Invest in Your Own Success: An Inside Look Into the Importance of Coaching, Mentoring and Training

Jan 14, 2020 by

Mark Pessin

RISMedia’s Real Estate magazine recently had the opportunity to chat with Mark Pessin, Realty ONE Group’s vice president of Learning and Support, about his role as head of coaching and education for the entire organization. In this exclusive interview, Pessin provides a closer look into how Realty ONE Group is setting its agents up for continued success.

Real Estate magazine: You’ve always had an interest in coaching, mentoring and training. Why?
Mark Pessin:
There are a few experiences that truly piqued my interest in coaching, mentoring and training. The first was in 2009 when I myself was being coached. Not only did this open my eyes as to what coaching can do for an agent’s success, it also changed the trajectory of my career at that point. Attending a Tony Robbins event in 2014 further opened my eyes as to what one can do to help others get out of their way and achieve great success. That being said, it wasn’t until I stepped into a management role that I truly realized how much I enjoyed it.

RE: Why is it so important to stay on top of the changes in these areas?
It’s been proven time and again that those who are dedicated to continuously growing and adapting their skills are the ones that succeed at the highest level. It’s always been important to me that coaching and mentoring be present and accessible to the agents in the various offices I’ve managed over the years. As a manager, you have the unique opportunity to coach your agents so that they don’t have to go out and hire a professional coach.

RE: What is the biggest benefit associated with staying up to date with continuing education?
The real estate industry is constantly evolving, so agents have to be adaptable to change. Those that don’t develop new skills and remain stuck in their old habits won’t be able to succeed as the market shifts.

RE: As far as coaching and training are concerned, how can real estate professionals most benefit from dedicating time to these areas?
Agents benefit by investing time in their growth. If we aren’t growing, we’re dying, so it’s critical that real estate professionals allocate time to work on themselves and their business, not just in their business. Coaching and training provide real estate professionals the chance to step back a bit and recognize that they’re so busy being busy that they aren’t really growing.

RE: What are you currently focused on in your role?
Helping our brokers, owners and managers attract and recruit more agents to our model. I’m also focused on developing our new learning management system, ONE University (ONE.U), so that it becomes a resource for our entire network, as well as consumers. While ONE.U currently provides coaching, training and education to the entire network, we’re working on turning it into a full coaching ecosystem.

RE: What trends do you see in these areas moving forward?
We’ve shifted into a skill-based market; therefore, agents that have the best skills and the best training are the ones who will succeed in the years ahead. When it comes to coaching and mentoring, it’s essential that agents are provided with strong skill-based training that wasn’t necessarily needed in years past when the opportunities within the market were greater.

RE: When it comes to education, coaching and training, what is your best advice for real estate professionals as we make our way through 2020?
Invest in your own success. And I don’t mean a financial investment as much as I mean a time investment. If you want to achieve success, dedicate some time to learn a new skill or improve upon something you’re already doing.

For more information, please visit

Paige Tepping is RISMedia’s managing editor. Email her your real estate news ideas at

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Real Estate Agent Training: The Secret to Your Success in 2020

Nov 13, 2019 by

In today’s rapidly changing real estate market, disruptors are everywhere. With new technologies continually developing and online services promising seemingly instant leads for little work, agents are experiencing a lot of confusion and frustration about how to best guide their business in the right direction.

While the industry is undeniably undergoing these changes, there are some things that should remain the same, and a commitment to training is one of them. The best way to adapt to and handle market disruptors is with solid skills rooted in fundamental business principles. Principles don’t change, tactics do. That’s why, no matter the conditions, great real estate agent training will always be your surefire course to success.

Here’s why real estate training is your secret weapon in 2020:

Boost Your Core Skillset
When your foundational skills are strong, everything else follows suit. If you keep refining and improving your core skillset, you’ll always be prepared to handle any situation and provide your clients with next-level, tailored professional service. In short, when your skills are better, your service is better! As your customers become more and more confident in your abilities, the trust will build and the relationship will deepen. Remember: Strong, long-lasting relationships are at the heart of every good business, so make building them your business!

Make More Money
Who doesn’t love a little more green in their pockets? When you have great skills, you increase your value as an agent. That’s because both past clients and new leads recognize your level of expertise, and are willing to pay for that value by way of referrals. Having a refined skillset means you provide phenomenal service by going above and beyond and always exceeding your clients’ expectations. In turn, your happy customers become walking, talking billboards for your business! They are no longer just clients; they become advocates who will send you referral after referral. As these referrals pour in, you’ll start earning more commissions and you’ll be on the way to building your fortune.

Last in the Business
New technology should empower agents, not replace them. The truth is, if you can be replaced by technology, there’s no way you will last in real estate. Technology has its place, of course, but investing in the kind of training that builds core skills is the only way to create a solid business that lasts and withstands all the challenges of the market. Your skills pay the bills, so you must commit to working on them!

If you want to develop professionally, you must constantly seek out the best real estate training programs that will help you update, finesse and refine your skillset. By undertaking training, you’ll not only boost your skills; you’ll make more money and last decades in real estate. Buffini & Company offers The Pathway to Mastery—Essentials, a real estate agent training program that dives deep into all the fundamentals. Check it out and see what solid training will do for your business.

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Basic Training: Creating Your Own Luck

Nov 6, 2016 by

I love being around lucky people. They believe they’re always going to get the closest parking space at the mall, and they’re going to win the raffle at church or work. They always enter drawings—and believe they’re going to win—just because they’re lucky.

