’t try to fill the gap themselves, either, usually because they feel like they’re too busy. “They do CE because they have to… They don’t even know they’re clueless.”
Now Jeff Cobb’s new book, Leading the Learning Revolution, is targeted at people who want to become teachers, lecturers, educational gurus, and the like in this new age of adult learning. And if you fall in that category, I’d recommend it as a resource in your endeavors. But it’s not really aimed at brokers simply trying to train their sales associates. Regardless, in reading the book I came across a chapter that could help solve this real estate training conundrum.
Let’s say you’re a broker trying to offer some useful training to your associates. Why aren’t they showing up in droves, you ask? Well, Cobb has a checklist that might provide some insight as to what you missed. Continue reading »