If you’re not a Realtor, you’ve never heard of ’em.

If you are . . . you doubtless have at least a passing acquaintance with such national real estate trainers as Floyd Wickman and Brian Buffini.

Realtors (like me) who’ve taken one of their training courses know firsthand what great speakers these guys are, and how entertaining they can be.

It’s also true that taking a training course can help you sharpen your skills, and reenergize you.

In the Trenches — Or Not

So, what’s the “but . . . ?”  (you knew it was coming).

None of these guys has actually sold a home, in your market.

Or, if they did, it was a couple decades ago.

As a result, they all lack a certain . . . credibility.

Their other problem?

At least in the short run, “motivational” training classes exacerbate precisely the two problems busy Realtors seem to struggle with the most:  1) lack of time; and 2) cash flow.

P.S.:  The best way to learn real estate?

Do it. 

The best way to get referrals?

Do a good job for your last client.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.
2 Responses
  1. Nancy Shuster

    Ross, I think perhaps you oversimplify the benefits of coaching to some people. I have been coached by Buffini and Company for three years now and my income has nearly doubled each year. First of all, I was taught how to get more time in a day, so, in essence, the DID help with my time problem.
    Next, by showing me how to prioritize my activities, my cash flow has truly improved. Now, I never came to Buffini coaching to learn how to sell a home in my market. I have been a Realtor for over 16 years. My problem was that I was always a part of a top producing team, so I never had to do lead generation on my own and most of my problems have been in my head.
    My coaching has paid off in so many different ways, the most important of them all happening between my ears, which is where, I think, most Realtors suffer the greatest. But this is just my opinion.

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