The Best Approach to Training a Real Estate Team
Resource Library Blog

The Best Approach to Training a Real Estate Team

Anyone who’s run a real estate business knows there is one, primary goal they’re trying to achieve; and that is to increase profits.

Every year, real estate teams lay out annual goals — most of the time it’s upping the ante on last year’s results. Getting there … well, there’s many roads to choose from, but the easiest is improving your agent’s productivity.

You may look at increasing lead generation to support your agents. You may also analyze what technology can help simplify the work for you. But there’s often one element that gets forgotten in the mix: Training.


Too often training is seen as a one-time event at the start of a new job or when learning a new skill. We rarely take the time to think through someone’s entire learning journey.


A lot of business owners think if they establish a process and set up technology for their teams, naturally, their staff will follow the process and use the technology. Oftentimes, they don’t. Training doesn’t mean a one-time session of “look how to use this technology; start doing it.” Real estate tactics change. New features get built. And not everyone can keep up with everything moving around them all the time.

That’s why the best approach to training a real estate team is: Visualize your desired end-result and list strong, actionable objectives for your training. Perseverance has the longest effect on productivity, and more importantly, profits.

Five Tips to Develop Better Training

With a little extra effort and thought, you can greatly improve the content and effectiveness of your training. To help you develop better training – or better yet –  learning journeys, use these five tips:

1Create SMART Learning Objectives

Real Estate Training Teams

With any training, you should provide SMART learning objectives. These objectives let your agents know exactly what they’ll learn and be able to do once they complete the training. For truly great learning objectives, make sure to follow the rules for SMART – specific, measurable, attainable, relevant, timely. Be sure to use action verbs that when performed can been measured. The Bob Pike Group shares a couple, if you need a little help.

2Answer the WII-FM

If people can’t see the benefit to what you’re teaching them in some way (more leads, larger client base, increased commissions), your chances of retaining their attention goes out the window. It’s an idea training experts call the WII-FM, or “What’s in it for me?” By answering this question, you’ll create an incentive for your agents to remember and learn the material you’re presenting.

Real Estate Library Videos

3Make Your Training Digestible and Fun

Our brains are programmed to retain information it thinks we need and to purge the rest. If you’re giving your agents too much to learn at one time, it becomes much harder to reinforce later. So, think about what the absolute need-to-knows are? Once you have those, divide everything else into a “nice to have” or “where to go” category.

Nice-to-have content should be used sparingly. Put that content in a workbook appendix or handout, and let them read it later. If you’re providing them a list of where to go, they can dig into more content on their own.

When planning out your training session be honest with yourself and answer the question “would this capture my attention and get me excited?” Don’t put others through boring trainings. Studies show we retain more information when we’re having fun. If you need some ideas for fun activities, check out these resources.

4Utilize Post-Training Materials

When we’re training new agents many aspects of what they learn won’t be applied immediately. It’s easy for them to forget, and often, they’ll have questions when they arrive at the task (they learned about). That’s why you should set aside helpful resources and materials, so they have something to fall back to.

5Evaluate Your Results

Training for Real Estate Agents

After your training sessions, measure the results. If your goals were to increase agent production, and reduce employee turnover, compare how things changed from before and after. Look to see if your agents are using the systems you put in place, like logging calls. Look to see if they’re closing more deals, and your annual revenue is climbing. Measurements help validate if something is working or isn’t.

 The Best Real Estate Training

As you get started, begin with the end in mind. Visualize what success looks like and use these tips along the way to design, develop, and facilitate training that will positively impact your bottom-line results.

BoomTown Real Estate Training

Don't miss the conversation.

Join thousands of real estate professionals and get the strategies you need, straight to your inbox.

Give it a try. It only takes a click to unsubscribe.

Similar Content

How To - November Graphic


3 Common Problems for Real Estate Agents
(and how to solve them)

Speed to Lead


The Modern Agent’s Guide to Social Media Strategy

Speed to Lead


If you don’t follow up, someone else will. Here you’ll find some surprising numbers about speed-to-lead and learn how YOU can take advantage of missed opportunity ($)

The Essential Guide to Building a Real Estate Business

Ask yourself, do you want to sell houses for the rest of your life or do you want to build a thriving business? In this guide, Jeff Cohn, founder of Elite Real Estate Systems, teaches us how to focus on being a business owner and not just an agent.

Download the Tip Sheet

5 Powerful Business Tips from Steve Harney

Download our Free Guide

The 3 P’s for Winning Listings


4 Steps to a Winning Listing Presentation

It’s time to learn how to land any listing. Here are 4 tried-and-true tips for preparing a listing presentation that wins every time!

Download the Tip Sheet

4 Pillars to Creating & Maintaining a Successful Lead Management Program

7 Tips to Getting Your Agents to Adopt New Technology

They say a tool is only as good as the one who wields it…and this couldn’t be more true with real estate technology. Here you’ll learn how to assure (once and for all) that your agents will adopt the technology that you’ve invested in.

Download the Tip Sheet

Powerful Prospecting Lessons to Build Your Business

Download the Tip Sheet

How to be a Winner in the Real Estate World

How to Structure Your Team for Lead Follow-Up

Lead follow-up is oftentimes what separates the good from the great. In this guide you’ll learn how to structure your team (from the top) for smooth and effective lead follow-up.

Say Hello to Hiring: The Essential Guide to Growing a Team

Expanding your real estate business is an exciting and lucrative time. And in real estate, we know it’s all about your people. Check out this free guide with tips for effective hiring practices.

The Modern Real Estate Chief Marketing Officer

In real estate today it’s not enough to just be great at selling houses. In this guide we’ll cover how and why you should consider investing in a Chief Marketing Officer.


6 Tips for Standing out Against Competitors [Free Tip Sheet]

In real estate, things move fast and the competition doesn’t sleep. So, what are you doing to stand out? In order to be the go-to agent, you need to be one step ahead of your competitors. Start with these 6 quick tips.

Register for the Series

Fill out this form and register for all of our upcoming webinars at once!

Ready to see a demo?

See what BoomTown can do for your business.

FREE: 1-3-5 Goal Setting Template

Turn dreams of success into celebrations of success. Stay on track with our goal worksheet.

Seller Lead eBook

How Top Agents Survive (and Thrive) in a Turning Real Estate Market

What do you do when the real estate market shifts? When the pendulum swings from buyers to sellers (or vice versa) in your market, make sure you’re ready.


Want to handle objections like a champion?
Download our scripts playbook!

Seller Lead eBook


Convert seller leads. Get the best strategies to conquer listings in your market.

real trends teams playbook

The Real Estate Teams Playbook

We partnered with REAL Trends to conduct interviews with thousands of real estate professionals and the industry’s top performing teams. This playbook contains all of their best strategies for starting and growing a team as well as the systems that must be in place to ensure long-term success.

The Real Estate Teams Playbook

We partnered with REAL Trends to conduct interviews with thousands of real estate professionals and the industry’s top performing teams. This playbook contains all of their best strategies for starting and growing a team as well as the systems that must be in place to ensure long-term success.