PROGRAM SUMMARY:
Module 1: GET READY FOR SUCCESS {slide=Show/hide summary} This module is especially designed for two groups of sales people: 1. Those of you who have recently completed your Sales Registration Certificate and are just beginning your real estate career. Starting with this first Module will give you success clues that even some of the more experienced are not aware of! You will: - Identify and eliminate any personal beliefs and thoughts which may be limiting your success,
- Explore the reasons for choosing this career and become crystal clear on the goals which will motivate you to success
- Look at the action steps you will need to put in place to achieve these goals .. and beyond!
2. Those of you who feel "stuck" - as if you are putting in the hours, perhaps working 6 -7 days each week, yet still not getting the results you had hoped for. Perhaps you could be thinking of quitting, or maybe just frustrated and not sure what is going wrong. What could be limiting your success? - Are your results not what you want?
- Are you often in "overwhelm", spinning wheels, working hard yet not moving ahead as fast as you would like?
Completing this Module will give the tools to: - Re-program your mind for success
- Look at what is sabotaging your end results
- Create a powerful, action packed Goal Plan with clear directions and specific, measurable action steps towards these goals!
Overview of this first Module 1.0 Introduction
2.0 The Starting Point
3.0 Take Control Now and Create Your Future
4.0 Success Leaves Clues! How and Where to Find Them
5.0 Take Stock of your Current Reality
6.0 Obliterate your Success Sabotage Patterns!
7.0 Dreams, Goals and Targets
8.0 The Magic of Setting Goals - Road Map to Success
9.0 Action is Power!
10.0 Your Goal Plan
11.0 REAL ESTATE MASTERY Goal Plan
12.0 Summary{/slide}
Module 2: BECOME THE “AGENT OF CHOICE”{slide=Show/hide summary} The real estate marketplace is a tough arena. Public perception of agents is at an all time low. Many sellers are choosing to sell privately instead of engaging an agent. As agents, we know this is not the way to acheive the best result but do our clients know this? How can we present ourselves to clients as sales professionals and agents who are different to the stereotype of rogues and crooks? Unless you know how to do this, unless you can clearly answer the seller's question: Why should I choose YOU? -your real estate career will be very shortlived - you will have no clients!
Completing this module will: - Give you the answer to this question
- Give you a competitive advantage over other agents in the marketplace.
- Show you how to promote yourself to prospective clients
Outline of this Module 1.0 Introduction
1.1 Special challenges for new agents
1.2 The challenges for experienced agents
2.0 What is a U.S.P?
2.1 Examples of successful U.S.P.s
2.2 Sales, level of income and your U.S.P
3.0 The starting point
4.0 The changing world of real estate
5.0 Identifying a compelling U.S.P.
6.0 Drilling down to find a clear U.S.P
7.0 Writing your U.S.P
8.0 "REAL ESTATE MASTERY™" U.S.P.
9.0 Summary{/slide} Module 3: POWERFUL PROSPECTING{slide=Show/hide summary} - Why is prospecting such an integral part of any successful career in real estate sales?
- What are the most effective ways of generating prospecting leads?
- How do you build a career with focused dollar-productive activity, instead of the wasting time and energy experiencing lack of results, disappointment and rejection?
Completing this module will introduce you to more than 20 ways of prospecting, help you to set and achieve targets and build a goldmine of current and future sellers.
1.0 Introduction
2.0 The Starting Point
3.0 Attitudes and beliefs around prospecting
4.0 Prospecting and procrastination
5.0 The fear of rejection
6.0 Steps to successful prospecting
7.0 Your "Seller Pipeline" - what is it and how do you build it?
8.0 Prospecting at each stage of the "Selling Cycle"
9.0 Working smarter not harder
10.0 Designing a personal prospecting plan
11.0 Your personal prospecting plan
12.0 "REAL ESTATE MASTERY™" PERSONAL PROSPECTING PLAN
13.0 Summary
14.0 Conclusion{/slide} Module 4: PRE-LISTING STRATEGIES FOR SUCCESS{slide=Show/hide summary} - Preparation is everything! How do you give yourself every chance to get the listing?
- Having the right mindset, the right intention, thorough research, professionalism and confidence in your own ability to be the agent of choice - these are the necessary ingredients.
Completing this module will give the knowledge and an action plan to set yourself up for listing success.
1.0 Introduction
2.0 The starting point
3.0 Appraisal and Listing Presentations
3.1 The Magic Qualifier
3.2 Appraisal scripts and strategies
3.3 Strategy for a qualified Listing Presentation
3.4 Discovering your seller's price expectations
4.0 Preparing your C.M.A.
4.1 Local area research
4.2 Past and current sales activity
4.3 C.M.A. template
5.0 Pre-listing information package
5.1 The purpose and the presentation
6.0 "REAL ESTATE MASTERY™" Pre Listing Information Package
7.0 Summary{/slide} Module 5: DYNAMIC LISTING PRESENTATIONS{slide=Show/hide summary} - How do you ensure that your seller signs the listing with you?
- How do you conduct a professional Listing Presentation and gain an exclusive listing or an auction accompanied by Vendor Paid Advertising (VPA)?
Completing this module will give you these skills. You will learn how to negotiate and secure exclusive, well marketed saleable listings accompanied by a realistic advertising budget.
