Training plays an important role in career development in any field, and real estate is no exception.  Peter Gilmour, Chairman of RE/MAX of Southern Africa, says training, or the acquisition of knowledge, skills, and competencies for real estate agents has been found lacking in South Africa’s property industry.
In a move to amplify the success potential of its agents around the country, RE/MAX of Southern Africa has embarked on a large-scale training programme, called the RE/MAX Ultimate Success Series, using training material from the highly acclaimed Brian Buffini Organisation, the largest real estate training company in North America.
Brian Buffini developed a powerful referral system that helped him become one of the top realtors in the United States and, in 1995, he started Buffini & Company to share these highly acclaimed lead-generation strategies with others. Buffini & Company is now the number-one training and coaching company in North America that equips real estate, lending, and service industry professionals with tools to dramatically increase business while living a balanced life.
Gilmour explains that Buffini & Company's coaching solutions are designed to position entrepreneurs for success through teaching people how to increase profitability, become strong leaders, recognise and recruit top talent and most importantly, develop lead generation.
It is the Buffini “100 Days to Greatness” programme, the most successful agent training program in the world with over 60 000 agents worldwide having taken the course.  The course teaches the fundamentals of real estate lead generation by referral. The course combines training from business coach/industry expert Brian Buffini, role-playing exercises on video, action steps and live accountability sessions – all for a comprehensive, practical learning experience. This programme also demonstrates to entrepreneurs what steps they need to take to recession-proof their business.
Says Gilmour: “The programme teaches people how to take their database of existing relationships and create advocates that will help them accelerate their business along with how to proactively add new relationships to their database. Building relationships with customers based on trust also forms part of this programme along with how to transform traditional real estate lead-generation activities like show houses into effective tools for building business.”
Underpinning the Buffini training is the premise that in order to increase profitability, you need exceptional leadership in addition to top talent and proven lead generation systems. The leading Broker/Owners and Managers of RE/MAX in Southern Africa have been trained as Mentors to deliver the Buffini programmes to their agents while Peter Gilmour, the group’s Chairman, his wife, Val, a director of the company and Adrian Goslett, the CEO, are the only licensed Buffini Master Mentor Trainers in South Africa. 
To date, approximately 80% of South Africa’s RE/MAX Broker/Owners have been through the training programme, and RE/MAX agents across the country now have access to trained mentors who are able to deliver the “100 Days to Greatness” course to agents.
“There is no doubt this training will take the RE/MAX sales associates’ business forward into a new era of success,” says Gilmour. He says that through completing this course, agents using the training methods are equipped to conclude between two and three transactions in three months. “The global average of agents who have completed this course is closer to five transactions in three months.”
While the Buffini courses are currently exclusive to RE/MAX agents, Gilmour says they are looking at the possibility of providing certain components of the training material to the industry, free of charge, in the next couple of months. This will include some of the Brian Buffini lectures which will free to view through the RE/MAX Satellite Training technology, a concept where the training material is beamed straight to your DSTV decoder.
“I firmly believe the Buffini training courses are a vital component of any agent’s evolution in the industry and ultimately their success,” says Gilmour. “It is time to end the training drought in South Africa, and this calibre of training material can only create a positive step towards enhancing success and professionalism in the industry as a whole,” he concludes.


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