Workshop Content
General Concepts
- Concept of Predictable Behaviour
- Best Interests-Belief - Predictable Outcome
- Communication - Telling vs Drawing Conclusions
- Prospecting, Presentation, Performance
- Conversions
- Leverage
Specific Concepts
- Agent Value Proposition
- Principles of Selling and Sales Profiling
- Best Interests
- Client Perception
- Concept of Trust, Distrust and Comfort
- Decision Making Process
- The Concept of Predictive Behaviour
- Listing Presentation Must-Haves to Address
- Biography
- Experience
- Marketing Plan
- Dynamic Strategic CMA
- Commission
- Constructing an Agent Profile
- How To Compete
- CMA (Comparative Market Analysis)
- Valuation vs Pricing
- Strategic Elements
- Interpretation of Data
- Presentation of CMA
- Pricing Strategy and Dynamics
- Buyer Profile
- Polarization vs Consensus vs Leadership
- Having a Prospect Draw Your Conclusions
- Role of Marketing
- Clients Perception
- Property vs Lead Generation
- Listing Management
- Frequency of Contact
- Managing Expectations
- Securing Buyer Agreement
- Browsing vs Buying
- How to get a buyer to purchase in 30 days
- Negotiations and the Three Other Guys
- Reconstruction of Value Proposition
- Elements of Presentation
- Presentation Corridor
- When a Presentation Starts
- Information Gathering
- Active Self Checking & Prospect Confirmations
- Closing and Transition Points
- Follow Up and Commitment Steps
- Negotiating Commission
- Forms of Prospecting
- What has to happen
- Dynamics of the Shift in Interests
- Passive vs Active
- New Client conversion
- Sign calls
- Showings
- Open Houses
- Referrals
- Weight of Influence
- Sales Ethics and Responsibility of Influence