Getting Saleable Listings in a Seller’s Market
New approach, New vocabulary, New role!

For decades the real estate industry has not been as strategic in its thinking as other industries. This is reflected in the fact that the Harris Poll, in a rating of trustworthiness by profession, ranked realtors at the bottom of the 23 professions they examined. Agents been stuck in a business-as-usual mode of operation for years, instead of focusing on the consumer’s wants and needs. This course will show you how to transform your thinking, focus, and vocabulary to provide what is most important to the homeowner. You’ll learn how to dispel the homeowner’s biggest fears and frustrations, while bringing him greater financial benefit. You’ll leave with a roadmap to a customized marketing system that will enable you to get saleable listings every time!
Building Your Referral-Only Business – A Perpetual Revenue System
Almost everyone in real estate talks about the importance of building a referral-based business, but less than 4% of agents actually do. An enormous number of referrals exist within our reach, but how do we go about securing them? It all begins with a shift in our mindset, perhaps our greatest challenge. By shifting our focus from referrals/transactions to relationships and how we can help others, the flood gates will open to more referral business than we can possibly handle. Real estate today should be all about the consumer, not the agent. It’s not about the quantity of people in our database, but the quality of the connection/relationship and how we are maintaining a meaningful connection.
Recreation and Resort Specialist
Getting Prospects to Own Where Their Is
According to NAR market research, the vacation and second home sector is experiencing incredible growth due to the Baby Boomer generation. Just in the last five years alone, sales in the resort market have increased by 25% to $50 billion per year.

Attendees will learn how to….

• Keep their buyer prospects connected with emotional reminders of the benefits of owning their special place in ____________
• Utilize the power of empathy to establish long-term, successful relationships
• Become present and future vacation homeowners’ go-to person with questions about their community
• Utilize the power of the web to give better service and sell more properties
• Generate quality buyer and seller leads by tapping into the reservoir of local service providers
• Utilize Jack Cotton’s (Sotheby’s #1 Luxury Market agent in the U.S.) strategies to become a luxury market leader in their own community
• Implement strategies to insert themselves into their communities and the enormous untapped potential revenue many of us live amongst
• Utilize systems to market their community to attract out-of-town buyers

Real Estate Connections That Last

For years agents have been taught the importance of differentiating themselves in the marketplace. While differentiation is a good beginning, agents should also strive to develop the characteristics of distinctiveness (to be notable, attractive; possess special qualities). The Dean of the Harvard Business School states, “Businesses and business people must ask themselves two questions. First, what do I do that my competitors also do, but that I do better? This might be how you are distinctive. Secondly, what do I provide consumers that none of my competitors do? This is what makes you different.” Since we in real estate all sell the same product or inventory, we have to differentiate ourselves based more on what we do for our clients and the community and the services we provide, than on a differentiated product. In this course agents will learn how to powerfully insert themselves into their communities and the enormous, untapped potential revenues many of us live amongst, by becoming their trusted town advisor with the delivery of current, relevant information about the real estate market, as well as their community.

Are You Consumer-Centric?

In a recent Harris Poll ranking 23 professions in the U.S. for trustworthiness, Realtors were 23rd (at the bottom) behind new/used car salespersons. The reason for this is because the real estate industry, as a whole, has not been strategic in its thinking. It’s no longer about us, it’s about them…the consumer. Strategic thinking begins with the rectification of names/words. Agents will learn to apply a new vocabulary to better meet the sensitivity and cynicism of today’s consumer. They’ll also develop skills to dispel the five greatest consumer misconceptions, such as cost of ownership and fair market value. Agents will leave with an objection-free listing presentation guaranteed to excite the seller about their marketing and pricing strategy and get them every saleable listing they want!

It’s Time to Stop All the Blah-Blah and Give Them More Ah-hah!

Consumer demands, preferences, and expectations have moved forward, but traditional sales training and taught activities and actions haven’t kept pace. The key to modern success in our industry depends on earning trust, consistent high performance, and the willingness to adapt to current cultural and societal values, expectations, fears, and desires. Today, we create success through sharing, solving, supporting, and serving others. If you want to be perpetually connected, trusted, chosen, and referred…this class is for you! You’ll get action steps and strategies that will create renewed relationships, Top-of-Mind Awareness, trust, opportunity, self-respect, and lastly…sweet success.
Here Comes the Judge…..There Goes Your Commission!
This course is designed to help agents get better in touch with their clients’ current needs,
concerns, and fears. Attendees learn ways to harvest facts and statistics about communities, financing, and service providers. They discover ways to share this information without liability or misrepresentation for any parties. Agents will develop a documentation system to reduce surprises and to meet time-sensitive transaction requirements.

