No Rookies, No Future

rookiesI saw this description on an agency’s Twitter feed: “Experienced agency. No rookies… [Agency name] has been providing service to…”

It made me think. Time in the industry – “experience” is no indicator of performance. Among the clients that attend Pittard real estate training, we can cite many examples of rookies who outperform so called experienced people.

Just one example is Jessica Chea from First National Waverley City in Glen Waverley, a Melbourne suburb. She wrote $1.2 million in fees in twelve months. At the time, she had been in real estate for a total of 14 months. In the twelve months that followed, Jessica wrote $1.8 million in fees and won Beginner to Winner at the Australasian Real Estate Awards.

Experienced people who don’t train may have been in the industry 30 years, but it could be one year repeated 30 times. Have they grown in their roles? Do they get better every year, or are they experienced losers?

Would you swap one of this type of experienced people for a Jessica-type rookie?

Skill is a major Point of Difference

No rookies really isn’t a major Point of Difference. Skill is, and this comes from a dedication to real estate training, and to practice over time so that skill develops. It has nothing to do with tenure, which is why rookies often outperform the old hands.

And from a real estate leadership perspective, you jeopardise the future of your business if you just stick with experienced people. From the agency perspective, without new blood coming through, what is the future of such an agency? Stagnation for sure.

If you want to build a team of high performing real estate salespeople, you must be dedicated to hiring.

You must have systems for:

  • Attracting winners
  • Selecting winners
  • Training and coaching winners
  • Pulling individuals together as a team
  • Results Control

Don’t fool yourself into thinking that these areas cannot be systemised. They can, and with Pittard they are. With our Agency Profit System, our real estate agency leaders are developing teams that begin with high performing rookies that become high performing experienced people.

Please don’t get me wrong – I am not disparaging experienced people. I am saying that skill, and not experience, is the recipe for success.

No rookies? No future.

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