PRODUCTS

Becoming REALTOR® of Choice — Through Effective Personal Promotion

The action phase of any business plan is effective personal promotion. This program offers two different strategies. First, a strategy designed to get the customer first by creating name recognition amongst those who do not know you. Second, a strategy designed to deliver added value service to past clients thereby keeping them forever. In each strategy, specific systems are detailed using a marketing mix of written and personal communications, and the application of the "5 immutable laws of marketing" insure the success of each.

The following topics are addressed specifically and in depth:

The "5 immutable laws of marketing"

The 4 strategies for controlling perceptions

The 3 elements of making a wise business decision

The formula for determining cost effectiveness

Direct mail strategy for target marketing

Direct mail letter system used as follow-up with past clients

Telemarketing strategy and dialogues — warm calls

Telemarketing strategy and format — The 7 basic calls to make to past clients

5-step face-to-face event strategy used for target market events & past client events

Basic elements of an effective web site

6-week FSBO strategy

Expired listing strategy

60-day marketing strategy

The Personal Assistant — Finding ... Hiring ... Training

A well designed business plan and the implementation of effective personal promotion strategies lead to a level of success that creates an entirely new set of problems. The most significant of these is maintaining the level of service which created the reputation that led to the success in the first place, and doing so while maintaining a balance between professional success and a personal life. At this point delegation is the only viable option … the finding, hiring, and training of an effective personal assistant.

The following topics are addressed specifically and in depth:

The benefits of the assistant to you, your company, and your clients

Creating a job description

Determining the status — employee or independent contractor and the role of the IRS

The personal qualities of an effective assistant

Where to find the "right" assistant

Preparing for and conducting the interview

20 specific interview questions

The fundamental elements of a written agreement

Appropriate methods of compensation

7 Key Points to being an effective personal assistant

Creating a "support team"

Creating a time-bound management system between the agent and assistant

Step-by-step income producing systems for the assistant to follow

Basic telephone decorum

Friendly Persuasion — Effective Negotiating Strategies

The real estate profession is essentially a people business which focuses on your ability to persuade clients to do what is in their best interest. This program is designed from the most recent and innovative information on negotiating: the "4-Principled Model" created by the Harvard Negotiation Project. This model addresses your ability to create and maintain trust, communicate effectively, listen actively, understand underlying motivations, and effectively handle clients' objections.

The following topics are addressed specifically and in depth:

Essential characteristics of an effective negotiator

Significant obstacles to any negotiation

The "4-Principled Harvard Project Negotiation Model"

3 elements that affect the outcome of any negotiation

Developing trust & rapport

The obstacles to verbal and nonverbal communication and how to overcome those obstacles

Active listening skills

10 guidelines for separating the people problems from the substantive problems

Basic theories of human behavior

3-step strategy for uncovering underlying motivation

Application of the strategy developed at the Stanford Research Institute for uncovering primary motivation

Proper steps in preparing for the negotiation

6-step strategy for handling and answering objections

Identifying and applying the 13 negotiating gambits

Dealing with people who have more power and/or won't play by the "rules"

Mind Your Own Business — Designing a Personal Business Plan

This program is for the agent who is ready to take his/her business to the next level … a more consistent and higher level of success. Long term continued success is attained by design rather than by default. The participant will be guided through the process of designing the fundamental elements of his/her plan. The plan will include the creation of a clear and compelling vision, the analysis of gathered pertinent data, and the development of step-by-step systems. These accomplishments will lend action to the plan by giving direction and focus to daily activities.

This series addresses the following topics specifically and in depth:

The 5 predictable stages of business development including the identification of predictable obstacles and solutions of each stage

Creating a compelling and personal "strength of purpose"

Writing a personal Mission Statement

Conducting an in-depth statistical situation analysis

Creating a personal, operating, and marketing budget

Strategies for developing personal "wealth"

The Immutable Laws of Marketing

Elements to consider in making a wise business decision in the selection of your marketing mix

Determining the value and measurement of your time

Setting your plan into ACTION

One Speaks - One Listens — Mastering the Language of Persuasion

What to say, when to say it, and how it should be said is the essence of any negotiation. In mastering the language of persuasion, one must understand that based on the immutable laws of communication, form is as important as content. Most disagreements are really misunderstandings. Asking the right questions, listening actively, detecting how others process information and applying that knowledge to communicate effectively is fundamental to mastering the art of persuasion.

The following topics are addressed specifically and in depth:

Establishing "power" through effective communication

Using language to develop trust and rapport — quickly

The benefit of using questions vs. statements

Learning and implementing active listening skills

Communicating to be understood by recognizing and overcoming predictable barriers

Awareness of cultural differences

Specific words, phrases, questions and answers used throughout the complete process with both the buyer and seller, e.g.,

pre-interview questions

pre-appointment package

specific interview issues such as: urgency, experience, reasons and motivations, ability, authority, readiness, financial, loyalty

handling and answering predictable objections

closing

Concluding the interview by "pre-framing" the expectation for referrals

The Write Stuff Letter System

A 10-year library of unique client follow-up letters in both hard copy as well as on a CD in Word Document format so they can be downloaded into your computer and/or imported into your contact management system. The complete system includes:

10-year Quotation Letters follow-up system (90 letters)

FSBO Letters and Flyers (15 letters/flyers)

Expired Letters (2 letters)

The A-Letters (3 letters)

Exclusively By Referral — The

This program is unlike any other program you have owned. 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.