The Real Estate Sales Training I Wish I Had

When I first became a real estate agent I tried and researched a number of different real estate sales training programs offered through various brokerages and through third party coaches, but found all of them to be woefully inadequate for what I was looking for.

The main problem I found with most of the training programs was that virtually all of them focused exclusively on lead generation. Consider this quote from real estate coach Brian Buffini:

“For the first time ever in 19 years of training people I’ve never actually really told people how to sell. Most of what we do at Buffini and Company is teaching people lead generation.”

This approach to training was fundamentally different from how I wanted to approach my career. I was never really worried about where I was going to find my next client, I always knew that if I was excellent at my profession I would never have a problem finding clients.

The challenge of course was; how do I become excellent at my profession? The courses required to become a real estate agent don’t really prepare you for the profession and the industry didn’t offer much training outside of lead generation.

I took the more difficult path and developed my own training program. I made a list of and read every book and academic paper that I thought would help me be excellent at helping people make smarter real estate decisions. My reading list fell into two main categories.

My readings on real estate ranged from studying what economic factors drive the real estate market, what lessons can be learned from history by researching real estate markets (stable markets, bubbles,crashes etc) across north America, how do cities and neighbourhoods change over time and what can today’s top academics teach us about the above. My approach worked pretty well – my blog posts on Toronto’s real estate market became very popular,  I was invited to do a live Q&A about Toronto’s real estate market on the Globe and Mail and my new company Realosophy also began providing the Globe and Mail with data on neighbourhood price trends semi-annually.  I achieved this after just two years in the business.

Continue reading “The Real Estate Sales Training I Wish I Had”

Top 5 Goal Setting Mistakes Real Estate Agents Make


The start of the new year is a great time to reflect on the year that has passed and to carve out a new set of goals for the year ahead.

As a business owner, I have always enjoyed this annual ritual because it gives me the opportunity to look back at all the great things my team and company have accomplished during the year – big and small. This ritual is particularly important for real estate agents who often work independently and whose hard work and efforts typically go unnoticed by others.  It’s critical for them to take the time to celebrate their wins.  Equally important is the opportunity to reflect on the things that were not accomplished and the mistakes I made throughout the year.  While reflecting on our mistakes is nobody’s idea of a good time, it’s still an important exercise for real estate agents because the mistakes often yield valuable lessons that help shape your future business decisions.

Every year I enjoy working with my sales team to help them refine their goals and develop plans that will help them accomplish the things they want to achieve in the year ahead. Setting and achieving goals is a skill set that I find most of us need some help with. Whether we choose to read books on the subject or find a great mentor, there are always things to learn that can help us become more effective at actually accomplishing the things we set out to do each year.

In the years that I’ve been coaching real estate agents I have found five common mistakes that sales people make year after year.

Continue reading “Top 5 Goal Setting Mistakes Real Estate Agents Make”

Post #1

This blog will be a platform where I’ll be sharing some thoughts on the key things that interest me.  Specifically, real estate economics, the real estate brokerage business and real estate sales in general.

I will continue to write about the numbers behind Toronto’s real estate on