- Pricing Listings To Move Inventory
- Solutions to Today's Toughest Listing Objections
- Converting Open Houses Into Closed Transactions
- Become the Agent That Homeowners Want to List With!
- Overcome the FSBO Factor and Flourish
- How to get hired by the Expired
- Have Your Buyers Saying, "Good Buy" Rather Than "Good Bye"
- How to Avoid, Survive and Get Out of a Sales Slump
- Life is Great ! Balancing Personal and Career For Maximum Happiness !
- Should You Hire a Successful Top Producer Panel Moderator?
- MANAGEMENT PROGRAMS
- Street Smart Recruiting
- L.E.A.D.: Leadership, Empowerment, Accountability, Development
Pricing Listings To Move Inventory
In today's market there are few skills or strategies that will help you make more money than the ability to persuade property owners to price their property at today's market value. In this very powerful seminar, we will go over new strategies regarding the presentation of your CMA, the dialogue needed to not just tell, but demonstrate the pitfalls of pricing improperly and the benefits of pricing correctly. Your words and actions can have a great effect on how the owner perceives you and where you are guiding them. We will show how the NAR code of ethics can be used as a pricing tool and how to use these skills and words for new listings and also for price corrections on your current listings. For a fun, fast paced and fantastic seminar, you will want to add this one to your next educational event.
Solutions to Today's Toughest Listing Objections
If you had the confidence to overcome virtually any and all listing objections, how many more listings would you secure this coming year? If you had the solution to every listing objection with scripts so powerful that you actually looked forward to hearing the objections, how much more would you earn? This powerful and innovative program has helped to launch many six-figure income producers. You’ll learn how to overcome any listing objection by educating the homeowner with analogies, logic and the most dynamic scripts you ever heard. Joe delivers this program with a power and energy like you’ve never seen before in any other real estate seminar.
Converting Open Houses Into Closed Transactions
Originally designed and delivered to various Realtor® Associations and private companies for the 2013 NAR Open House Weekend, this is an excellent program for future NAR Open House Weekends but also year round. Thousands of open houses are held each and every weekend throughout the U.S., with varying results. Nearly all agents wish they could attract more traffic and have better sales results from their open houses. Now they can. This transforms the average open house into an event with numerous strategies that are new to the industry. We show you easy to use and implement strategies that include social media, data collection, etc. to drive the traffic to your open house and how to make that open house the most memorable one the buyers or sellers will attend. We also share some secrets of how to maximize your open house as a listing tool as well. This program is a real eye opener.
Become the Agent That Homeowners Want to List With!
What goes through a homeowners mind before the listing presentation? What are they asking you and why? Are you just presenting your features or are you actually selling your value to them? What are the most important questions that a homeowner should be asking you in a listing interview and how do you get them to ask them? What are the homeowners comparing when interviewing more than one agent, and how can you come out on top. What questions are you asking the homeowner? Some questions should NEVER be asked by you and others should ALWAYS be asked by you. The art of persuasion is all about differentiating yourself from others in a manner that homeowners see as something they deserve to have and do not want to risk of losing you as their agent. Most Persuasion techniques are optimistic, low-key and not pushy at all.
Overcome the FSBO Factor and Flourish
The For Sale By Owner may very well be the most neglected, yet richest source of listings for all real estate professionals. In this humorous, yet very educational program, the participant will learn about reaching out to non-traditional sources of FSBOS, the most effective ways to prospect them, why the vast majority of salespeople fail at them and why a few salespeople reap riches from them. You’ll learn specific strategies for a FSBO listing presentation, how to overcome their most difficult objections and win them over for that “elusive exclusive”. CAUTION: This program can often lead to participants quadrupling their listing production!
How to get hired by the Expired
Regardless of market conditions, there are always expired listing opportunities. A major University study showed that 64% of all expired listing homeowners re-listed with a different broker within 30 days. Are you getting your share of this plentiful listing market? One of the keys to obtaining expired listings is differentiation. What can you do differently from their last broker? Do you have a plan in mind that will impress the homeowner and not having them thinking, “all Realtors® are alike.” What is the best way to follow up with an expired listing while they consider what they should do or even attempt to fsbo the home for awhile? In this dynamic program you will learn the most effective ways to overcome the most common expired listing objections in a professional and persuasive manner. This is a must program for any MLS looking to help their Realtor® members become more successful.
