D
ual‑career and part‑time agents bring fresh perspectives but often lack the time, skills, or experience that full‑time colleagues enjoy. Providing them with comparable training and mentorship can unlock growth and reduce turnover. After‑hours workshops, digital libraries, and structured mentorship are proven methods that deliver a solid return on investment.
Key takeaways:
- Part‑time agents miss the professional development that fuels full‑time success. Focused support helps many transition to full‑time roles and boost sales volume.
- Live, after‑hours sessions cover owner financing, rent‑to‑own basics, objection handling, open‑house tactics, and protocols for jeopardized transactions.
- A digital “Cybrary” houses recorded lessons, slide decks, and supplemental resources, giving agents on‑demand access to a broad curriculum.
- Mentorship pairs newer or part‑time agents with seasoned full‑time teammates, fostering knowledge transfer and confidence.
- The synergy of these initiatives is evident in measurable outcomes: a brokerage that closed $91 million in 2018 grew to $156 million by 2021 with a similar agent count, while attrition rates fell sharply.
Today’s brokerage model often sidelines agents who juggle another job. Most firms offer daytime training, but the lack of live interaction limits its impact. By extending training into evenings or weekends and establishing a structured mentorship framework, brokerages can level the playing field. The investment—often a single evening of pizza and a training session—yields agents who close more deals, retain clients, and stay loyal.
It’s time to recognize that part‑time agents represent a substantial segment of the market. Rather than letting them struggle alone, the profession must provide the resources that enable them to thrive.
J. Philip Faranda, manager and associate broker at Howard Hanna | Rand Realty in Westchester and Putnam Counties, previously founded J. Philip Real Estate, the top independent brokerage in those counties. He also writes a real‑estate blog cited by major media outlets. The views expressed here are solely his.
