CONTINUING EDUCATION
(The Staff Meeting)
Historically, persons desiring to enter a licensed occupation or profession such as real estate brokerage have first been required to demonstrate a working knowledge of basic subject matter in their chosen field. This knowledge is generally acquired through a combination of both on-the-job training and formal education, but all too often the education ends with the hanging of the shingle. The licensee gradually tends to lose his grasp of those fundamental principles and basic skills which originally set him apart from the unlicensed public, and he lapses into a state of complacency and carelessness which can prove dangerous both to himself and to those who seek his services.
In an effort to counteract and reverse this "de-educational" process, real estate licensing authorities in many states have instituted re-certification programs requiring continuing real estate education for practicing brokers and salesmen. For example, to renew a real estate license in some states a broker or a salesman must first provide evidence of having completed an approved real estate "refresher" course. It has even been suggested that brokers and salesmen should be periodically re-examined as a condition of license renewal.
While such requirements have not as yet been incorporated into North Carolina's real estate licensing low, the Licensing Board nevertheless recognizes the need for practitioners to continuously update their information and knowledge of real estate affairs, to keep abreast of local developments affecting their immediate markets, and to stay informed of legal decisions and governmental rulings which have an impact on the real estate industry as a whole.
With this goal in mind, we have recommended in previous issues of this Bulletin that you investigate the numerous real estate programs and courses currently being offered throughout the state; some of these give college credits, others can lead to an Associate Degree in real estate. Begin collecting books and periodicals to form your own personal real estate library. Attend lectures, conferences, seminars and workshops.
Yet another suggestion which should be of particular interest to broker/owners of real estate firms is the staff meeting - an intra-office educational program designed to promote a greater understanding of the technical aspects involved in modern-day real estate brokerage, (Although recent court decisions prohibit you from requiring your independent contractors to attend staff meetings, they may attend of their own volition and will likely do so if the meeting appears to be interesting and informative.)
It should be pointed out that while the meeting can include a free-wheeling "rap session" for discussing more immediate problems, the format should nevertheless be well structured with the broker/owner exercising firm leadership at all times. It can be offered separately or in conjunction with the weekly sales meeting at which sales tactics and market data are typically discussed.
At the staff meeting, however, the emphasis is placed on so-called "non production", "confidence building" information focusing on topics such as "Proper Handling of Trust Funds"; "The Broker/Client Relationship"; "Avoiding Misrepresentation"; "Building Construction"; etc.
To encourage participation in the staff meeting, each week ask a different person to read and critique for your staff a recent book or magazine article dealing with a relevant real estate subject. This Bulletin is especially adaptable for such use and should be thoroughly reviewed with licensed salesmen since they do not themselves receive a copy; the "question and answer section" of the Bulletin should prove particularly valuable.
If all staff members are not able to attend a local seminar or conference, encourage at least one member to attend and report his observations to the group at the staff meeting.
Invite members of related occupations to your meetings to address your group or lend their expertise to an issue under study. Your list could include lawyers, mortgage loan officers, tax officials, surveyors, building contractors, appraisers, insurance agents; the list is endless.
Both the immediate and long-term benefits derived from such programs of instruction are numerous. In addition to improving the quality of the daily performance of your workers, the staff meeting should prove to be a valuable tool in recruiting conscientious brokers to your firm and should reduce the rate of turn-over within your ranks by instilling in them that nebulous quality best described as "Pride in Professionalism".
As with the journey of a thousand miles, the road to professionalism begins with a single step - that step is continuing education, and the staff meeting is surely a step in the right direction.