Building an agent training program that beats the franchises

New agents need to build daily, weekly and monthly habits for success. For independent brokerages, that doesn't mean deep pockets. It's all about clear systems, steady accountability and training that goes beyond the 'why' and focuses on the habits that create success, Nick Schlekeway, an Idaho-based broker, said in Inman.

In nurturing new agents, start by correcting common misconceptions about the business. They should understand that real estate is not just a relationship business. It's also about hard work and understanding the discipline it requires.

"If I had to describe what we actually do, I’d say it’s an experience business. People want to know what it feels like to be genuinely taken care of," he said. "Addressing these illusions early prevents the slow erosion of motivation that kills most real estate careers before they really begin."

From there, focus on areas that include a positive mindset at work, strong physical health and grounded spiritual/emotional wellness practices. Over the course of a week, agents should engage in other activities, Schlekeway said:

• Strategic business development activity (networking event, open house, or high-value meeting)
• Personal touches (handwritten notes, voice messages, value-add communications)
• Prospect conversations (database calls, outreach, follow-ups)
• Social media posts (positioning content, market insights, thought leadership)

Monthly activities should include newsletters, market updates and outreach that offer useful information.

"The math is simple, and we make sure every agent understands it. If an agent wants 10 closings, they need 50 consultations," Schlekeway said. "If they convert 10% of conversations into consultations, they need 500 conversations or roughly 1.3 intentional conversations per day."

Source: Inman (05/08/26) Schlekeway, Nick

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