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You're On Your Own!

Thirty years ago when I started my career in real estate, the training was "There's your desk; There's your phone; You're on your own!"

What is scary is many companies today still use that program. However other companies have developed extensive training programs. Usually some kind of START: Quick-Start, Fast-Start, Kick-Start, Jump-Start...

What they consist of are 5 to 10 solid 8-hour days of classroom training. You leave with stiff joints and a large notebook full of everything you need to know. Then You're on your own!

Another layer may be added...the MENTOR program. You are assigned to a senior agent who answers your questions and facilitates your first couple of transactions to closing and shares in the commission earned. After the transactions are closed and you still don't know what the questions are... You're on your own!

These approaches come from the widespread belief that you get paid for the technical aspects of real estate...contracts, termites, inspections, abstract of title, handling paperwork etc. It's a myth...

You get paid for finding the person who signs the contract.

If your training has any other focus, you are wasting your time and life. 13 out of 14 new agents fail out of real estate before they finish their second year because they become experts at writing contracts, but have no one to write them for. That means only 7% of new agents make it!

The Journey to Mastery™ program at our partner firms has a different focus. We train you to efficiently find, cultivate and provide value to the very people who will buy or sell in the near future. Then we train you in a system to efficiently shepherd them through the time till they buy or sell.

You don't ever want to be in the position of wondering where your next transaction is coming from. You must have a system that creates a pipeline and manages it so you always know where the next one is coming from.

-Sherry Pitcock, Director, Journey to Mastery™