1.0 Introduction
2.0 The starting point
2.1 Gap Analysis
2.2 Learning from the past
3.0 The power of intention and mindset
4.0 The Plan
5.0 Listing communication strategies
5.1 Information gathering and rapport building
5.2 The skill of active listening
5.3 The skill of paraphrasing
5.4 The skill of matching and mirroring
5.5 Determining motivation and negotiability
5.6 Preventing "seller remorse"
6.0 Securing the listing on the first visit!
7.0 "REAL ESTATE MASTERY&%0153;" "DYNAMIC LISTING SUCCESS"
8.0 Summary{/slide} Module 6: "VENDOR PAID ADVERTISING"{slide=Show/hide summary} - How do you create and present a powerful marketing strategy to get your client the best sale possible in the current market?
- How do you convince your seller of the importance of marketing their property?
- How do you secure the advertising cheque?
Completing this module will give you the skills to present effective marketing strategies and secure Vendor Paid Advertising every time.
1.0 Introduction
2.0 The starting point
3.0 The skill of effective marketing
4.0 The skill of effective advertising
5.0 The Marketing Strategy and V.P.A.
6.0 Examples of written Marketing Strategies
7.0 Securing Vendor Paid Advertising
8.0 Strategies for competition from "free advertising"
9.0 Commission and Advertising
10.0 Examples of Advertising Budgets
11.0 Real Estate Code of Conduct
12.0 Implementation of the advertising budget
13.0 Monitoring effectiveness of your marketing
14.0 "Real Estate Mastery" VENDOR ADVERTISING EVERY TIME!
15.0 Skyrocketing your sales results!
16.0 Summary{/slide} Module 7: WORKING WITH “HOT BUYERS"{slide=Show/hide summary} - How do you separate the genuine buyers from the time-wasters?
- How do you work effectively with your buyers, to secure realistic offers?
Completing this module will give you a personalised plan, so you don't spin wheels showing properties to unmotivated buyers. You will learn powerful strategies and scripts to qualify your buyers guaranteeing immediate income opportunities as well as creating loyal ongoing customers and potential future sellers
1.0 Introduction
2.0 The Starting Point
3.0 "Relationship selling"
4.0 Working dollar-productively with buyers!
4.1 Attracting the right buyers
4.2 Interviewing skills
4.3 Qualifying and separating the motivated buyers from the time-wasters
4.4 Categorizing the buyers
4.5 Systems to look after each category
4.6 Strategies for special buyer needs
4.7 Matching buyers to the right properties
4.8 Buyer commitment and strong offers for properties
4.9 Presenting offers and negotiating contracts
4.10 Building solid relationships for short and long term dollar-productive activity
4.11 Ensuring documentation is correct to eliminate risk to clients and yourself
5.0 "Real Estate Mastery" "HOT-BUYER" $$ PRODUCTIVE ACTION PLAN!
5.1 The Plan
6.0 Summary{/slide} Module 8: NEGOTIATING PAST THE “NO!”{slide=Show/hide summary} - What do you do when your client says "NO"?
- How do you move past this to close a deal?
Completing this module will give you the keys to negotiate like a top professional. You will be given a sure-fire strategy to plan your negotiations in advance and the tools to influence client behaviour and responses to arrive at winning outcomes. You will learn the skills of influencing, to work with rather than against your clients, to gain agreement and to recognise that the word "NO" does not mean the end of the deal.
1.0 Introduction
2.0 The Starting Point
3.0 Keys to Becoming a Top Negotiator
4.0 Communication for positive outcomes
5.0 Pre-negotiation preparation
6.0 The negotiation process
7.0 Trouble shooting
8.0 Closing the deal
9.0 Don't stop yet!
10.0 "Real Estate Mastery" The Ten Commandments for Top Negotiations!
11.0 Summary{/slide} Module 9: OBJECTIONS - GREEN LIGHTS NOT BRICK WALLS!{slide=Show/hide summary} - How can you handle objections?
- How do you work with a client who is difficult and often negative, sometimes angry and suspicious?
Completing this module will give you the scripts and dialogue which will transform your results and give you successful outcomes every time. You will gain skills and the confidence to handle each common client objection. You will learn to think ahead and use communication strategies to disarm and neutralise most objections before they even become an issue.
1.0 Introduction
2.0 The Starting Point
2.1 Where are you now?
2.2 The difference for your future results
3.0 Thoughts affect Outcomes
3.1 What is getting in the way?
3.2 Setting yourself up for success
4.0 Preparation is the Key
4.1 Welcoming the objection
5.0 Strategies and scripts for more than 20 client objections
7.0 "Real Estate Mastery" Proven Objection Neutralisers!
8.0 Summary{/slide} Module 10: CLIENTS FOR LIFE!{slide=Show/hide summary} - How do you build a business based around referrals and repeat business?
- How do you ensure that your paperwork is correct and commissions are not lost by your mistakes?
Completing this module will give you a step by step plan to protect your commissions and create clients for life with systems and a strategy. This will ensure your documentation is correct, your client follow up plans systemised and that you pre-empt and overcome sales settlement issues by pro-active strategies and strong networks of other professionals.
1.0 Introduction
2.0 The Starting Point
2.1 Gap Analysis
2.2 Intention and planning leads to future success
3.0 Building a repeat and referral business
3.1 Success Leaves Clues
3.2 Tips from Top Performers
4.0 It's not over yet!
4.1 Post settlement client communication
5.0 Monitoring your contracts
6.0 The value of systems
6.1 A system for every need
7.0 "Real Estate Mastery" Clients for Life
8.0 Summary{/slide}
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