Monthly Archives: September 2020

Treats

My miniature Dachshund, Calvin, is addicted to dog treats, and it’s all my fault. I trained him to come when I called him by giving him a small treat – a dog biscuit or piece of Pup-peroni – if he ran to the door from the far corners of our back yard. It was a very effective technique, and I was careful to use treats intermittently to reinforce his behavior.

At some point, this reward system went off the rails, and now Calvin expects a treat each time we come in from a walk or potty break outside. I created a mini monster with short legs and the kind of nose that can sniff out his favorite treats in a bag of groceries left on the floor.

You’re probably wondering what this has to do with training. I’ve been thinking about testing a lot lately as I prepare a curriculum for a new client. We agreed that the agents moving through the modules of this curriculum should have to pass a short test or quiz to be able to advance to the next module.

There are different kinds of tests that people must take to enter or advance in a profession. In real estate, candidates must take pre-licensing education and then pass a license exam in order to be granted a license to practice. Most pre-license education aims to help students pass this license exam. The courses present the material and test students in the same fashion as the official license exam to both teach the required topics and acclimate students to the type of test they will face.

The reward at the end of this testing is the license itself. The license gives the holder the authority to practice the profession and thereby earn a living. Once someone is licensed, what’s the reward for going through additional training and education? We can pass out certificates and trophies, but unless someone really likes these outward expressions of their achievements, they will not be motivated to do the work.

Let’s complicate this further by looking at testing during online post-license education and training. These tests cannot be onerous chores that make it difficult for the student to advance to the next level. There are plenty of brokerages in any market that do not expect their agents to test out of training, so it’s not likely that this method will benefit the brokerage utilizing it. Agents will merely move to the brokerage where they don’t have to pass a test to be able to practice their profession. They already took a license exam that gives them the right to do that. Instead, testing needs to be more of a “treat” than a trial.

To make online testing a “treat,” I construct short quizzes with clear options for multiple choice questions and some yes/no questions. These quizzes reinforce the concepts taught rather than try to catch students in a trap where they are forced to question their answers. It’s important to use a platform that gives you the ability to give immediate feedback when the student selects an answer. If a student answers a question correctly, there’s positive feedback such as “Great!” or “That’s correct!” I sometimes add information about the answer to further reinforce the concept taught. Incorrect answers will give similar prompts to encourage the student to reconsider and attempt the question again. If the system allows for immediate retake of a quiz or test, enable it. Remember, the goal of the test is not to weed people out, but rather to reinforce the student’s need to pay attention and learn the material.

There’s a psychological component to positive reinforcement during testing. “Learning accompanied by positive feelings and associations is more likely to be remembered, even beyond the end of the reinforcement schedule,” according to an article on positive reinforcement in psychology. Positive reinforcement allows an instructor or trainer to encourage the behavior and learning they desire. My example earlier of giving my dog a treat to get him to come to me when I called him is an example of positive reinforcement.

I have resigned myself to my dog’s expectation that he’ll get a treat every time he does something I ask him to do (and sometimes just because . . . ). As long as he doesn’t gain too much weight, I can live with feeding him little treats to reinforce his behavior. Likewise, I enjoy giving real estate agents positive reinforcement when they take my courses. My aim is to help them have the kind of results from their business that they desire. That’s the ultimate “treat.”

I Am Not Kim Kardashian

Somewhere out there, someone is looking at the title of this post and my picture and saying, “Duh, no kidding!” I do not have long, dark hair, a famous husband, a TV show, or millions of dollars. So why the declaration?

I spend a good amount of time wondering what I can do to get more attention for my training business. I don’t have a television show or millions of Instagram followers. I don’t even have the resources to advertise a lot. Right now, we can’t travel to conferences and meet people in person. Conferences have gone virtual, too, and no matter what platform they use, virtual networking groups are difficult to manage. So I have opted for some old- and new-fashioned ways to connect with people.

