Exclusively by Referral…
The 10 Step PROgram

Description:
This program is unlike any other program you have attended.  It is not a listen and learn program … it is a listen and DO program.  It includes not only the 5 Basic Principles for creating a successful repeat and referral business, but also, a step-by-step … month-by-month implementation of those principles in the form of specific strategies, techniques, and dialogues.  This is a self-administered “coaching program” that will guide you to a more FOCUSED … PROACTIVE … PURPOSEFUL … ENJOYABLE … and SUCCESSFUL REFERRAL BUSINESS.

Goal: 

The participants will leave this seminar with not only a complete understanding of the 5 Principles of a successful repeat and referral business model, but also, a specific 10 step “self coaching” program implemented over a 12 month period.

Students will:

  • Understand the changes required in their present business practices to accomplish a more proactive and productive referral based business.
  • Determine personal benefits to them for making the transition
  • Understand the 5 Basic Principles of any successful customer-centric referral based business
  • Will leave with a specific 10 step “self coaching” program to implement step-by-step over a 12 month period leading to a proactive, purposeful, and successful referral business 

Course Topics:
- Customer Service
- Referrals
- Coaching

The New Negotiating Edge…
A 5-Step Behavioral Strategy

Description:
Participants will leave this seminar with not only a complete understanding of the most current, innovative and effective negotiation strategies, but also with specific real estate applications for their day-to-day negotiations with and for their clients.

Upon completion of this course, participants will:

  • Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
  • Understand the 3 fundamental axioms of negotiating and the application of each in their real world negotiations.
  • Identify the 5 barriers to agreement and be able to implement the appropriate “breakthrough” strategy for each.
  • Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style, and how they “PLAY THE GAME”
  • More successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”.
  • More successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal”, wanting to write a “low ball offer.” 

Course Topics:
- Negotiation
- Handling Objections

Business Planning and Marketing (CRS 200)

Description:
A strong foundation is the key to building a successful real estate career.  The Business Planning and Marketing course helps students learn the fundamentals of business planning.  After taking this course, they will be able to identify the benefits of a business plan, develop income goals using the budgeting process, and create a marketing plan to meet their goals and objectives. These business essentials will generate increased profit and productivity. 

Course Content:
- Business plan development
- Prospecting techniques
- Budgeting and cost analysis
- Personal promotion techniques


Required for CRS 200: standard calculator


Course Topics:
- Business Planning
- Budgeting
- Marketing
- Goal Setting