Data Driven Real Estate Instructor Development

Data-Driven Real
Estate Instructor
Development
By Doug Devitre, CSP
Tuesday, September 25, 18

Who is Doug Devitre?
• Started selling real estate (2004)
• REBAC Hall of Fame (2010)
• Earned the CSP from National
Speakers Association (2013)
• Published Screen to Screen
Selling (McGraw Hill 2015)
• Amazon Alexa developer
• RPAC Major Investor
• Dad, triathlete, and kayaker

What is
TREEF?
The Tennessee Real Estate
Education Foundation is deploying
the ﬁrst-ever data-driven Instructor
Development Workshop to raise
the bar in professionalism across
the state. Learn more to improve
your real estate school across 10
different skill building categories.
Details: treef.dougdevitre.com/register

Who Will Benefit?
Agents Brokers Associations
Share expertise Compliance Member benefit
Improve
communication skills
Add value to
brokerage
Non dues revenue
Increase in referrals Less fines Reduce rework
Influence community
More productive
agents
Less grievance
complaints
Networking Reach more agents
Reduce operational
costs

Resistance Language
• “You can’t do that!”
• “That work work!”
• “You can’t charge that!”
• “This hasn’t been done before.”
• “What if it fails?”
• “Does this mean I have to
change what I’m doing?”

What’s Included?
• 105 question assessment
• 10 skill categories, 100 areas to improve
• Two days live in classroom
• 300+ recommendations in checklist
• Video coaching calls to reinforce learning
• Online community to share best practices
• Access to Doug Devitre by Facebook Group

• Six months
• Performance-based
• Two assessments
• Evaluation after six months
• Outcome-based evaluation
• Online membership portal
• Video coaching follow-up
Comparing Other Instructor Programs
• One, two, or three days
• Participation-based
• No assessment
• Same day evaluation
• Smile sheet evaluation
• Online handouts
• No follow-up
Theirs Ours

10 Mental Shifts
1. Learning is a Process, Not an Event
2. Assumptive vs. Continuous Learning
3. Won’t Work vs. How Do We Make It Work
4. Prescriptive vs. Diagnostic Training
5. Learning Objectives vs. Performance Objectives
6. Focus on Participant Outcomes, Not Hours
7. Return on Investment vs. Expectations
8. People Pay for Courses, Return for Experience
9. Institutional vs. Individualistic Feedback
10. Collaborative vs. Competitive Education Models

When you make ASSUMPTIONS, you make
an ASS out of you and an ASS out of me.

When you deliver training without an
ASSESSMENT you make an ASS
out of you and an ASS out of me.

When Learning Happens

When Learning Happens
Classroom 10% Social 20% In the ﬁeld 70%
Listening
Networking with
peers in person
Designing and
developing courses
Engaging with
instructor
Sharing roadblocks
online in online group
Submitting courses for
CE Approval
Taking notes
Support your peers in
online group
Applying program’s
recommendations
Prioritizing next steps
Sharing best practices
in online group
Improving website
registration usability
Asking clariﬁcation
questions
Share content for
feedback in group
Deliver performance-
based course

ADDIE vs. Agile Learning

Agile Learning Development
See digital whiteboard annotations

What are your
biggest concerns?

1.0 Communicating Value:
How Instructors Can Create and
Communicate the Return on Investment
From Their Courses
The biggest opportunity to increase membership
satisfaction is create, deliver, and communicate the ROI
from participation in education. This process involves
asking the right questions, having a process, and eliciting
the feedback so that the perceived value comes from
participants, not just the use of clever marketing copy.

1.1 The Participant's Opinion:
It's Different Than You Think It Is
In the participant's opinion, could they still operate
their business in a professional, ethical, and sound
manner without taking your course?

1.2 More Value Than CE:
How to Add so Much More Value That
Continuing Education is a Bonus
What is the likelihood that a participant would take
your next course if continuing education was not
approved by TREC?

1.3 Demonstrating Impact:
Quantiﬁable Metrics That You Never
Thought About
How effective are agents at calculating the return on
investment that would result from taking your course?

1.4 Measuring Impact:
How to Collect Feedback as Your Best
Marketing Tool
How effective are you at collecting feedback in multiple
formats that helps quantify the return on investment
that your course has on participants?

