Training, training, and training -- everyone wants more training.

Sure, new agents want to join a reputable company and have the best sales tools to support them in their new endeavor, but the most important piece is training. We sign them up, put them under a waterfall and tell them to drink. Then, we're surprised a few months later that they aren't making it in the business.

The challenge with agents is not training -- it's getting agents to take the action steps from the training. Where is the training to "take action"?

Action only takes place when there is tension; I don't mean stress. I mean tension: a specific, measurable and actionable commitment with a "by when" date of delivery. Consider these questions: Are you challenging and inspiring your agents? How are you coaching them? What sort of accountability do you have for agents and their post-training periods?

And don't kid yourself about the experienced agent. They want training too. Top-producers are flocking to coaching programs because of the missing "ingredients" that all human beings need to experience: growth and accountability. Why aren't you holding agents accountable?

Here are some helpful tips to turn training into accountable action:

• Hold progress reports with each agent. Find out what they feel -- and what you feel -- they need to work on. In other words, what training do they need?

• Help your agent find the right type of training. Is it to tag along with a more experience agent for a day? Attend a seminar? Hire a real estate coach?

• Set goals with your agent.

• Set timelines for reaching those goals.

• Hold end progress reports to see that goals have been met.

Look within and discover what it is about accountability that may bother you. Break through that barrier, hold your agents accountable, create healthy tension in your environment and watch your agents experience unprecedented growth. Serve your agents by holding them accountable. Remember, without accountability, "It's Just Training."

Published: June 26, 2007

Use of this article without permission is a violation of federal copyright laws.

Jon Cheplak, ABR,GRI,CRS,CRB,CLHMS is the Founder of The Real Estate Recruiters, The Management and Recruiting Solutions Experts. Jon consults, coaches, and hosts retreats for brokers, owners, and managers internationally, supporting leaders in their growth and profitability strategies and tactics. He can be reached at 775-846-5748 or email him at recruit@therealestaterecruiters.com. Visit his website at www.therealestaterecruiters.com.