Negotiating: Powerful or Pushover?

In any situation where you need to bring two parties to agreement, whether it’s as simple as which restaurant to go to for dinner or as involved as buying or selling a home, the ability to effectively negotiate with both sides to reach a satisfactory settlement is critical. The goal in every negotiation should be for all parties to reach a conclusion where everyone feels validated and that they’ve received the best outcome possible. In this course, agents will learn how to master the four essential elements of successful real estate negotiation:
• Understanding human behavior models based on age, ethnicity and experience
• Addressing human needs and determining their relevance
• Effective communication skills, including good listening skills
• Controlling the environment

The Magic Number – How to Price a Home to SELL!

The most important factor in selling a home is the initial market position. Agents must be able to sell the home 4 times…to the seller, to the top agents and their buyers and finally, to the appraiser. Learn how to use charts, graphs and illustrations to determine market value and how to avoid the most common pricing mistakes. Discover methods to overcome the challenges of dealing with the seller’s misinformed advisors in selecting the “magic number”.

How to Become a Celebrity in Your Market

Entrepreneurial celebrity is all about being viewed as an approachable, trusted resource in your market…the go-to person…a leader. A trusted resource also educates, entertains and inspires
by delivering consistent, free, interesting content that is relevant to their audience. Determining who your audience/target is will determine the right bait/headline (Hiring a Lazy Real Estate Agent Leads to Terrible Things!) to dangle to capture their attention and then provide a pipeline of educational-based marketing material so consumers will want to continue to hear from you and stay informed.

Building a Pool of Local Investors

According to Bankrate’s latest financial security index poll Americans who have money to set aside for the next 10 years would rather invest in real estate than any other type of investment. Real estate came in as the top choice over cash investments, such as savings accounts and CD’s, gold and precious metals, and stocks and/or bonds. Over the last 30 years more people have become wealthy investing in real estate than in many other types of investments. Most people want to learn specific secrets to making smart real estate investments. Our session will uncover where and how to harvest a pool of potential local investors who continue to be overlooked by the real estate community and assist them in building their wealth one residential home at a time.

Using Tech Lead Generation and Conversation to Grow Your Bottom Line

With markets improving, most agents will be looking to generate more leads. In this seminar, Gee will share with you a proven formula of lead generation from a team of experts that will lead to immediate success. You’ll acquire an insider’s grasp of how to leverage relationships with video email and how to turn internet leads into real live buyers. Armed with vital insights, such as how to fine-tune your website with “sticky” content, how to develop a drip-system to maintain quality connections with jargon-free internet leads, and how to apply superstar agent, Sam Miller’s tag-based listing system that allowed him to go from 4,000 views per month on his website to 44,000 views per month, you’ll leave with a treasure trove of ideas that will increase your client conversion rate from leads to clients.

Bridging the Generation Gap

The key to preparing an effective marketing plan is to know who your audience is, through and through. You need to understand what messages resonate, what strategies work and don’t work, and how to build long-lasting relationships, not just sales, across all generations… Millenniums, Generation X and Baby Boomers. In this course, you’ll discover different behaviors and responders to motivate each generation, from the 70-year-old Baby Boomer, to the 22-year-old Millennium. Learn how to incorporate techniques for improving communication and understanding to overcome generational differences, while creating the emotional glue that will keep them coming back.

Millennials – The Connected Generation

74.2 Million Americans were born between 1980 and 1994 and comprise the most technologically fluent generation so far. Recognized as the crucial demographic due to their large number and proven brand loyalty, Millennials are rendering most traditional business and marketing practices obsolete. Gain insight into the mindset of Millennials and find out what makes them tick. Learn how to effectively communicate and “connect” with these unique individuals to gain access into their network and earn their loyalty and respect. Great course for managers, clients, and co-workers alike!

The Things That Mom Didn’t Teach You About Business Planning

Whether you are just getting started or are a veteran in the business, this step-by-step system will help take your profession, as well as your life, to a higher level of excellence. You’ll gain the skills and confidence to be able to guide your clients like a professional sales athlete. You’ll learn how to devise a game plan that will maximize your abilities and talents so you can compete at a higher level, while expending less time and money.