(Most Sessions 75 min – 3 hours; flexible)
KEYNOTE Use Your Head … For A CHANGE! In everyone’s professional and personal life Change is inevitable; growth, on the other hand, is optional. Whether you are progressing from one predictable stage of professional growth to another or trying to deal with the ever-changing market, there are 5 Essential Steps for successfully creating and managing change that will enable you to succeed in any market. If you are ready and willing, this session is for you because you will certainly leave … able!
Leadership … Winning Others Over vs. Winning Over Others What percentage of your day would you say you are actively attempting to influence … persuade … negotiate with others? We are living in a world fraught with strongly felt differences that end up in conflict, and the intuitive path for most of us whether in business or our personal relationships is to win even at the expense of others. The road from confrontation to agreement is not the elimination of these differences … that is not even possible. So, how do you go about winning the cooperation of others in an environment of strongly felt differences … winning others over vs. winning over others? The answer is by understanding, mastering, and implementing the principles of influence: persuasion … leadership … negotiation.
3 KEY Success Strategies: Time Management – Delegation – Balance Time … it’s your greatest asset! Are you squandering it on being busy at the expense of being productive? Controlling how effectively and productively you spend your time begins with a simple and realistic system for measuring and tracking how you spend it. With that accomplished, solutions for managing it will present themselves … better systems to create more focus, time-blocking to assure implementation on first things first and eliminating procrastination … outsourcing where possible, delegation when necessary, and “budgeting” for balance. Step One: attend this session!
5 KEY Success Strategies … POWER UP Performance Using NAR data, long-term trends, and the experience of successful agents we have identified 5 key strategies to propel your performance. Included are strategies focused on attracting a large quantity of quality clients: Proactively identifying and delivering unique/compelling value, purposefully keeping those clients repeating and referring, and a real-world time-management system to increase professional productivity and personal balance. If you are looking to power up your business, this session is for you!
5 MORE Key Success Strategies … HIGH POWER Negotiating If you are increasingly being confronted with seller and buyer objections and would like to be much more Masterful in handling them, this session was designed specifically for you! You will learn not only the most recent and innovative 4 Step Format for handling any objection but also specifically what to say–and when and how to say it–to effectively overcome the most common objections of price, commission, and “low-ball” offers.
5 BONUS KEY Success Strategies … Take ACTION NOW! Change is inevitable in everyone’s professional and personal life; Growth, however, is optional. Whether you are progressing from one predictable stage of professional growth to another or trying to deal with the ever-changing market there are 5 Essential Strategies for successfully creating and managing change that will enable you to succeed in any market. Attend this session and leave ready to take action now!
New Negotiating Edge: Gaining Trust & Loyalty You can give advice to clients who do not trust you … they just won’t take it! So, the successful resolution of any negotiation begins with overcoming the most predictable form of resistance … Distrust. In this session, you will learn the 3 essential elements that affect the outcome of any negotiation and application for each, the 3 predictable forms of resistance, the implementation of 3 specific strategies for gaining the trust and loyalty of the client.
New Negotiating Edge: Motivation Is Always THE KEY You are about to commit to investing your most valuable assets–your time and energy– to a new client. The questions are: Is this a “Real” buyer or seller? Is this client truly motivated to buy and/or sell? And what is the motivation? In this session you will learn the fundamental difference between “reasons” and “motivations,” a 3 Step Process developed at the Stanford Research Institute for quickly and accurately determining “dominant” motivation, and 5 basic counseling principles in probing for specific customer/client motivation.
New Negotiating Edge: Getting PAST NO! Yes, But … “Your commission is too high” … “We need to sell for more” … “We want to offer less” These are just a few examples of the objections that arise constantly. Since they do, would it not be smart to learn a presentation to avoid them and a strategy to successfully handle them along with the specific language for overcoming them? If that makes sense to you, then this is the session for you!
New Negotiating Edge: Mastering the Language of Persuasion What to say, when to say it, and how it should be said, is the essence of any negotiation. In mastering the language of negotiating, it is important to understand that the form, style, and design of communication is as important as the content. The following trilogy is designed so the student has a more in-depth understanding of the importance of and strategies for “connecting” with the client before attempting to convince, influence, and negotiate with and for the client.
New Negotiating Edge: First You Connect –Than You Convince Your success in any negotiation is not so much what you say, but how you say it. People are different from each other, no amount of “getting after them” is going to convince, influence, or persuade them. Understanding the “evidence procedures” used to identify the personality type you are attempting to influence and modifying your delivery Style and Form to accommodate what they want and need from you is the solution to reaching agreement.
Mind Your Own Business … Designing A Focused – Profitable – Personal Plan There are fundamental design elements in any successful personal plan. First, the Foundation: choosing and committing to the essence of what will make you “famous” to your clients–your unique and compelling value proposition. Second, the Cornerstone: an accurate and measurable “financial target” which represents the quality of life you wish to create for yourself and family. In this session, we will design that vision, identify appropriate operating and marketing expenses, calculate a financial target, translate that target into a number of settled units, and analyze your personal promotion options to assure Success.
Successful Personal Promotion … A Winning Hearts & Minds Approach If you are about to commit or recommit your time, money, and energy to an effective personal promotion strategy, this session has been designed for you! We will create an effective ongoing strategy based on NAR “hard fact and data” to assure your plan is focused on how most clients find their agent, proactive with step-by-step strategies for “connecting” with those clients, and purposeful – forward thinking to not only attract clients first but also keep those clients and all their friends forever!
The Personal Assistant … Find – Hire – Train This session is an in-depth look at the specific role a personal assistant plays in their agent’s success. Information will include finding the “right” assistant, creating an appropriate job description, interviewing, determining appropriate status (employee vs. independent contractor and licensed vs. unlicensed), determining compensation, and creating specific prospecting, promotion, and administrative systems and strategies.
Exclusively By Referral … THE PROgram This program is unlike any other program you have attended. It is not a listen and learn program, it is a listen and do program. It includes not only the 5 Basic Principles for creating a successful repeat and referral business, but also includes a step-by-step, month-by-month implementation of those principles in the form of specific strategies, techniques, and dialogues. This is a self-administered “coaching program” that will guide you to a more Focused, Proactive, Purposeful, Enjoyable, and Successful referral business.
EXTRAordinary Client Service … DURING the Transaction 98% customer satisfaction . . . So What?! Satisfaction is not the target . . . Loyalty is! If you are about to commit or recommit your time, money, and energy to an effective customer service package strategy, this session has been designed for you! We will create an effective step-by-step strategy focused on creating raving, referring fans with proactive elements to exceed their wildest expectations–a complete package focused on turning every ordinary situation into an EXTRAordinary experience.
EXTRAordinary Client Service … BEYOND the Transaction Abandoned is how clients describe how they feel after the conclusion of a transaction. It is also the number one reason why at settlement almost 80% say they would use their agent again … but only about 12% do! If you are committed to a long-term career, it is time to stop thinking Transaction and begin focusing on Realtionship! In this session we will create a Proactive – Purposeful – Forward-Thinking strategy for keeping your Clients and All Their Friends – Forever!