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How To Attract And Retain Quality Team Members-Part 3: Training/Mentoring

In this article, we will be discussing the importance of training and mentoring when it comes to recruiting and retaining team members. As a real estate team leader, it is crucial to provide opportunities, accountability, and a supportive culture for your agents. However, training and mentoring play a significant role in helping your team members grow and succeed. Let's explore some ideas on the types of training and mentoring you can offer to your team.

Team Meetings

Team meetings are an essential part of training and mentoring. It is recommended to have at least one team meeting per month. Whether you choose to conduct these meetings in person or through Zoom, it depends on the culture and vision of your team. However, having at least one in-person meeting per month can be beneficial, especially when discussing team goals and progress.

One-on-One Meetings

Monthly one-on-one meetings with your team members are crucial for tracking their goals and vision. For newer team members, it is recommended to have monthly meetings until they gain traction and momentum in their work. For more experienced agents who are on track and meeting their goals, quarterly one-on-one meetings should be sufficient. These meetings provide an opportunity to discuss individual progress, address any challenges, and provide guidance and support.


Shadowing is another effective method of training and mentoring. It involves either shadowing you, as the team leader, or shadowing experienced team members. This can include activities such as open houses, showing appointments with buyers, listing appointments, calling leads, and role-playing. By shadowing experienced team members, newer agents can learn valuable skills and strategies that will help them succeed in their roles.

Mentorship Program

Implementing a mentorship program can be highly beneficial for your team members. This can involve pairing newer agents with more experienced team members who can serve as mentors. To incentivize experienced agents to participate in the program, you can offer them a certain percentage of the split when a newer agent closes a deal. This not only provides guidance and support to newer agents but also fosters a sense of camaraderie and teamwork within the team.

Quarterly Call Night

Hosting a quarterly call night can be a fun and productive way to train and mentor your team members. During this event, everyone comes together to make calls to their database and/or team-generated leads and set appointments. You can set up contests for the most appointments made or the most contacts made. It's important to make the event enjoyable by providing food and drinks, and you can even reach out to vendors such as title companies and lenders to see if they would be willing to participate and help offset some of the costs. Recognize and reward the team member who sets the most appointments, as this will motivate others to strive for success.

Past Client and Sphere of Influence (SOI) Training

While it's essential to focus on internet leads, it's equally important not to overlook the potential business that can come from past clients and your sphere of influence. Spend time training your team members on how to leverage their existing relationships to generate business. Teach them strategies for staying in touch with past clients and nurturing their sphere of influence. This can include teaching them how to set up and segment their database, as well as providing guidance on effective communication and follow-up techniques.

External Resources

Another valuable aspect of training and mentoring is providing your team members with external resources that can enhance their knowledge and skills. Create a list of YouTube channels, podcasts, and books that you find beneficial and share it with your team. Consider starting a book club where everyone reads the same book and meets regularly to discuss their takeaways. By exposing your team members to a variety of educational resources, you are helping them expand their knowledge and stay up-to-date with industry trends and best practices.


Training and mentoring are crucial components of recruiting and retaining team members. By offering opportunities for growth, accountability, and a supportive culture, you can attract and retain top talent. Remember to prioritize team meetings, one-on-one meetings, shadowing, mentorship programs, quarterly call nights, and training on leveraging past clients and sphere of influence. Additionally, provide external resources to help your team members continuously learn and improve. By investing in their development, you are investing in the success of your team.

If you have any questions or thoughts, feel free to reach out. Have a great day!


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