Step 2 Group Coaching

The next step for training new licensees requires them to participate in a weekly or biweekly coaching class with the broker, a sales manager, or other mentor. Group coaching sessions typically have four to six new licensees in attendance and are basically training classes that last for one to one and a half hours. Each week, the leader/trainer should review the agents' production activities and discuss one training subject area in depth. The trainer should also emphasize debriefing the weekly "war stories" of the agents during the sessions because this will allow the trainer to address a specific real example with one agent, while all the other agents in attendance are learning from the same lesson as they listen in. This process escalates the learning curve of the new licensees, because they each hear the experience and the recommended solution without having to encounter the experience; they can learn from the mistakes of the other agents in the room.

0 0

Post a comment