Although a fair number of old-time estate agents still refuse to accept it, the plain truth is that the future in residential property marketing lies with the well trained, fully qualified agents – and those groups which are taking training seriously, says Luke van Vuuren, group training manager of Rawson Properties.
There are still, says van Vuuren, some “old fashioned” often successful agents who think that the cut-off date (currently set at 31st December 2012) for passing the NQF4 training programme will be extended indefinitely – but this, he says, is highly unlikely.
“It is true that if an agent has started his training but not completed it by the end of the year, an extension might be granted – but those who think that this educational requirement will go away and that they can ignore it, will find that eventually they are barred from operating.”
Van Vuuren said that “enlightened” groups had recognised some time ago:
- that agents would need help to attend the new statutory training courses and pass their exams and had set about providing their own trainers and venues (in Rawsons’ case outsourcing this work to Isele Sele, an independent company) and
- that to be truly competent today an agent needs to have much ancillary information and additional skills. Training, therefore, has to be ongoing. “Groups that either provide no training or limited training will fall further and further behind,” he says.
A good training service, said van Vuuren, should provide:
An initial group training programme lasting eight to ten days:
This must take place reasonably close to where the agent is employed and if he or she is in one of the outlying centres (e.g. East London) arrangements must be made to send trainers to that area.
This initial course should be designed to give the agent a basic knowledge of real estate law and documentation (including that related to foreign buyers), elementary sales skills, data on the prequalification of buyers looking for a bond, valuations, advertising or network listing of property, mandates, the Financial Intelligence Centre and other Acts relating to money transactions – and other subjects.
“At Rawsons the introductory course covers 40 subjects,” said van Vuuren. “We find that this is just sufficient to set the agent up as a trainee and, frankly, we do not know how agents in groups which offer less manage in their first half year.” (Under today’s rulings a rookie agent has in his first year to be monitored by a qualified agent or agency chief and cannot actually sign sales documents on behalf of his company, the seller or the buyer.)
The NQF4 training already referred to:
The training must include the provision of remedial exercises in which the trainee has his mistakes explained and corrected. The trainee’s other qualifications and experience are recognised and given credit for via Recognition of Prior Learning.
Soft skills training:
This training, said van Vuuren, should increase the agent’s understanding of and sensitivity to other people and his skill in working with them. At Rawsons, he said, this special training takes place once a fortnight over 52 weeks (i.e. a full year) and is open only to advanced agents.
Legal updates:
For these, said van Vuuren, groups should call in attorneys and legal experts and should ask them to explain all new legislation – such as the National Credit and Consumer Protection Acts.
“An agent ignorant of these matters,” he said, “can give advice that is flawed and could lose his client money. This legal training can also deal with specific subjects such as sectional title or leasing.”
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