Day One
(8:15 a.m.-9:00 a.m. Registration; 9 a.m – 5:30 pm Session)
1. Self-Management
· Learn some really simple yet effective ways to stay focused and organize your life
· Understanding the importance of Self-Management and how to maintain it
· The importance of Attitude and how to stay positive
· Set up personal goals to reach during the sessions
· Learn to distinguish between your business and personal life
2. Prospecting –Become a Master Rainmaker
· Learn winning scripts for calling FSBOs and Expireds – never be afraid to call again.
· Immediately increasing your close ratio on the telephone
· How to handle every possible phone objection
· Over 21 ways that top agents are using today to generate listings appointments, other than using the telephone
· The truth about creating a cost-effective business based on referrals
· BONUS – Watch Darryl call LIVE FSBOs during the session and schedule a listing appointment.
3. The Listing Appointment
· Darryl is a master at listings. Learn the specific techniques and dialogue that helped him list 4 out of 5 FSBOs
· The 4-Part process to delivering a powerful listing conversation
· Understanding the seller’s needs and how to get them to open up to you
· Designing your personalized listing presentation
· How to present price without being thrown out the door
· How to be more R.E.A.L.Ô during the listing conversation
· Validating yourself with a “Brag Book”
· What should be in a successful Pre-Listing Packet |
Day Two
(9 a.m – 5:30 pm Session)
4. Handling Sellers Objections
· Learn the difference between a Blow-off, Condition and an Objection
· Never be at a loss for words again with the easy to use Objection Handling Troubleshooting Chart
· Identifying the fourteen common objections from a seller
· Over 54 techniques to handle seller’s objections
· Visuals to help support your dialogue
5. Playing with Buyers
· Creating urgency with a buyer and how to show 5-7 houses and make a sale
· A questionnaire scientifically designed to determine if a buyer is really a buyer or just a “looker”
· Components for putting together a Buyer Presentation (Conversation) Book
· How to create buyer loyalty and present Buyer Agency
· Working with the “Shiny Penny List”
6.. Negotiating Offers
· How to have the buyer start with their best offer
· How to get more offers accepted
· An 8-Step Process to presenting an offer directly to the seller (even when you are not the listing agent)
· How to make sure your contracts make it to closing
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Day Three
(9 a.m – 5:30 pm Session)
9. Servicing Sellers
· How to get your listings SOLD in any market
· A No-Brainer Follow-Up System for better communication with your sellers
· The secrets on how to get a price reduction
· How to get referrals from your current listings
10. Power Technology
· How to automate your business
· From the basics to the advanced techniques for getting computerized
· The components of a winning web site
· The power of E-mail prospecting – what is it and how to make it work
· What is the best software and hardware that Top Agents are using today
11. Farming - Doing It the Right Way
· How to put a system in place to stay in touch with your “sphere of influence”
· A full year of promotional ideas to generate a continuous flow of listing leads
· How to develop a farm worth over $100,000 a year in commissions
12. The Secrets to Self-Promotion
· Creating an image
· Finding your U.M.P. (Unique Market Position)
· How to produce an inexpensive, high-quality brochure that gets you noticed
· Leave the session with your own unique slogan
13. Your Next 30 Days
· Review the most important items you learned
· Creating a support structure to implement your High-Priority items
· Walk away with a comprehensive game plan, beginning with a detail format for your first 30 days, and finishing it off with a 12-month support structure. |
