A Course to Profitability

SYSTEMS & STRATEGIES FOR SUCCESS!

Are you a new REALTOR® wondering how to get started, enhance productivity and profit? Or, are you a veteran REALTOR® looking for a skills-based course to reconnect with the strategies that drive financial success? Systems & Strategies for Success will reconnect you with the information that can make your business thrive.

There are five distinct modules with two separate sessions within each. Classes start in April and run through October on the 2^nd and 4^th Tuesdays from 6pm -9pm and can be taken in any order.

Join us on the dates below if you’re interested in developing or sharpening your skills:

MODULE 1: BUSINESS DEVELOPMENT
Session One: Lead Generation- April 9, 2019
6pm -9pm – no CE

As a result of this session, participants will be able to:

1. Identify their spheres of influence.
2. List prospecting activities to generate new clients.
3. Recognize and list the stages of clients.
4. Develop a consistent contact plan that adds value.
5. Position themselves as the REALTOR® of choice

Session Two: Goal Setting / Time and Self-Management- April 23, 2019
6pm -9pm – no CE

As a result of this session, participants will be able to:

1. Set personal, individual goals in key areas.
2. Determine the activities necessary to achieve these goals.
3. Program the mind to be on the alert for goal achieving input.
4. Accept failure as an indispensable prerequisite for success.
5. Identify and handle the roadblocks to goal setting & goal achievement
6. Prepare real estate financial goals.
7. Avoid or control the infamous time-robbers.
8. Organize oneself with a one-place method/control center.

MODULE 2: UNDERSTANDING THE CLIENT

Session One: The Marketplace- May 14, 2019
6pm -9pm – 3 hours of CE

As a result of this session, participants will be able to:

1. Describe the characteristics of a Buyer’s market and a Seller’s market.
2. Identify the basic principles of real estate value.
3. Compare and contrast cost versus value as it relates to real estate.
4. Define the three approaches to value used in the appraisal process.
5. Recognize how underwriting guidelines impact the valuation process.

Session Two: The Consumer- May 28, 2019
6pm -9pm – 1.5 hours of CE

As a result of this session, participants will be able to:

1. Compare personality styles to better manage relationships.
2. Identify consumer preferences compiled by the National Association of REALTORS®.
3. Position the critical role of the real estate professional.
4. List consultative questions to identify wants and needs.
5. Minimize potential conflict situations regarding fair housing and antitrust.
6. Commit to service excellence and client satisfaction.

MODULE 3: SELLERS

Session One: Listing Checklist- June 11, 2019
6pm -9pm – 3 hours of CE

As a result of this session, participants will be able to:

1. Describe essential activities before, at and after the listing proposal.
2. List the components of a Seller Needs Analysis.
3. Compare the benefits of the one-call versus the two-call listing approach.
4. Prepare a hard-copy or downloadable pre-listing and listing package/kit.
5. Recognize that preparation is the key to a sustainable, competitive advantage.

Session Two: Presenting Your Value Proposition- June 25, 2019
6pm- 9pm – no CE

As a result of this session, participants will be able to:

1. Establish what makes them and their company worthy of being hired.
2. Handle resistance using consultative selling techniques.
3. Address Seller paradigms with data, facts, and conviction.
4. Demonstrate the passion and desire to be the REALTOR® of choice.
5. Maintain control balanced with a service mentality.

MODULE 4: BUYERS

Session One: Buyer Checklist- September 10, 2019
6pm -9pm – 3 hours of CE

As a result of this session, participants will be able to:

1. Identify dominant buying motives.
2. List the components of a Buyer Needs Analysis.
3. Present the benefits of client advocacy and exclusive representation.
4. Effectively select and demonstrate properties.
5. Sell benefits versus features.
6. Maintain control, timing, and safety measures.
7. Prepare a hard-copy or downloadable Buyer package/kit.

Session Two: Agreement through Closing- September 24, 2019
6pm -9pm -1.5 hours of CE

As a result of this session, participants will be able to:

1. Ask for reaction and agreement through trial questions.
2. Demonstrate confidence in writing and presenting the offer.
3. Negotiate resistance and secure agreement.
4. Handle counter and multiple offers.
5. Manage the transaction to a successful closing.

MODULE 5: MARKETING

Session One: Your Properties – October 8, 2019
6pm -9pm – 3 hours of CE

As a result of this session, participants will be able to:

1. Create ads and marketing messages that attract interest, desire, and action.
2. List technology trends that maximize property exposure.
3. Prepare for and hold effective open houses.
4. Identify aspects of the marketing process may that generate client anxiety.
5. Commit to maintaining a service mentality.

Session Two: Yourself & Your Services- October 29, 2019 (5^th Thursday)
6pm -9pm –no CE

As a result of this session, participants will be able to:

1. Recognize the critical differences between marketing and selling.
2. Identify qualities that Buyers and Sellers want most from their agent.
3. Combine testimonials, drip marketing, and technology to maximize reach.
4. Create an image campaign that satisfies the consumer and elevates the profession.
5. Add value to the communities in which they serve.
6. Position themselves as “REALTORS® for Life” through continued value and service.

Systems and Strategies for Success covers everything you need to know as a new licensee or a seasoned agent getting back to basics. Position yourself for success as a real estate professional, join us and learn the skills to be successful!