1.5 Measuring the Intangibles:
How to Demonstrate Subjective Value-
Added Beneﬁts
How effective are you at demonstrating the intangible
value (customer satisfaction, saving time, etc.) your
course has on the participant when taking the course,
reviewing course materials, and course marketing?

1.6 Quantifying Intangible Benefits:
How Intangible Benefits Help The
Participant and Their Customer
How effective are you at collecting feedback in multiple
formats that helps quantify the intangible benefits your
course has on participants?

1.7 Anticipating Risks:
Risks Participants and Their Customers
Can Avoid They Never Thought About
What happens if the participant doesn't register, takes
notes, and implement the ideas from the course? How
effective is your marketing in demonstrating these risks?

1.8 Risks Avoided:
What Participants Said Saved Them
That Adds Value
How signiﬁcant is the return on investment when you add
up the money earned, cost savings, intangible value, and
risks avoided as a result of taking each of your courses?

1.9 Visual of Value:
The Only Visual You Need
How effective is the ONE visual you use to communicate
the value that a participant receives from a course?

1.10 Message Consistency:
How to Expand and Shrink Your
Messaging to Communicate Value
Across Several Mediums
How consistent are you in communicating the value of
your real estate courses across multiple online channels?

2.0 Curriculum Building:
How To Build Amazing Courses That
Raise The Bar Of Professionalism For
The Entire Industry
Every instructor has an opportunity to design an
impactful real estate course which shares new ideas and
improve a participant's business in a meaningful way.
Take a closer look at each module to ﬁnd out how you
can create an amazing course starting today.

2.1 Course Uniqueness:
How To Differentiate Your Courses in
Content and Delivery
How different is your content, learning objectives, and
training delivery techniques compared to other
instructors (especially if they teach the same course)?

2.2 Action-Oriented:
Making it Easy for Participants to Take
Action from Your Course
When writing course learning objectives, how many
learning objectives start with an actionable verb (as
mentioned in Bloom’s taxonomy)?

2.3 Balanced Objectives:
How To Balance Between Measurable
and Actionable Learning Objectives
How well-balanced is the course outline with learning
objectives and performance-driven learning objectives?

2.4 Performance Objectives:
How To Write Performance Learning
Objectives
What is your comfort level in writing performance-
driven learning objectives?

2.5 Time Management:
How To Make Sure You Don't Run Out
Of Time And Everyone Leaves Happy
How well are you able to structure your course outline
to allow for participant engagement, timed breaks, and
completion of evaluations?

2.6 Expert Attribution:
How To Give Appropriate Credit To
Third Party Experts Who Add Value
How often do you give proper attribution to those whose
ideas, concepts, or quotes are mentioned in your course?

2.7 Relevant Research:
How To Demonstrate Expertise Based
Upon Experience
How often do you update your curriculum with new
examples, best practices, and case studies from real-life
situations that participants have experienced?

2.8 Copyright Infringement:
How To Protect Your Work and the
Work of Others From Theft
How often do you violate copyright infringement or
unauthorized use of someone else’s photos, music, or videos?

2.9 Curriculum Speed:
How To Build Courses Quickly Without
the Details Getting In The Way
How satisﬁed are you with your curriculum building
skills to create a course in a reasonable amount of time?

2.10 Classroom Curation:
How To Add Exercises Into Your
Environment That Build Relevant Content
How often do you insert exercises into your course
that collect responses, data, or feedback that you can
use to share with existing and future participants?

3.0 Course Compliance:
How To Get Real Estate Courses
Approved For Continuing Education
And Stay Compliant With the Real
Estate Commission.
Writing a real estate course is easy. Getting it
approved for continuing education is a little trickier
because of the strict quality control the real estate
commission has on determining how much of the
course beneﬁts the consumer.

3.1 Courses Approved:
Get Your Real Estate Course Approved
for Continuing Education
How many real estate courses have you been approved to
teach where the students will receive continuing education?

3.2 First-Time Approval:
How To Get Courses Approved On First
Submission
On average, what % of your courses are approved for
continuing education the ﬁrst time they are submitted
to the real estate commission?

3.3 Consumer Centric:
How To Write Consumer Focused
Learning Objectives
What % of the learning objectives in your courses are
focused on the consumer?

