A Special Thanks to All AREI Students

ChristmasThe number of students we service on an annual basis are increasing at an astronomical rate. I give all the credit to you. It is because of your patronage and loyal support that Alabama Real Estate Institute has become one of the largest and most highly decorated real estate schools in the state, recognized for it’s outstanding performance.

Students completing Sales or Broker Prelicense, Post License, Continuing Education, Reciprocal License from another states or [Read more…]

Who Needs A Personal Coach and For How Long?

One On One Coaching

One On One Coaching

It is imperative that you understand we are referring to people whose career is in sales. With that in mind, this is the simplest question I ever have to answer. Since this is a two part question, I will first focus on who needs a coach. Everyone who aspires to reach a higher level of excellence should have a coach. All professional business people that is sincere about growing their business. Any individual who truly desires to excel in anything they choose to do; whether in sports, work, religion, or anything that is measurable; they need a personal coach.

Part two of the question can probably be best answered with one word; forever! I don’t mean for this to sound offensive, and if it happens to offend anyone, please forgive me for I don’t know of any other way to state it. It seems that only the already successful people comprehend the concept of personalized coaching. [Read more…]

You Can Have Anything You Want if You…..

It Is So Hard to Decide

It Is So Hard to Decide

I can personally guarantee that someone who read this, if not a lot of people who read it will totally disagree with this statement, “You can have anything you want if you want it bad enough.” Even if you disagree, the statement is accurate 99% of the time. We pretty much do what we want to do all the time. Some will say, “I don’t want to go to work but I have too.” No, we don’t have to go to work if we don’t want to. We do, however, have to accept the consequences that come from not working. If we elect not to work, then we won’t receive a pay check. It’s just that simple. Which do we want more? We are a people of choice in that we decide for ourselves our wants, our desires, and our needs. Life is filled with choices we have to make and each decision results in a consequence; whether good or bad. We simply must evaluate each situation prior to making a decision and determine which consequence is best, or most desirable to us.

One of the most common complaints that arises in my sales training classes are, “I didn’t do my assignment because I ran out of time.” My reply to them is, “Whose fault is that?” It certainly isn’t mine. Time management is a problem that every sales person has to work on every day. It’s like a cancer. If we don’t manage our time very closely, our time will be eaten up and we won’t accomplish the things that might be most important to us. [Read more…]

Overcoming Adversities

Wasted Time is an Adversity

Wasted Time is an Adversity

The greatest adversity sales people face is of their own making.  To better understand our topic, let’s define adversity? According to Webster, it is a state, condition, or instance of serious or continued difficulty or adverse fortune. I don’t want us to focus on life-threatening adversities but rather daily life-altering adversities. Every day we allow things and/or people to interfere with our completing certain tasks in a specified time frame. All be it a very innocent interruption, it still happened and that time is gone forever. As a trainer and productivity coach, I battle with time management and communication skills on a daily basis. I am constantly asked for help on these two issues. These two areas are probably the most important segments of a career in sales. I would almost say that time management is the main factor that causes sales people to be less successful than they are capable of becoming. Time is the most important part of our lives and we treat it with the least amount of respect.

People are created as individuals of choice. We choose what we want to do and what we don’t want to do, in almost everything. My students vigorously disagree with me about having a choice about everything they do. Their argument is they have to earn a living therefore they went to work rather than staying at home which is what they’d really like to do. Well, I totally understand their point of view but why do we work to begin with? Is anyone holding a gun to our head, making us go to work?  I think not.

I work because I chose to get married and have a family. Not only do I have the responsibility to provide for my family, but because I love them, I want to provide them the necessities of life and give them things that make life more enjoyable. [Read more…]

Four Divisions of A Successful Career

Divided We Stand

A few days ago I was watching a training film by a prominent coach in the PGA circuit. He began breaking down the golf game into four major areas that good golfers need to focus on. As I listened to him strategically break down each area, I began to notice the same characteristics for a professional sales career. As a productivity coach in the real estate industry, I have several steps for taking agents from the very beginning to the point of reaching a successful level in sales production. All of those steps can be incorporated into the same four basic divisions he used to describe the game of golf. The more I began to analyze what he was saying, the more I began to see that these divisions apply to life in general. They would be the same areas anyone would need to focus on if they wanted to attain success. Isn’t it strange that we have a tendency to complicate things until someone simplifies it for us? [Read more…]

Creating A Business Plan (Part One)


Success is all about realistic expectations, regardless of the industry in which you work. For some reason people enter real estate sales without giving careful thought to their income expectations. I think it is because they see real estate as being a lucrative profession. They see names on “For Sale” signs all over town and equate those signs with success. Then they rationalize if they got a position with the same agency, they too would be able to do the same thing. Many people work around very successful sales people that can never seem to get their career moving in a profitable direction. I place most of the blame on the qualifying broker for the agency because they haven’t provided proper training.

