In police forces, S.W.A.T. team members (Special Weapons and Tactics) are trained for the most challenging situations. This serves two purposes - to eliminate the financial and logistical burden of training officers who are do not wish to or are unable to qualify to be part of a special force, and to have appropriately trained personnel that can be deployed as needed.

Could you use some specialists like this for your Internet business? For many brokers and their agents, the Internet poses a unique challenge including the need for online communication skills, knowledge of Internet etiquette, and software and hardware tools that can serve and capture customers in real time. Some brokers are finding that they need more agents on hand who are specially trained to handle Internet customers.

If you are one of those, you can benefit from having your own S.W.A.T team - (Serious, Willing and Trainable) personnel to work your Internet leads.

That's the idea behind a new, free training program for brokers designed by Internet trainer Michael J. Russer, AKA Mr. Internet. Called ePowerGroups and endorsed by the educational department of Coldwell Banker corporate, and Chip Roach, president of Fox & Roach Realtors, among others, the program involves identifying, training, supporting and leveraging a core group of agents to handle Internet leads.

Russer starts with some qualifiers - the program isn't for all brokers, nor for all of their agents. Getting in and staying in the program is deliberately difficult.

"The reality is that not everyone in your company is going to make it online," he says. "The key is to identify and support the ones who will."

Explains Russer, "Don't bother with the agents who are sitting on the fence, or waiting for the Internet to go away. Look for and recruit the agents who are hungry for change and are willing to be early adapters."

Forming an ePowerGroup is easy, says Russer. Your candidates will go through a screening process, and agree in writing to their commitment to the group and to you. You, in turn, will provide training and support for the group with online materials and lesson plans designed especially for ePowerGroups. Then, like a S.W.A.T. team, you allow your new Internet team to serve your new online leads and customers as well as offer support and leadership to other brokerage associates.

"You'll have better online productivity, lead conversion and the ability to recruit better agents," maintains Russer. "Not to mention reducing your online risks through improper handling of customer responses."

The program doesn't come without cost to the agents, who will sponsor the program by purchasing the ePower Pro curriculum book, but the book is offered at a reduced cost through broker wholesale purchase to ePowerGroups.

What about your other associates? "Only about 10 percent of most agents will be interested," forecasts Russer. "But the ones who are, will be in a better position to convert leads from the Internet. Other agents don't want to bother with Internet customers because they are more challenging to handle. But the Internet-savvy agents will teach by example.

"When the others see them closing more sales from the Internet, they will want to participate, too."

Published: October 24, 2001

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Blanche is a renowned author of five real estate books. Her newest, Bubbles, Booms and Busts: Make Money In Any Real Estate Market, McGraw-Hill, was rave-reviewed by The New York Times. She was also selected from hundreds of real estate experts to contribute to Donald Trump's book, Trump: The Best Real Estate Advice I Ever Received: 100 Top Experts Share Their Strategies, Rutledge Hill Press, and is featured on page 68. Order Now Review - Honors In 2006, Blanche was selected among scores of candidates to author two consumer real estate guidebooks for the National Association of Realtors: The NAR Guide to Home Buying, and The NAR Guide to Home Selling, Wiley & Sons. She is currently planning two new books for the NAR and its members.       Known for her keen insight into real estate industry issues and for her ability to make complex subjects easy to understand, Blanche is a sought-after keynote and continuing education speaker. Real estate organizations from MLSs, to brokerages, to franchisors, to associations hire her to provide up-to-the-minute analysis of real estate industry news and advice on how to improve revenues. Her passionate delivery, peppered with stinging wit, is a huge hit with audiences and fans. Don Klein, CEO Greater Nashville Association of Realtors, Blanche Evans, Richard Courtney, president 2007, GRAR "The GNAR membership meeting last week featured Blanche Evans as the keynote speaker. Her comments and insights resonated extremely well with those in attendance and we have had many requests for copies of her PowerPoint Presentation. She was a terrific part of the membership meeting and convention program!" - Don Klein, CEO Greater Nashville Association of Realtors Coverage from WSMV, Nashville - 8-14-2007 That Interview Guy - Get Inside The Head Of Today's Generation 2007 AE Institute Session - To purchase 2006 AE Institute Session - Parts 1 2 3 4 5 6 7 8 9 HouseValues Mastermind call - Parts 1 2 Blanche's fireside chat with Jeremy Conaway, HAR - Click here. For more articles by Blanche, click here.