3.4 Errors and Omissions:
How To Protect Yourself And School
Where Your E&O for Real Estate Won't
Do you carry professional errors and omissions
insurance for your real estate education practice (in
addition to real estate sales)?

3.5 Roster Completeness:
How To Save Time Completing Rosters
Without Excessive Data Entry
How complete are the attendance rosters prior to
being submitted for approval?

3.6 Eligibility Requirements:
How To Get Approved as a TREC
Instructor
Are you qualiﬁed under the current TREC eligibility
requirements to teach real estate education in Tennessee?

3.7 Audit-Friendly:
How To Pass a Real Estate School Audit
Performed By TREC
Are you qualiﬁed under the current TREC eligibility
requirements to teach real estate education in Tennessee?

3.8 Course Violations:
How To Avoid Receiving Course
Violations In Content and/or Delivery
How often have your courses had violations arise from
course audits by the real estate commission?

3.9 Audit Learning Theory:
How To Adapt Your Real Estate Courses
to Embrace Adult Learning Theory
What percentage of your courses adhere to adult
learning theory principles?

3.10 Course Complaints:
How To Handle Complaints Or
Negative Feedback From Your Courses
Have you ever misrepresented yourself, your school, or
facts that were untrue which cause a complaint from a
participant to the real estate commission?

4.0 Learning Aids Development:
How To Design Resources That Help
Transform Your Course Into Someone
Else's Achievements
Hungry learners will devour anything you put in front of
them. They understand that in order for mastery to take
place they need to read, listen, watch, and repeat. Learn
how you can make several types of learning resources
for different mediums that your participants will love.

4.1 Presentation Slides:
How To Design Easy To Read Slides
That Tell A Story
How easily can participants understand key learning points
in presentation slides (including on a mobile device?

4.2 Handouts:
How To Create Accessible Handouts
For Printing or Digital Download
How easy do you make it for participants to print their
own paper copy of handouts to be used during the course?

4.3 YouTube Videos:
How To Save And Share YouTube Videos
Without Knowing A Line Of Code
How accessible are the recommendedYouTube videos
mentioned in the course?

4.4 Flipchart Visuals:
How To Command A Room With A
Flipchart And Engage Participants
How well-versed are you at creating or drawing visuals
on the ﬂy using a ﬂip chart?

4.5 Learning Props:
How To Choose Between Different
Types Of Props For Maximum
Participant Engagement
How engaging are the props used for reinforcing key
learning concepts?

4.6 Case Studies:
How To Pull In Real Stories From Research
Or Real Time Feedback From Participants
How often do you insert the participants' experiences,
uses in the ﬁeld, or case studies to create learning aids?

4.7 Authorship:
How To Write Authoritatively To Teach
Key Learning Principles
How persuasive are you in writing articles, blogs, books,
and courses inﬂuence participants to take action?

4.8 Podcast Interviews:
How To Host and Be Hosted On A
Podcast To Demonstrate Expertise
How often do you participate in creating, interviewing,
or being interviewed in podcasts?

4.9 Checklists:
How To Write Massive Implementation
Checklists From Your Course
When creating checklists for assisting participants in taking
action from your course, how much detail is offered?

4.10 Favorite Links:
How To Save All Of Your Favorite
Websites To Share In One Easy Format
What is the likelihood that each of your courses include
a list of favorite links for participants to do their own
research before, during, and after taking the course?

5.0 Training Delivery:
How To Facilitate Knowledge Transfer
Fast, Frequently and More Fun Than
Ever Before
The live classroom environment has evolved from
instructor-centered lecture into opportunities where
participants immerse themselves with the curriculum in a
deeper and more meaningful way. This means instructors
who equip themselves with multiple techniques coupled
with technology will have a greater impact than those
who rely on lectured teaching style alone.

5.1 Difﬁcult Participants:
How To Handle Participants When
They Interrupt, Disobey, or Go Dark
How effective are you at handling disruptive
participants, environmental distractions, or
unanticipated interruptions?

5.2 Ice Breakers:
How To Get Everyone Talking From The
Start To Build Engagement Early On
How prepared are you to use multiple types of ice
breakers for different types of participant groups and
learning environments?

