Leader's Edge Training for Real Estate Professionals

Syllabus

Duration & Cost: Leader’s Edge Training for Real Estate Professionals is a highly motivational, intensive seminar. The course is taught in two formats:

1) The seminar can be taught over 3 consecutive days from 9:00 a.m. until 5:00 p.m. This format is designed to give you an intensive kick-start for your career. The course includes 3 days of instructor-led seminars, an extensive course training manual and CD's of pre-recorded course content so you can listen to the material over and over again to reinforce your learning. You are also given a 5-week action plan with follow-up to assist you in implementing the skills you learn during the seminar and to keep you motivated.

2) The seminar can be taught 1 day/week over 7 weeks from 10:00 a.m. until 3:00 p.m. This format is designed to propel your career to the next level and keep it there. This format includes an accountability component each week where we measure your productivity to help you optimize your performance. The course includes 7 days of instructor-led seminars, an extensive course training manual and CD's of pre-recorded course content so you can listen to the material over and over again to reinforce your learning. You are also given a 5-week action plan with follow-up to assist you in implementing the skills you learn during the seminar and to keep you motivated.

Overview: Throughout the seminar we will use a combination of education and entertainment to keep you on the edge of your seat. You will be submerged in an exciting, interactive learning culture that will motivate and inspire you to become a top producer. By combining the power of a leadership mindset with proven systems and strategies, you will be fully prepared to meet the challenges of today’s changing marketplace.

Learning Objectives:

You will master these topics during the seminar:

Fundamentals for leading salespeople in the real estate industry
Value of expanding your prospect base and building a referral based business
Harnessing technology to get the most from your internet leads
Importance of marketing to create a professional image and increase your return
Format for facilitating customized listing presentations
Pricing strategies that will put you head and shoulders above your competition
Psychology of client decision-making & dealing with client objections
Qualifying techniques to separate lookers from buyers
Win:win negotiation strategies to close more transactions
Business planning strategies to convert your goals into concrete daily activities
Time management tips and systems to get the most out of every day

Seminar Outline:

Fundamentals For Leading Salespeople: We help you create a solid foundation on which to grow your business. We discuss the characteristics needed to succeed in our industry: vision, courage, discipline, work ethic, persistence, skill, attitude, patience, planning and tracking. We stress the importance of “relationship” selling to guarantee longevity, and how you need to work from a position of abundance created through continuous prospecting for new business.
Lead Generation: Real Estate professionals must continually prospect for new business opportunities in order to be in control of their career. We teach you where to find new clients, how to approach them and what to say. We focus on building a referral based business so business comes to you, and we show you how to harness the power of technology to capture and convert more internet leads. But the technology of today does not render the fundamentals of yesterday obsolete, so we also teach you solid precision prospecting techniques to grow your business regardless of the market conditions. We discuss the importance of maintaining an up-to-date automated technology-based client management system to keep in touch with past clients. You will master the 12 keys for successful prospecting and we provide you with several proven prospecting dialogues to help increase your success.
Marketing: Marketing should create perceived value and visibility using an emotional appeal to build trusting relationships. You will learn how to stand out from the competition by personalizing your marketing campaign based on your unique personality traits and strengths. We teach you how to develop target markets to increase your return on investment. We discuss the “must haves” of marketing (business cards, postcards, letterhead, envelopes, ads, flyers, brochures, newsletters, etc). We discuss the importance of branding and having a consistent look and feel to all marketing pieces. We talk in depth about all of the different marketing mediums available to you including direct mail campaigns, newspaper and magazine articles, press releases, websites, e-mail campaigns, advertising and television. We discuss the marketing pitfalls that all real estate professionals must avoid, how to monitor the success of your marketing campaign, and where to start if you are working on a limited budget. We provide you with a sample marketing plan to assist you in planning your annual marketing campaigns for the greatest effectiveness and efficiency.

Mastering Listing Appointments: One of the greatest challenges when working with clients is getting a commitment. We teach you the psychology of sales so you can better understand how clients think and how to build strong, committed relationships with them. We teach you several communication “techniques” that you can use to navigate through difficult issues with clients. You will learn a standard process to follow for every listing appointment, starting with things you can do leading up to the appointment, and the steps you should follow during every listing appointment to increase your chances of success. We discuss the importance of using open-ended probing questions to draw out a client’s motivations and concerns so that each presentation can be customized to fit that client’s specific needs.
Pricing Strategies: Most real estate professionals find pricing to be a challenge, especially when the market is changing. We explore pricing philosophies and several strategies to get to the “right price”. Most salespeople only know how to do CMAs, but we teach you how to price homes based on right price analysis, law of supply and demand, absorption rate analysis and price sensitive positioning. You will learn everything you need to know to convince sellers to list at the right price the first time to get their home sold quicker, for more money and with less inconvenience. We discuss how seller motivations affect price and how the seller can use incentives to attract buyers. In a hot market, price reductions are never an issue, but when the market slows down, you need to learn how to say the tough stuff. We give you repositioning strategies and teach you how to communicate with the seller to get a price reduction without jeopardizing the listing.
Objection Handling: The master key to selling is the ability to understand the client’s needs and ensure we meet those needs. We teach you the difference between client hesitations, objections and conditions and how to handle each to come up with the best resolution for the client. We discuss the 3 D’s of objection handling: determination, dialogue and delivery. You will learn to master several hesitation and objection handling techniques which will build your confidence when dealing with difficult issues. We also provide you with over 50 proven dialogues that you can use to overcome just about every conceivable objection you will ever hear in the real estate industry. We finish up by discussing why cutting commissions hurts our business and the strategies you can use to overcome commission objections. You must remember that commissions are negotiable. We will teach you how to communicate your unique selling proposition so sellers can appreciate your commission structure.

Working with Buyers: Most real estate professionals waste a considerable amount of time working with potential buyers who are not going to buy. We teach you easy methods to quickly qualify buyers and strategies to “get to sold” with less inconvenience. We take you through a step-by-step process to get commitments BEFORE you start working with them, how to spot buying signals and how to negotiate win:win offers in less time. We’ll also explore successful tips for holding great open houses.
Business Planning: This section is worth the price of the entire seminar! Every business must have a solid business plan at its foundation. It is not about how much money you EARN in your business, but about much you money you KEEP in your wallet at the end of the day that counts, so we discuss tips to help you keep your hard-earned dollars. We teach you the five awarenesses that all business people should know, as well as the seven things most people fail to understand about owning their own business. We stress the importance of setting realistic goals and how to determine what specific activities you must do every day to achieve your goals. We teach you how to create a budget to determine the yearly income you want/need to earn, and then how to create a straightforward business plan to turn your income goals into concrete daily activities. We provide a sample budget and business plan that you can follow to create your own plan.
Time & Life: This module is designed to give you a “check up from the neck up” so you can deal with what might be the biggest road block to your success – yourself. We discuss the value of time and how we need to live in the moment. We look at what a perfect time schedule should look like (balancing career, family, friends, and personal time). We discuss the importance of creating balance in our lives and we give you 22 techniques to better manage your time. We discuss the importance of maintaining a positive attitude and several things you can do to overcome challenges and stay strong in your career and relationships.

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