Guess what – The phone still works! I call people regularly and leave a lot of voicemail messages. Sometimes I text them, too. If I can talk with someone, I have a good chance of connecting with them on some level. I can ask questions to determine if there’s a need I can fill or a challenge I can solve for them. Phone conversations are a way to get appointments for meetings where I can demonstrate my abilities. The one issue with phone calls is the other person needs to pick up the phone.

I have started to use LinkedIn more purposely to connect with people. Some are in my industry and might want to use my services. Others are in related industries who I have found on the platform and their work interests me. I always send a note when I ask people to connect. I offer my assistance with connections to people in my network. I have found that people are more likely to accept my offers to connect if I am not trying to sell them my services in my connection request note.

Once I’m connected with someone, I ask for a “virtual coffee.” This is an opportunity to get to know someone and find out if there’s a connection on a personal and professional level.  I schedule these “coffees” for 30 minutes, but sometimes they go longer, sometimes shorter. Again, unless I’m asked, I don’t sell my services. I tell about my work and how I got to where I am today, but this is not a sales conversation. If it looks like my connection might have a need, I ask for another meeting where I can go into more detail about my training and how it can help their people.

I can’t stress enough the importance of connecting with people on personal level. You can send them stuff, post on social media, write blog articles, and go on Facebook Live to talk about your training business, but unless you can talk with them about their goals, anxieties, achievements, and desires, your messages will fall on deaf ears. You have to care about people if you want to help them achieve their goals.

I’m really talking about authenticity here. Being open and honest about who you are with people who might not know you very well. Being willing to listen and relate to another person where they are in life. You do this all before you start selling your programs, courses, webinars, or online platform. It really doesn’t take a lot of time. It just takes a willingness to connect.

I don’t have to be a Kim Kardashian or any other famous person to talk with people who might need my services. You never know what might happen when you connect with someone. You just have to be willing to make the attempt.

My Favorite Teachers

September is here and it’s back to school time! Sure, it’s different this year for many students and teachers, but it’s nevertheless a good time to reflect on education at all levels. I’ve been fortunate to spend some time as a high school teacher and as a professor at the college/university level. Fall has always been my favorite season because it meant returning to the classroom. Now, I spend my days immersed in training adults, and the academic year plays only a small role.

Advancing through the grades is a rite of passage. Parents take pictures of their children on the first day of a new school year and compare them to last year’s photos. Textbooks change, supply lists grow longer or shorter, pens take the place of pencils. We encounter a number of teachers over the years, too.

I reflect periodically about the teachers and professors I had over the years, and especially at this “back to school” time. Many of my teachers were memorable and some were not so much. Teachers can inspire and motivate students to learn and grow. The best teachers help you understand your potential and instill in you the desire to achieve and do better. Sometimes you realize just how impactful a teacher was only in hindsight.

I’m fortunate to have had many excellent teachers during my school, college, and graduate school years. Here’s a sample of what made a few of them stand out.

Storytelling: My fourth grade teacher, Mrs. Wire, had been my siblings’ teacher also. I was the fourth child in our family to grace her classroom. I didn’t like her at all when I was nine years old. She was very strict and didn’t tolerate my penchant for talking during class. When I didn’t finish my penmanship workbook on time, I had to stay in the room during recess and complete the exercises. But one thing Mrs. Wire did almost every day was read to us after our lunch break. She read classic stories and entire novels to the class. She encouraged us to write our own stories, too. We had to learn how to speak and read aloud also. Whenever she read a book to us that I liked, I would go to the library and find others by the same author and read as many as I could. Mrs. Wire gave me a love of a good story, told well.

Construct an argument and substantiate your claims: In ninth grade, I sat in a meeting at the end of the school year and learned about the high school debate team and what it would take to join. I immediately signed up and thus began my three-year career as a debate team member. Richard Hill was our coach and an English teacher at the high school. I learned how to research a topic, pull evidence, and formulate an argument. I also learned how to deliver a speech for maximum effect. Mr. Hill was a quiet presence with a quick wit and a caring nature. He nurtured us, exposed us to new ideas, and encouraged us to keep going when we wanted to quit. In the English classroom, he taught us to think about words and sentences as building blocks to understanding the world around us. His creative writing prompts were legendary. The skills I learned from Mr. Hill have served me well throughout my life.