5.3 Introductions:
How Comfortable Are You When
Introducing Experts, Panelists, or
Special Guests
How effective are you at introducing other subject
matter experts, panelists, and other esteemed guests
during your presentations?

5.4 Storytelling:
How To Use Personal Stories to Add
Power To Your Message
How effective are you at using personal stories to build
rapport, share teachable moments, and help participants
remember key concepts?

5.5 Role Plays:
How To Script A Role Play To Teach A
Learnable Moment
How effective are you at writing scenarios and role play
scripts that engage participants to learn from one another?

5.6 Hot Seat:
How To Use The Room Brainshare To
Help Participants Overcome Their
Obstacles
How effective are you at using the hot seat technique to
allow participants to receive real-time feedback from peers?

5.7 Facilitating Conversations:
How Well Can You Keep The
Momentum Going During
Conversations
How effective are you at facilitating conversations so
that ideas continue to ﬂow without losing control of
the audience?

5.8 Flipchart Responses:
How To Collect Responses From A
Flipchart To Use As Course Content
How skilled are you at using a ﬂip chart to summarize
participant responses?

5.9 Live Polling:
How To Get Participants To Vote
During The Course In Real Time
How often do you use live polling so participants can
see what each others understandings are in real time?

5.10 Presentation Slide Flow:
How to Easily Transition From One
Slide To The Next
How easily do your presentation slides ﬂow from one
to the next without awkwardness?

6.0 Live Classroom Experience:
What You Can Do To Improve The Way
Participants Learn And Feel Inside The
Classroom
There are many tasks to perform do before, during, and
after a course to get better evaluations and create stronger
loyalty with participants. Some depend on the facility.
Some depend upon participant learning styles. Either way
as a result of this module you will be ﬂexible enough to be
able to adapt to any situation and in any setting.

6.1 Seating Matters:
How To Set The Room For Maximum
Participant Engagement
How often do you arrive at least one hour prior to the
session start time to adjust the seating to ensure a
positive participant experience?

6.2 Lighting:
How Room Lighting Affects Participant
Learning and Engagement
How often do you check and/or adjust the lighting in the
room to ensure the presentation slides are easily viewed?

6.3 Name Recognition:
How To Remember Names Of
Participants For Maximum Engagement
How often do you supply or are provided name badges/
tent cards in order to call participants by their ﬁrst name?

6.4 Handling Emergencies:
How To Maintain Control When The
Unexpected Happens
How well-prepared are you in case of an emergency such
as a natural disaster, sick participant, or facility malfunction?

6.5 Building Rapport:
How To Develop Deeper Connections
with Participants
How often do you greet participants before the
presentation starts to get to know them, ask questions,
and build rapport?

6.6 Teaching Supplies:
How To Prepare For Participant
Learning When They Aren't Ready
How prepared are you when it comes to bringing
teaching supplies such as pens, paper, etc. to provide for
participants in case they are unprepared?

6.7 Participant Technology:
When It's OK To Allow Technology And
When It's Not
How often do you allow participants to use technology
in the classroom to engage with the course material?

6.8 Participant Questions:
How To Ensure All Participants
Understand The Question Asked
How often do you repeat the participant's question when
asked so others can hear from other areas in the room?

6.9 Virtual Panelists:
How To Swiftly Invite Out of Town
Experts To Participate In Your Live Course
How effective are you in inviting panelists to participate
by videoconferencing into the live course to deliver
unique subject matter expertise?

6.10 Humor:
How To Engage Participants With
Laughter, Jokes, and Games
How often do participants laugh during your course?

7.0 Remote Training Delivery:
How To Be Awesome
How to Create Participant Centered Learning Through
Virtual Classroom Delivery, Live Stream Environments,
and Webinars
The book Screen to Screen Selling (McGraw Hill 2015) was written for the
salesperson, the educator, and the leader who was looking to transform their
organization to serve today's customer with the latest technology. This
module represents the top tools, tips, and techniques for remote delivery.

7.1 Internet Connectivity:
How To Ensure The Best Connection To
Avoid Delays And Interruptions
How often do you test the speed of the Internet
connection before delivering a remote training,
webinar, or live-streamed course?

7.2 Troubleshooting:
Solutions You Can Provide For Remote
Participants When Getting Stuck
How helpful are you at troubleshooting participants'
computers, tablets, or mobile phones without being in
the same location?