Real estate sales are a business. Agents are independent contractors, working for themself under the umbrella of an agency. Like starting any new business, the first step is to set realistic expectations which are done by completing a business plan. How can you know what you need to do until you know what you want to accomplish? [Read more…]

A Pathway to Success


I am frequently questioned about productivity coaching, in general how it works, what costs are associated with coaching, and can I guarantee their success. Most state their reason for inquiring as, “My business has stopped growing,” or “I’m in a real slump right now, how can I jump start it?” I would love to give them a two-minute method they could use to see immediate results, but it isn’t that simple. If it were, I would be one of the wealthiest people in the world because all sales people go through slumps in their level of production. Let’s explore their question as it relates to real estate sales.

Real estate sales are like a roller coaster ride. There are valleys, peaks, curves, twists, and even some smooth track to help you get over the excitement you just experienced. In sales, we experience those same valleys, peaks, curves and twists. There are ways to insulate against deep valleys to create a more consistent line of production. Time will not permit me to lay out a complete roadmap that leads to success so I want to address only one pathway that is a primary element of success in sales; regardless the industry one works. [Read more…]



This is a question everyone should ask themselves every day. For those in sales, especially those whose income in totally commission based, it is essential to address this question many times a day! I am currently a personal coach to many real estate agents, to help them reach their desired financial goals. When they first contact me, inquiring about coaching possibilities, I ask that question. Most of them will immediately tell me how many transactions they are currently moving toward closing. Some will say, “I advertise through yard signs on listings, business cards, fliers, farming a particular area, and etc.” At this point I know, without a question of doubt, that I can help them increase their income.

Before a commission based sales person can determine what they can do to improve their business, they must first determine [Read more…]

Real Estate Agency – Real Estate School Affiliation

As part of Alabama Real Estate Institute’s expansion, real estate agencies across the State of Alabama can partner with the school through an affiliation program.

School Affiliates gain beneficial advantages that most competing brokerage firms don’t offer. I will address some of these benefits individually, but please understand that there are many benefits that time will not allow me to discuss.

It has been statistically proven that brokerage firms that are closely associated with a specific real estate school greatly benefit when recruiting new agents.

Especially if a person is considering a career change into real estate, they feel more secure, and confident they will receive a more accurate education as well as receiving a higher level of training.  Real estate agents are legally considered “independent contractors.” It is common for an agent to become dissatisfied with the direction their career is heading, thus moving their license to work with another qualifying broker. In many cases the determining factor is due to lack of qualified training provided by their current agency.

Being affiliated with a complete school like Alabama Real Estate Institute, the agency has quick access to various educational and training aids.

Affiliate agencies have the opportunity to provide in-house productivity coaching from a professional, qualified real estate coach. Real estate coaching is individualized to meet the specific needs for each individual person; to aid them in advancing their productivity to a higher level of success. Everyone needs professional coaching although it seems to be the more successful Realtors® that truly understands the importance of coaching.  Top ranked professionals in all industries have a personal coach to help them stay on track to reach their goals. An experienced coach is a viable asset to any successful real estate agency.

As you can see there are many benefits to establishing an affiliate relationship with a full-service school.

I want to mention one more powerful advantage. The majority or at least the most successful real estate agencies have a monthly sales meeting. The main purpose of a sales meeting is to update their agents on company policies, new laws, rules, and regulations. As an affiliate of the school, the broker has the opportunity to change the entire perception of a sales meeting, by having the availability of a motivational speaker, educator, trainer, and a coach to preside the meeting. It is also proven that speakers from outside an agency with peak more interest from their agents, which increases the attendance ratio.

If you are the owner, or qualifying broker for a real estate agency, or feel your broker might be interested in becoming an affiliate member of a complete real estate school, I would be happy to supply you more detailed information about our program.

Simply complete the form below and I will set an appointment to fully explain the advantages of the program. If you aren’t ready to complete the form but have specific questions about the program, take a moment to send me an email and I will promptly send you a reply.

Join our Real Estate Agency – Real Estate School Affiliate Program
* indicates required

James Anderson
Alabama Real Estate Institute an Alabama Real Estate School

The Key to a Successful Real Estate Career

The Key to a Successful Real Estate Career?

This is a million dollar question, but can be answered very simply. The wheel has already been invented, tested, tried, and proven. There is a system in place that has proven productive for some 35-40 years. The system has been tweaked and fine tuned to perfection. It really works so why try to reinvent it. The system has been replicated for years by the Nation’s top producing Realtors®. I’m talking about Realtors® that have set new production records in listings and sells;

[Read more…]