Expert Interview: Technique Mastery

In this interview we speak with Dan Elzer, who is the President of The Training Academy. Dan began his real estate career in 1987 and by 1988 opened a start-up real estate company. Using unique back office systems and dynamic training, he built it into a top company and sold it in 1998. Since then, he's utilized his business development and training skills to open and operate multiple businesses.

Dan has over 24 years of experience and has trained and coached thousands of sales agents nationwide. He also uses his hands-on approach and experience as a Feature and Keynote speaker for conventions and organizations across the country.

Join us as a Dan talks talks about Technique Mastery—"the ability to duplicate your profession on demand."

Here are Dan's key points:

  • The idea behind Technique Mastery is that you should be able to execute your professional duties on demand with no hesitation. When you've mastered your craft, you should have no fear of interacting with people and doing your job.
  • Dan suggests mastering one thing at a time. Focus on mastering something—such as prospecting technique, presentation technique, or closing technique—perfect your skills, and then move on to the next challenge.
  • Dan says the first skill to master is the belief in yourself that you're the best agent around. "You just can't go into a seller's house, and earn their trust and get their business, if you're uncertain."
  • For a more stable professional and personal life, focus on having 70 percent of your business come from listings. You'll have more control of your time, and you'll be able to take on more business because you can spend your time more efficiently. Listings are easier to manage than buyers.