This article is about real estate agent onboarding and its stages – how to set up online systems and orientation. Real estate agent onboarding may differ from the employee onboarding process. It is because of the nature of work and deliverables.
People are an organization’s most valuable assets. Regardless of the business size or industry, the workforce drives your growth and progress. The same goes for a real estate agency whose success depends on its agents’ service quality.
A structured onboarding process guarantees a smooth transition of agents into your agency. Moreover, it helps them adopt your culture and values.
Stages in a real estate agent onboarding process
Develop a comprehensive onboarding process relevant to your business needs. Let’s have a brief look at the steps of a real estate agent onboarding process. Consult an onboarding specialist to help you design an onboarding program.
Set your first impression of a warm and considerate agency before joining day. Send the new hires a care package with company swags. It will make your agents feel appreciated and welcomed.
Moreover, email an overview of the onboarding process to your new agents. Also, any paperwork that needs to complete before joining.
Complete the necessary paperwork during onboarding. Real estate is a pretty sensitive business. Therefore, proper and organized documentation is vital.
Ensure to finalize the essential documents and credentials before the agents officially start contacting clients. The vital paperwork may include employee forms and contact information, license transfer, bank information, and tax forms.
Setup online systems
Real estate agencies use specialized online tools for business operations. Enter your new agents’ data in your online systems and platforms.
Set up the following online tools to help your agents get started official emails, website page, social media account, access to Customer Relationship Management (CRM), and client database.
Company orientation is a detailed introduction of the business. Communicate your company legacy and vision to your agents during the onboarding process. Your agents must connect with your aspirations and goals.
Discuss your company culture, history, and values important for your growth. With organizational objectives in mind, the agents will bring their best foot forward.
Design comprehensive training programs for your new agents. Provide them with hands-on learning of your Standard Operating Procedures (SOPs). These are mandatory training modules to complete before starting work.
Agent desk/phone training
The first stage in a real estate agent onboarding process is desk and phone training. This involves familiarizing agents with the office environment and the tools they must use to manage their clients. Agents will learn how to use the phone system, the computer, and other essential tools for their work.
During this stage, they will also learn how to respond to client inquiries, answer phone calls, and handle messages. This stage aims to equip agents with the necessary skills to be professional and effective in their day-to-day tasks.
Pricing and listing
The second stage in the onboarding process is pricing and listing. This stage involves training agents to price properties accurately, create compelling listings, and market properties effectively. Agents will learn about the local market conditions, recent sales, and other factors that impact property pricing.
They will also learn about the importance of presenting properties in a positive light and how to create attractive and informative listings. By the end of this stage, agents should be able to price properties and create listings that attract potential buyers.
The third stage in the onboarding process is rental listing. This stage involves training agents on the specific requirements for renting out properties. Agents will learn about the legal requirements for rental properties, such as local zoning laws and fair housing regulations.
They will also learn how to screen potential tenants and negotiate lease agreements. By the end of this stage, agents should be able to handle the entire rental process, from listing to deal closure.
The fourth stage in the onboarding process is client showing. This stage involves training agents on how to conduct property showings, handle client inquiries, and communicate effectively with clients. Agents will learn about the importance of professionalism, active listening, and clear communication.
They will also learn how to prepare properties for showings and how to handle client objections. By the end of this stage, agents should be able to confidently show properties to clients and close deals.
The fifth stage in the onboarding process is safety. This stage involves training agents on how to stay safe while conducting property showings and working with clients.
Agents will learn about the importance of being aware of their surroundings, how to handle potentially dangerous situations, and how to respond in an emergency.
The sixth stage in the onboarding process is selling techniques. This stage involves training agents on how to effectively sell properties and close deals. Agents will learn about the psychology of selling, how to build rapport with clients, and how to overcome objections.
They will also learn about the importance of persistence and the power of a positive attitude. Therefore, by the end of this stage, agents should be able to sell properties with ease and close deals with confidence.
The seventh stage in the onboarding process is negotiation. This stage involves training agents on how to negotiate with clients, reach mutually beneficial agreements, and close deals.
Agents will learn about the different negotiation styles, how to handle difficult clients, and how to be a strong negotiator.
Purchase and offer
The eighth stage in the onboarding process is purchase and offer. This stage involves training agents on how to handle purchase and offer agreements, prepare and present contracts, and handle the closing process.
Agents will learn about the legal requirements for purchase and offer agreements, how to negotiate terms and conditions, and how to handle closing.
The ninth stage in the onboarding process is contract training. This stage involves training agents on the legal and technical aspects of contracts. Agents will learn about the different types of contracts, how to draft contracts, and how to ensure that contracts are legally binding.
They will also learn about the importance of following local laws and regulations, and how to handle any disputes that may arise.
The final stage in the onboarding process is deal closure. This stage involves training agents on how to close deals, handle final payments, and provide excellent customer service to clients.
Agents will learn about the importance of following up with clients, how to handle final payments, and how to ensure that clients are satisfied with the outcome of their real estate transaction.
Mentors are senior agents who guide and train new joiners. Amateur agents may be clueless as to where to start. Let alone reach out to clients and close a deal. Assign seasoned agents as mentors to provide on-the-job training to inexperienced newcomers.
The mentorship program will enable new agents to learn as they navigate through deals. The mentor support also takes away the burden off the newer agents. And helps them develop their business development skills.
Set your agents and your business on the road to success through a step-by-step onboarding procedure. A little extra effort, in the beginning, will ensure the long-term engagement and commitment of agents. Start by sending over a welcome pack and pre-joining paperwork.
Follow by documentation, access to online platforms, communicating culture, agent training, and finally mentor assignment for the new agent.