BROKER TRAINING: The Anatomy of a Successful Realtor

Ask your Realtors to list attributes of a successful Realtor. These can be personality traits, physical traits, what their day looks like, values, hours they work, work ethics, etc.

After they describe the ideal Realtor then ask for names of who they think are the best Realtors in town and then add more attributes.

Discuss which of the attributes listed they have or could have. Discuss what they could do to become the ideal Realtor.

For the next meeting, call each of the Realtors they mentioned and ask them what makes them successful. What is their daily routine, etc. You will be surprised how many of them will talk to you. People generally enjoy talking about themselves. If you start out saying that their name was mentioned by other Realtors as one of the most successful Realtors in town, they will most likely be flattered and will talk with you. After you get the information from them, discuss what they said at your next office meeting.

When I did this, some of the Realtors even offered to come in and talk with my Realtors. They got to ask them any questions they wanted. These were some of our most powerful meetings. 

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