Other people will say just the opposite. They never get a good parking space, they never win drawings, and they don’t understand why other people are so lucky.

I believe how you feel and act determines your outcome. In a great book by Dr. Richard Wiseman, “The Luck Factor,” he discusses the difference between the lucky and the so-called unlucky. After years of research, Wiseman determined that luck is in your hands, and that by following specific principles, you create your own lucky future.

As we approach the end of 2016 and plan for 2017, now’s a good time to consider your luckier future.

The first step is to change the conversation that’s going on in your head. I’m a firm believer that the way we speak to ourselves really matters. For example, if you constantly say, “I’m really bad at taking tests,” you become really bad at taking tests. I’m not saying taking tests is easy for everyone, and that some people don’t have real issues, but often, we have one or two bad experiences, so we conclude that our current experience will mirror those in the future. The opposite is actually true. Instead of saying, “I don’t test well,” change the conversation to be something more like this: “I master testing because I am more prepared than most,” or even, “I love taking tests.” By changing the conversation and then doing what’s necessary to make your conversation become reality, you become a luckier person.

Next, take action. When you’re in the mindset of a lucky person, you take action to put yourself in a place to take advantage of opportunities when they appear. Because you believe that you’re about to have a breakthrough and a bunch of new business is going to magically fall in your lap, you prepare and prospect so it actually happens.

Now, let’s take luck to a new stratosphere. What if I told you that you could be as lucky as you are committed to money-making activities? What I mean is that you focus on the things that are necessary for success, such as 61 points of rhythm, daily prospecting, or working your sphere of influence. As you begin to prospect every day, you begin to get “lucky.” As a result of your daily efforts, new business finds you, and you begin to gain new clients.

The real question is: Are you ready to change your luck and start being the luckiest person you know? If so, change the conversation in your head and start doing the activities that create real luck…and real success.

Verl Workman is the founder and CEO of Workman Success Systems.

For more information, visit


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Basic Training: Marketing vs. Advertising

Sep 6, 2016 by

Agents and brokers are bombarded with programs, apps, lead-generation sources and literally hundreds of ways to spend their hard-earned money. How do you decide what to spend money on, and what types of marketing will make the biggest impact on your business?

There’s a big difference between marketing and advertising. The easiest way to understand the difference is to think about a wheel with spokes. The wheel is marketing and the spokes are advertising. Each spoke is a different piece of the marketing wheel, including public relations, sales strategy, customer service/reviews, market research and community involvement—all of which play a role in your marketing strategy.

Most people think marketing is the same as advertising because they do it to generate more business. Many of the spokes in marketing are directly related to lead generation, while others focus on building a brand and creating awareness of your product or services. As a real estate agent/small business owner, our marketing efforts are focused on what I like to call direct response. That means if I spend $ 1,000, I need to see direct responses that generate $ 6,000 in return on that spend.

The other way is less direct. It may be a billboard, geographic farm postcard or even Facebook ad where we drive business to sites, and do our best to engage the prospective client, but we can’t directly track where the business comes from. I like to call this institutional advertising. Beer commercials are great at this. They show a bunch of beautiful people having a great time on the beach, playing volleyball and Frisbee and swimming in the ocean. At the end, it simply says “Bud Light.” Many times, the difference between direct and institutional advertising is the message on the advertisement. For example “FREE download,” “FREE market analysis,” and “FREE home valuation” are all direct response phrases that cause people to take action, that can easily be tracked by downloads or appointments scheduled.

Institutional advertising would be a billboard that says “Doritos” with a cool picture. There is no direct response or call to action phrase.

If you want your marketing strategy to pay huge dividends, here are a few rules to follow:

  1. Track every lead in great detail. We created a Google Drive lead tracker that shows exactly where every lead and sale comes from.
  1. Reason for the call. Make sure you ask everyone exactly what message they saw or heard that caused them to call you.
  1. Review your numbers often. The more information you have about what is and isn’t working will allow you to focus and spend in the right places. We review this data from our high-producing coaching clients and share what is and isn’t working.
  1. Allow time for things to work, but when it’s clear that something isn’t working, move those dollars to other marketing activities that are proven.

You don’t have to recreate and guess anymore in this business. Get with your coach and make sure all of your systems are set up to track and manage your marketing strategy correctly. And when you find what works, crank up the spend. This is a very profitable and predictable business. If you need help, click here to schedule a free business consult.

Verl Workman is the founder and CEO of Workman Success Systems.

For more information, visit


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Agent Mastermind: Manage Your Social Media In 10 Minutes A Day

Nov 17, 2013 by

This weeks Real Estate Agent Mastermind is on How To Manage Your Social Media In 10 Minutes A Day
So let me get this straight as a Real Estate Agent…

Do I need to have a FacebookLinkedIn,TwitterGoogle+ and Pinterest account? And should I be posting something of value on all these sites 3 times a day?

Yes, and you should be posting 3 times a day but it doesn’t have to take all day. We will show you:

  • How to do it in only 10 minutes a day
  • Where to find content
  • The best times to post
  • How to schedule it
  • How to come up with a schedule
  • And so much more.

This is one you can’t afford to miss. Time is money right? Join us the Tuesday at 12:00 pm EST on the largest online weekly Real Estate training in the nation.

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