News & Media
NEW YORK – To gain buy-in for mentoring and coaching, real estate professionals should educate staff on the value of training both for the agency and their personal career growth.
Pushing real estate professionals into training programs is not the way to inspire agents. A good coaching program starts with agents who are looking to improve and grow their careers and make the choice to enroll in those programs. These candidates are the ones that engage with coaching and mentoring programs the most and translate what they’ve learned into action with sellers and buyers.
Mastering the basics of real estate, including conversation and listening to other perspectives, can ensure agents lead with empathy and ask the right questions. In a market where potential clients face obstacles to buying a home, it is better for an agent to understand their client’s needs, fears and limitations before showing them homes.
Building that human connection with each client ensures that the agent will achieve their business 99% of the time. Real estate is relational sales in that professionals need to focus on a prospective client’s current situation rather than when they want to see a property or how buying/selling a home will improve their quality of life.
Real estate professionals should not simply focus on home sales, but on fostering positive life change for their clients. Leaders in the industry need to think more deeply about caring for their team members, and when team members feel cared for, they are more loyal and likely to succeed. Leading with empathy demonstrates to team members how essential it is throughout the home buying process.
Source: RISMedia (05/06/25) Larsen, Claudia
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