Have Your Buyers Saying, "Good Buy" Rather Than "Good Bye"
Are you tired of being a tour guide for buying prospects who have no intention of being realistic? Have you had more than your share of buying prospects use your services for weeks only to buy the first house they see with a competitor or even from a FSBO? Perhaps it's about time to take control of the situation. In this power packed program we’ll discuss how to find and work the most motivated buying prospects, how salespeople can better show the right houses the right way, obtain more quality purchase offers and negotiate more successfully.
How to Avoid, Survive and Get Out of a Sales Slump
Your career is going great when all of a sudden.. WHAM! Sales are dying, listings seem impossible to get, and you’re losing your confidence and momentum. YES, you’re in a sales slump! Even the best may occasionally go through a sales slump. The questions are, what steps can I take to avoid them, how do I make them shorter in length and survive the emotional and financial strain and what is the best way to end it and get back on track? In this program, we will examine the many reasons why a salesperson can get into a slump and the signs to look for if you’re heading that way. You will learn how to take some action steps to get out of your slump and what needs to be done to prevent another setback in your career. This is a very unique program and one that salespeople and brokers of all success and experience levels will benefit from.
Life is Great ! Balancing Personal and Career For Maximum Happiness !
Happiness in life is a goal that everyone wants. Yet, the stresses in your career can conflict with your personal life and vice-versa. This session will give you the proper perspective and strategies to schedule, prioritize and balance to create greater success in both your career and personal life. Harmony and happiness in your life cannot be compromised. Instead of juggling both, perhaps it is time to put everything down, stand back and take a good look at the changes you need to make. Stress is unavoidable….how you deal with it is imperative!
Should You Hire a Successful Top Producer Panel Moderator?
Many educational events today feature a top producer panel. Some of these panels turn out great, others bomb out. It usually is because of how well the moderator prepares for the panel, leads the panelists and controls the flow. There is a lot more to having a successful Top Producer panel than asking questions. Whenever I am asked to moderate a top producer panel, I extensively research the panelists as to their experiences, their strengths, weaknesses, learn about their personal and career background to avoid inadvertent embarrassments, yet build up their ability to overcome obstacles. I then in turn either create or take questions from the audience that will allow the right panelist to answer the right question. I also give tips ahead of time to nervous panelists as to how to best overcome their fears facing an audience, for many of them, a first time. The key is in asking continuation and/or follow up questions that will lead the panelist to greater comfort and ease in answering the questions and getting great audience feedback. If you are going to have a Top Producer Panel at your next educational event, you might want to consider having an experienced and committed moderator to lead it for you.
Street Smart Recruiting
The health and well- being of your company/office in the future depends on your ability to attract and persuade top producers to join you. Recruiting today is more difficult than ever, with the decline in number of agents, the quality of agents and also because of new business models that offer very high splits for very small monthly investments. We also face the challenges of emails being blocked, etc. So, how do you overcome these obstacles? In this seminar we will discuss many of these problems, offer solutions to them and also a number of strategies for attracting more people to your company. Whether you are targeting new licenses, experienced salespeople or a mixture of both, this seminar will help guide you in the right direction as we look into different avenues and new, innovative programs and strategies.
L.E.A.D.: Leadership, Empowerment, Accountability, Development
Brokers and Managers face many new challenges as the face of doing real estate has evolved over the past decade. Among the most important are increasing per agent productivity, maintaining a high morale in the face of market challenges, and retaining salespeople who might be lured by new real estate firms with enticing different business models. This session gives the participant a realistic look at these and other challenges and a plan of action to have your company grow and thrive in the face of these challenges. The answers may not always be easy, however, anything worthwhile usually isn't. It's been said that "Management is doing things right, while Leadership is doing the right things." This session will show you how easy management is when you provide the right leadership.