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Tips for Brokers

Brokers who provide training in short sales, foreclosures and bankruptcy can capture a larger share of today’s market. 

Currently, a number of companies offer professional educational events and training programs for brokers and their sales associates. Local real estate associations may also hold educational seminars for sales associates at a nominal charge.

While an hour or two of introductory training can be helpful in covering the basics, a broker should plan on spending at least one full day and possibly two in order to cover the short sale process, preparation of documentation and the legal issues that impact sales associates.

The cost of training can vary widely.
After completing a training program for sales associates, a broker can provide ongoing marketing and sales support in several ways, says Naples real estate attorney Robert Carter. “I strongly advise developing a Web site to capture the traffic that’s out there. Positioning yourself online as a firm with experience in short sales is an important part of the package.”