This one is too often overlooked in the real estate industry. And it is more important today than ever. Little training is directed at management and yet they are the gatekeepers. How can they be expected to attract and develop the talent necessary today if they are unskilled? And how few of them will admit to needing more training – after all, aren’t they supposed to be “management”?

In my experience, agents are starved for management that demonstrates leadership; management that is an integral part of the agent’s business and is up to date with technology – management that “gets it”.

Too many today are still “deal doctoring” – believing that this practice will inspire loyalty and attract new talent to them. Why not aspire to a culture that is so well coached and trained that “deal doctoring” is a rarely needed? Might change how we think of ourselves and redefine the word professional. More on that later…