Push for more: My journey in higher education lead me to pursue a doctoral degree at The Ohio State University. I ended up there because my professors at the University of Wisconsin-Milwaukee knew faculty members at Ohio State and it seemed like the best fit for what I wanted to study. They were not wrong. When I needed a dissertation advisor, I approached Professor Helen Fehervary. She was well-versed in the type of literature and authors I wanted to write about, and she was willing to serve as my advisor. Some doctoral students give up at this point. Choosing a topic, researching, and writing a dissertation take time and a lot of effort. There were many times when I got frustrated and didn’t know what to do or how to approach my topic. There were times when I got angry with her for pushing me to examine something more closely or to write in my voice, not someone else’s. Professor Fehervary guided me through the process and challenged me to keep going through the doubts and rough spots. I completed my dissertation and successfully defended it with her assistance and insistence that I could make a contribution to the field.

It’s true that your parents are your first teachers and the voices you hear when you think about the lessons you learned from them. I hear these teachers’ voices, too, when I consider the knowledge I’ve acquired and what they taught me along the way. I can only hope that the people I teach and train might remember me, too.

3 Realizations About Training Now

It’s been awhile since you’ve been in a classroom, hasn’t it? If you haven’t delivered a class/course/workshop online yet, you’re probably in the minority of active trainers. At the very least, you’ve likely been a participant in a webinar or some other online training.

We’ve gotten used to accessing Zoom or GoToWebinar or Adobe Connect.

We know how to share our screens and conduct polls.

We use a microphone we like (or have tried).

We monitor chat and Q & A closely.

We teach online, live and in-person – just not in the same place as our students.

So why do I feel like something’s missing? I’ve come to realize three things about the difference between live, in-person and live, online instruction that I’d like to share.

  • I get very tired when I teach online. At first, I thought it was just me, but after speaking with a number of other trainers I’ve come to the conclusion that online training is exhausting. When I am in a room with a group of people, there is a give and take that occurs as I present and we discuss a topic. I can feed off the energy in the room. I use different kinds of activities to change the pace of instruction. When I teach online, no matter how much I utilize breakout rooms, polls, Q & A, or chat, I am always on. I must maintain a high level of energy to keep students watching and participating.
  • I miss seeing students’ reactions. If I am using Zoom Meetings, I can see students’ faces on video if I take the time to look. Most of the time, though, I’m busy presenting and running the class. And let’s face it, not all of our students understand the concept of lighting the face or proper camera angle (I do tell them I don’t want to see ceiling fans). There are times, though, when I’m presenting a webinar with no view of students. In a classroom, I can quickly take in the room and see the students’ reactions to the material I present. I can adjust my delivery based on the expressions or body language I see. I’m grateful for the ability to see faces in the online classroom, but I do miss seeing the non-verbal cues I have often relied on.
  • The informal interaction with students is missing. Sure, we have Q & A and chat options available for students to ask questions or comment. I use these functions to create engagement in the online classroom. I have found that people are less likely to ask a more individual question or make comments of a personal nature in an online class. I like fielding questions during a break or after a class because I get to hear other perspectives or help someone understand the material more fully. I miss these informal conversations. I always invite students to connect with me in other ways after the class (email, website, social media), but we lose the immediacy of the need to speak with me as the instructor when the online class ends.

These “realizations” are my observations after several months of teaching online-only classes. Others may share these or not. I am not advocating for an early return to in-person instruction to satisfy my wants and desires.

Online instruction will not go away with the end of the pandemic. With more dispersed workforces and the need to bring current, relevant training to them on a regular basis, online training will continue to be one vehicle we choose to supply that training. These realizations inform how I approach my role as the trainer/teacher in the online space. I need to be aware of them and constantly work to ameliorate their effects on me and the students.