Leigh Thomas Brown tells real-estate agents to ask brokerages specific questions about training in their weak areas—phone skills, listings, lead generation, offer writing—instead of leading with commission rates. A yes or no answer tells you if they can actually help you.
"I want a broker that trains me and gives me what I need, and my broker's not doing it." All right, well, now you get to go interview other brokers in the marketplace. So when you go to that brokerage interview, your first question's probably not about splits and numbers and all of that. Your first question's going to be, "What do you provide for lead generation training?" I love it when I can talk to agents who have a specific need, because I should have a specific answer for them. If you walk in the door and say, "I need training," Oh, law. Well, that could mean anything. That could mean you don't know how to have a conversation on the phone. It could mean you don't know what to do at the listing presentation. You might not know how to manage yourself at a showing. You might not know what to do with lead generation. You might be not great at writing offers. There's all these different angles that training can cover. So be really specific when you walk in the door to interview and say, this is what I need. Do you provide it? Yes or no? Well, now you get to make a great decision because who's in charge of your business? Oh, that's right, you are.