7.3 Webinar Engagement:
How effective are you at engaging participants with
questions, exercises, and activities during a remote
training, webinar, or live-streamed presentation?

7.4 Responding With Visuals:
How To Select The Right Visual Frame
For Every Scenario
How effective are you in handling questions during a
remote training, webinar, or live-streamed course by
providing a visual explanation of the answer?

7.5 Art of the Screen Share:
How To Tell A Story By Co-browsing
Websites Together As a Group
When presenting in screen share mode during a
remote training, webinar, or live-streamed presentation,
how smooth are the transitions from one screen or
learning activity to the next?

7.6 Participant Chat:
How To Engage Participants Using the
Participant Chat
How well do you recognize participant questions/
comments from the participant chat during a remote
training, webinar, or live-streamed presentation and able
to respond with the most appropriate feedback?

7.7 Webcams:
Better Questions And Exercises
How well-positioned is your webcam or video camera
when delivering a remote training, webinar, or live-
streamed event?

7.8 Application Agility:
How To Effortlessly Switch From One
Application To The Next
How fast are you when transitioning from one
application to the next during a remote training,
webinar, or live-streamed event?

7.9 Zoom In/Out:
How To Show Emphasis
With Text And Images
How fast are you able to ﬁnd speciﬁc websites, zoom
in/out, and perform other Internet browsing actions
during the screen share of a remote training, webinar,
or live-stream presentation?

7.10 Video Recording:
How To Record Videos For Future
Participant Playback
How effective are you at recording screen capture
video of your presentations for future playback?

8.0 Marketing and Promotion:
How To Increase Registrations,
Attendance, and Revenues By Building
A Community Around Your Real Estate
School
In some cases you are promoting one course, session at
a conference, or an event where you are a guest. On a
bigger scale you might be promoting an entire school,
association, or real estate company. You will need to
have multiple ways of generating awareness, converting
on your offerings, and have a scalable process to reach
more students for your courses.

8.1 Registrations:
The Attributes Of A Successful Course
Registration On Mobile Devices
How useful is your real estate school website for
participants when registering from a mobile device?

8.2 Course Calendar:
Tips For Choosing A Course Calendar
System To Maintain Registrations
How easy is it to navigate the course calendar in order
for participants to register?

8.3 Promotional Videos:
How To Produce Videos To Increase
Awareness For Registrations
How effective are your videos on the registration sales
page at converting more registrations?

8.4 Email Newsletter:
How Send Email With Higher
Deliverability, Open And Click Rates
How effective is your email newsletter when
introducing new courses, announcing upcoming
courses, and increasing registrations?

8.5 YouTube Channel:
How To Produce Videos To Increase
Awareness For Registrations
How often do you publish educational videos to your
ownYouTube channel?

8.6 PDF Catalog:
Alternative Ways To Feature Your Real
Estate School, Services, and Partners
How many course registrations can be attributed to
your course catalog by PDF?

8.7 Facebook Ads:
A Simple Approach To Using Facebook
Ads to Increase Registrations
How sophisticated are you at using Facebook events,
ads, and conversion tactics on their platform?

8.8 Partnerships:
Creative Ways to Help Your
Community Using Shared Resources
How often do you partner with local associations,
strategic partners, or transaction partners in order to
increase your marketing reach?

8.9 List Building:
Tactics To Building Segmented Lists Of
Customers For Your School
How many different online marketing tactics do you use
to grow your email list?

8.10 Text Message/Mobile:
Alternatives To Reaching Participants
On Mobile Devices
How often do you use text message marketing to assist
with awareness, conversion, or attendance of your courses?

9.0 Technology:
How To Avoid Making Costly Mistakes
When Teaching With the Latest
Technology And Improve The
Participant Experience
Teaching with technology can be a double-edged sword. If
you rely on it too much then you better have a backup plan.
Instead of struggling, we will share how to troubleshoot
common problems and how to accelerate your productivity
so that it works for you (almost) every time.

9.1 WiFi Accessibility:
Tricks To Getting Everyone On The
Facility WiFi Quickly and Securely
How easy is it for you and participants to connect to the
Internet in order to improve the learning experience?

