Century 21

Sales Performance System

Challenge: Bring new sales associates in 4,000 offices up-to-speed quickly and effectively.

Solution: Created an in-office coaching program. Sales associates followed a self-study program involving print, video, audio, and field practices interspersed with designated coaching sessions.  Videos not only modeled successful performance, but provided insights on the thoughts and attitudes of model performers.

Sample Video Clip: Buyer Signs

Sample Video Clip: Insights and Perspectives


21 Plus

Challenge: Train 20,000 geographically dispersed new sales associates a year in the Century 21 sales operating system. 

Solution: The classroom-based solution featured consultative selling where the sales associates worked as a trusted advisor to the seller or buyer. Concurrently, instructors were trained as facilitators (guide on the side) rather than lecturers (sage on the stage.). Classes were taught at regional training centers around the country. Brokers were prepared to answer questions and localize information (e.g. contracts, representation) based on state law once participants returned from training. Materials included a robust instructor guide, a participant guide, job aids, video, and collateral marketing material. Class was well-received and created a stir in the industry.

Partial Client List

Help-U-Sell Real Estate

Century 21 Real Estate

Universal Consensus

Western Digital

McKesson Water Products

SAIC

Enviance

Prudential Realty

Listingbook

Success Strategy Institute

Corinthian Colleges

Collateral Risk Solutions

New Horizons Computer Learning Centers

World Realty Group

Slender Lady

La Costa Music

Central Savings and Loans

Barbeques Galores

Universal Consensus