WHY REAL ESTATE PRO TRAINING
WAS CREATED

THE PUBLIC HAS A DIM VIEW
OF REAL ESTATE AGENTS,
AND IT'S GETTING WORSE!

For too long, the public has viewed real estate agents in a very negative light. At best, much of the public thinks we all “do the same thing” and “houses sell themselves.” At worst they think we are grossly overpaid.

And that was BEFORE the DOJ investigations and the various class-action lawsuits. These headlines are further eroding the public’s already low opinion of real estate agents.

THE MAIN PROBLEM IS THAT A NEW LICENSEE IS NOT PREPARED TO SELL REAL ESTATE

Back when I first applied for my license, I remember not believing it when people would tell me, “You won’t use ANYTHING you learn in the license prep courses. Just get your license, and that’s when the REAL learning starts.” Then I went through the process, and I discovered they were mostly right. I can’t say that I didn't learn anything, but I certainly wouldn’t say that I was “prepared” to represent my clients at the highest level.

In most states, as long as you meet some basic education requirements, pass the test, have no major criminal background issues and pay the fees, they hand you your license. You are now legally allowed to represent a buyer, seller, landlord or tenant (or both sides) in a purchase, lease, or option contract, whether it’s residential, a business, or a commercial building, single or multi-family, industrial, land, bank-owned, short sale, etc.

THE STANDARD AGENT TRAINING DOESN'T MEASURE UP TO OTHER PROFESSIONS

Agents would like to be considered “professionals” and earn the commensurate respect and income that other professionals enjoy. However, the difference in education and preparation that the typical agent goes through vs. other "real" professionals is frankly laughable.

It's not very difficult to get your real estate license. It’s probably less than 100 hours of study for most applicants and possibly less if you already have some of the course work done in college. The test itself is not very challenging.

Other professions are MUCH more difficult to get licensed. Doctors, lawyers, engineers, pilots, etc. require several years and thousands of hours of study and that’s AFTER a bachelor’s degree. This is either in the form of a formal university setting or a structured training program.

Then they all require a much more robust and difficult test. The LSAT test is VERY difficult and takes many, many hours to prep for, and that’s just to get a score to apply to law school where the ACTUAL training takes place. It’s really more of an aptitude/intelligence test to see if you can handle the rigors of law school. Then after graduation, some legal bar exams take two days to administer.

Then after this rigorous period of study and testing, they aren't cleared to work alone with clients yet. Nearly every other profession requires some type of internship or residency, or at least working under a more experienced mentor/supervisor for a year, or multiple years. Becoming a carpenter, electrician, appraiser, etc. all have lengthy apprenticeship programs before you are turned loose on your own. In some states, an apprentice cosmetologist must work a minimum of 3,200 hours of on-the-job training under the supervision of an experienced trainer.

MOST BROKERAGES DON’T HAVE COMPLETE TRAINING PROGRAMS

Formal training programs for new agents that cover all aspects of the business from A-Z are almost unheard of. The most common experience for a new agent is much less robust. They learn just enough to pass the test and join a brokerage. They are taught the bare minimum about how to use the MLS system and how to use the lockbox key to get into homes. Lastly, they are given a cursory explanation of how to generate a contract for their client to sign. Then they get a slap on the back and are told, “We’ll cover the rest later. Now, get out there and go get ’em! Come see me if you have questions or get into a jam…”

The old joke isn’t far from the truth—“Here’s your license, here’s your phone. Good luck, you’re on your own!”

Some brokers do set new agents up with an experienced agent in an official “mentor” capacity. However, the mentor is usually busy with their own business. Even if they do make time, it's not a formal step-by-step holistic training situation. It’s really just another person for the agent to go to with questions if the broker isn’t available.

REAL ESTATE AGENTS USUALLY “LEARN BY DOING”

The real estate indstry expects a newly licensed agent to go out there and “do it all” right from the start of their career, with effectively almost NO real training. 

I’m all for new agents having the opportunity to succeed, but it pains me to see how the agent (and their clients) struggle while the agent is learning the ropes.

Imagine if we prepared surgeons the same way that we prepare real estate agents. We teach them anatomy and basic surgical skills, then show them around the hospital and the operating room. Then the focus of their training shifts exclusively to be about how to find patients to operate on. They are then encouraged to “learn by doing.” The very busy head surgeon tells them, “Come see me if they have questions.” Yes, I realize that real estate isn’t “life or death” but it’s also not an inconsequential transaction like buying a pack of gum! Do we really think it’s OK to have agents out there who really don’t know what they are doing?

 IT’S TIME TO RAISE THE BAR IN OUR INDUSTRY

Agents need to dig in and improve our skills and knowledge to the point where the public respects us because we DESERVE that respect. They will come to value our contribution and recognize our worth. This is how we can retain our rightful place in the center of the real estate transaction.

I've made it my mission to do just that. To that end, I’ve created content on a range of topics for agents to master. Much of the information is free. If all you do is read my free stuff, you will become a better agent and I’ll be fulfilling my mission. You will learn faster and gain a deeper understanding if you buy some of the paid courses, but that's up to you.