Five Questions With: Cely O’Brien

Cely O’Brien, a sales associate with Randall, Realtors in Charlestown, recently was promoted to director of education for the Randall Family of Companies in Rhode Island and Connecticut. / COURTESY RANDALL, REALTORS
Cely O’Brien, a sales associate with Randall, Realtors in Charlestown, recently was promoted to director of education for the Randall Family of Companies in Rhode Island and Connecticut. / COURTESY RANDALL, REALTORS

Cely O’Brien, a sales associate with Randall, Realtors in Charlestown, recently was promoted to director of education for the Randall Family of Companies in Rhode Island and Connecticut. In that capacity, she will survey the educational needs of the company and coordinate and develop courses to meet those needs. O’Brien responded recently to questions posed by the Providence Business News.
PBN: You recently were named education director for the Randall Family of Companies. In general, what kind of ongoing education and training do sales associates need?
O’BRIEN:
New agents in particular need a wide variety of training. Typically, coursework should include how to get started in the business, how to put together a purchase and sale agreement, negotiating an offer, preparing a comparative marketing analysis and listing presentations, and home financing basics, to name a few. Seasoned agents benefit from training in new technologies, changes in real estate laws, trendy topics like flood insurance, as well as resources to help their business, like up-to-date tax information.
PBN: What kind of buying or selling trend has emerged that might be a focus for education?
O’BRIEN:
New trends include technologies like Zillow and other applications used by both real estate agents and consumers. Also, millennials have different buying habits than baby boomers. There are new trends around every corner. My job is to stay on top of them.
PBN: What was your career path before entering the real estate profession?
O’BRIEN:
Prior to real estate, I worked for Duracell Batteries for 16 years. I had many financial and marketing positions. My last position was director of new products, where I led development teams and trained team members.
PBN: What do you think all sales agents should be able to do on first interacting with prospective buyers?
O’BRIEN:
All agents should be confident and market knowledgeable, and they also should have great listening skills. It’s important to understand their customers’ needs versus wants so they can guide them in the right direction.
PBN: In terms of inviting speakers to address Realtors, are issues such as managing money, their own finances, an issue for new Realtors?
O’BRIEN:
Managing money and other business skills are extremely important for new agents. The vast majority of real estate agents are independent contractors so in essence they’re running their own business. For many of them, it’s the first time they’ve taken on that role so education to help them be successful is imperative.

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