Training shouldn’t be seen as a dirty word in property – it’s absolutely vital!

“In times of uncertainty like what we’ve experienced in the light of the global Covid-19 pandemic, training can be one of the first things that businesses cut back on because it’s deemed unnecessary to current operations. But is this the correct approach?” Emma Glencross, head of inventory training for the AIIC, said.

“In our eyes, absolutely not. It should be prioritised and championed, rather than cut back on. Here at the AIIC, we place a great deal of emphasis on training and qualifications to offer the best possible services.” 

Glencross argues training should be a top priority for property professionals, and says agents, property managers and others can get better results by obtaining the correct qualifications to improve their knowledge and skillset.

Why should property professionals invest in training?

For a start, training is an excellent platform for internal progression and can help prepare those active in the field for more challenging roles. This will be a valuable way to enhance each staff member’s contribution and offer services which are efficient and exceptional.

“The pains of dealing with inadequate or sub-par property professionals who are not honest or cause more problems than they fix are something clients try to avoid at all costs, therefore, ensuring you and your staff have appropriate qualifications can aid you in avoiding such scenarios,” Glencross explains.

“In an industry that is continually changing at a very fast rate as new regulations and laws are introduced, you don't want to be caught out by a landlord or tenants knowing more than you. As property professionals, you are specialists who are expected to have a high degree of technical understanding, and this shows when dealing with clients.”

Training gets results

Real estate is a numbers game and agents live and die based on how well they follow up on leads and prospects.

“Each prospect is at a different stage in their property search and training helps agents to think ahead, thus enabling them to nurture leads and keep prospects engaged during the process, which can in turn add more money to the pipeline,” Glencross adds.

“Property professionals will often operate independently, unlike many other occupations, even if they are part of a wider team. With no-one looking over your shoulder, the importance of good training to provide the best possible service is crucial. Training teaches property professionals to do the right things at the right time so they can reap the rewards later.”

Understanding communication and technology

Glencross says that communication, whether it is written or done in person, is a skill that requires practice, especially if there is a specific message that needs to be conveyed, such as describing a property or carrying out an effective viewings.

“When an agent is sufficiently trained they will have their message well-rehearsed, which will equip them with the most basic skill to interact with leads and clients,” she said.

“These days technology has simplified the process of showing properties to buyers or tenants, however, not everyone is naturally tech-savvy. Technology can be complicated and regardless of the topic or tool, training is vital to helping property professionals master the technology instead of being intimidated by it.”

Qualified? Training is an ongoing process

Glencross argues that even those who are well-qualified shouldn’t treat training or further qualifications as an unnecessary evil.

“Ongoing training is crucial in any industry, and it’s the same with property, where new challenges and new regulations are constantly being introduced to keep people on their toes,” she said.

“It shouldn’t be seen as a burden, but a badge of pride for agents, inventory clerks, property managers and others to have the highest levels of training and qualifications that they possibly can.”

Glencross says the AIIC’s focus on training and qualifications allows agents and landlords to feel very confident that the person they are getting to carry out their inventories is trained to the highest possible standard.

“If we want to improve the reputation of the property industry at large – and we all know that the industry suffers a great deal from negative perceptions – then training has a really key role to play in that, to professionalise the industry, give people greater peace of mind, and bring property more in line with other professions where training is seen as standard rather than a nice-to-have,” she added. 

“We see many experienced property professionals attending our training. We find that their current practices that have been in place for many years and they wonder if they are still doing things correctly and in line with others,” she went on. 

“Experienced clerks attending our courses always gain additional knowledge regardless of their length of experience, whether this be slight changes to their current practice or if this leads them to a full restructure.”

She concluded: “Following the Covid situation, many training courses are now available via video conferencing platforms. With everyone being impacted by the cost of living crisis, this has enabled training to be much more accessible online without the increased costs of attending in person training.”