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HOW TO SCHOOL
Steve Bergsman is a freelanc
riter in Arizona and author of sever
ooks. His latest book, "Growing U
vittown: In A Time of Conformit
ontroversy and Cultural Crisis,"
ailable on all e-book outlets.
By Steve Bergsman
Mentoring Considered Primary Approach to Breaking In
New Hires, But Not All Companies Do It Effectively
Gary Grochowski, SIOR
Greg Schenk, SIOR, CNE
Ralph Spencer, SIOR, CCIM
Attempts to improve productivity, training and efficiency with the professionals who work in your
commercial real estate office often end up to be counterproductive as goals and even terminology are often
Just take this article you’re reading for an example.
The theme of this story is “How to School
Your Employees,” but as anyone in the commercial real estate brokerage business knows, the word
“employees” is loosely defined as most agents are
Secondly, when we address the issue of employees, are we talking about new hires or employees who
have been with the company two to three years and
longer? The answer is both.
Finally, it should be noted, although the need to
school employees is as important today as any time in
the past, the frequency of broker training and education has been on the decline in the industry. Not only
is attendance for CRE educational courses down, but
people who do training say the demand for business
has fallen like a badly constructed tilt-up wall.
“There is less demand for training,” notes Ralph
Spencer, SIOR, CCIM, who is a principal at the
training company Innovative Learning in Orlando,
FL. “Training costs are considered discretionary,
which today often translates to mean unnecessary.
Companies aren’t considering training as a key
The reasons for decline of corporate training are
fairly obvious. The commercial real estate broker-
age business was severely curtailed by the Great
Recession and subsequent recovery still hasn’t
achieved any kind of market normality. With revenue
down, brokerages have been husbanding corporate
Greg Schenk, SIOR, CNE, a principal with The
Schenk Company in Columbus, OH, also owns a
second business, Competitive Edge Seminars, which
has experienced the shift in the real estate consulting
I’m doing more webinars and podcasts than I am
seminars because everyone has cut their budgets to
zero,” he says. “Companies promise one thing, but
they have cut back on training or just don’t do it.
Even associations have cut back because they don’t
have the budget.”
Tight budgets and the scramble to get more business not only affects training courses in general,
but also in-house programs, including general education practices.