Why most sales training is a waste of time


I vividly remember my first month in real estate.  Bloody frightening!

Like most people, I was enrolled in a training course to teach me everything there was to know about being a successful real estate agent.  The course went for 5 days!  In just 5 days all my questions would be answered and I would walk out a superstar.

Instead, I walked out with two massive leaver arch files full of ‘stuff’.  Some of it was great but, as I was to discover several years later, that was about 5% of the ‘stuff’ in the files.  The rest was just a bunch of ‘good ideas’ that had worked for someone at some time, all assembled into a 5 day course.

There were two major lessons for me as a result of those 5 days, but unfortunately I didn’t realise them for several years.

The lessons were:

  1. There is no 5 day course that will teach you how to be successful in real estate. There are some very successful agents but none of them were overnight successes.   They did it the hard way and it takes time.
  2. Practice, practice, practice. Do something with what you learn by selecting the one or two things that will really help you improve and then implement.

The real power of any great idea is not in the idea itself – it is in the implementation of that idea.

Studies have shown that close to half (48%) of the content of sales training is lost within 5 weeks if there is no follow-up.  Also that 84% of old habits reappear after 90 days if they are not replaced and carried out.

The day you feel you are too good to be trained or that nobody can teach you anything of value, is the day you start your decline.

There are no shortcuts.  Learn the basics and then practice them EVERY day!

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