9.2 Mobile Apps:
How to Avoid App Overload And Make
It Easier For Content To Be Consumed
When selecting mobile apps for training delivery, what
is the likelihood that they are platform agnostic (work
on Apple, PC,Windows and web-based)?

9.3 Mobile Checklists:
How To Increase The Likelihood For
Participants To Implement Ideas
How often do you use a checklist to ensure that you are
prepared with the proper teaching equipment, supplies,
and participant resources for an effective course?

9.4 Projector Independence:
Tips To Deliver Your Presentation
When The Projector Goes Down
How reliant are you on using a projector to deliver
your presentation?

9.5 Projector Setup:
How To Ensure The Projector Works
Every Time Without Assistance
How often do you need assistance in order to set up
the projector in the classroom?

9.6 Digital Whiteboards:
Steps To Projecting Ideas On A
Projection Screen Whiteboard
How skilled are you in using a digital whiteboard that
appears on the projector screen?

9.7 File/Internet Security:
Steps To Securing Your Online
Accounts, Files, and Passwords
How often do you use best practices to secure your
documents, ﬁles, and online accounts with secure
passwords that you can easily remember?

9.8 Keyboard Shortcuts:
Tips to Efﬁciently Use Your Laptop
When Creating and Delivering Training
How often do you use keyboard shortcuts in order to
minimize time typing and clicking with the mouse?

9.9 Resourcefulness:
Tricks to Get Yourself and Others
Unstuck When Using Technology
When you encounter a problem with some aspect of
using technology, how resourceful are you at solving the
problem on your own without the assistance of others?

9.10 Smart Speakers:
How To Program Amazon Alexa For
Maximum Classroom Engagement
How skilled are you at using voice-assistants or smart
speakers in the classroom in order to engage
participants with your curriculum?

9.11 Chatbots:
Tools To Help You Automate Aspects of
the Participant Experience in Real Time
How sophisticated are your website chatbots at handling
frequently asked questions either from your website,
Facebook page, or other instant messaging accounts?

10.0 Business Operations:
How To Determine The Best Fit
Strategy and Operations to Run Your
Real Estate School
New instructors will be able to launch their practice
quickly with the ideas and resources we have provided
below. Experienced instructors will be able to ﬁne tune
their model and business operations to increase their
efﬁciency in delivering education.

10.1 Business Strategy:
How To Map Out Your Business Plan
For Your Real Estate School
How clear is your business strategy for your real estate
school so that you have complete focus on what will
help you now and the immediate future?

10.2 Instructor Business Models:
How To Develop Your Course Offerings
So They Sell Out Every Time
Given multiple business models, do you have a variety
of options to provide to course sponsors so they can
sell more registrations, avoid losing money, and make
more money than break-even?

10.3 Scheduling:
The Tools and Process You Need To
Simplify The Scheduling of Appointments
How easy do you make it for course sponsors or participants
to schedule time with you before or after a course?

10.4 File Organization:
Tips To Improve The Organization and
Accessibility of Digital Files
How organized are your ﬁles (public or private) so that
you can access what you need fast to be shared
through any online channel by the user?

10.5 Instructor Agreements:
Tips To Structuring Your Agreement
And Set Proper Expectations
How often do you use an agreement with your course
sponsor so that mutual expectations are set for
compensation, terms, and reimbursement of expenses?

10.6 Expense Reimbursement:
Tips For Submitting Your Receipts and
Expense Report
How fast are you able to submit online expense
reports for reimbursable expenses that are
accompanied with receipts?

10.7 Instructor Ethics:
What You Need To Know About The
Ethics of Real Estate Education
If you encounter a challenging business situation or
discussion where consequences exist around an ethical
dispute, how would you handle it?

10.8 Outsourcing:
What You Should Do And What You Should
Delegate When Operating Your Business
What is the likelihood that you have to perform every
single task to run your instructor business?

10.9 Funnels:
How Front and Back End Funnels Improve
Sales and The Participant Experience
How often do you use online funnels to sell, up-sell,
down-sell, cross-promote similar offerings that beneﬁt
participants more than just the original offer?

Why ALL of this Matters?

Contact Me
Linkedin.com/in/dougdevitre
+1.314.496.5973
Doug@DougDevitre.com

Data Driven Real Estate Instructor Development

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