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Commercial Real Estate Seminars |
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How to Make Big Money in a Difficult Commercial Market So much is changing so rapidly within our industry. During this seminar agents will learn the underlying fundamentals of what's causing our industry to have the problems we're now facing, where this real estate market is headed, where the great opportunities are for agents to capitalize on and make big money, and what agents must do to position themselves right now to cash in on and make the big money.
How to Explode
Your Real Estate Prospecting Now One of the greatest areas for
improving one’s own success in commercial real estate oftentimes lies
in prospecting. Most everyone agrees on this, but why is it that so many
veteran agents do far less prospecting than they feel they should be?
While an agent may oftentimes prospect until they get busy working on
transactions, dropping-out or substantially reducing one’s prospecting
after becoming busy is an extremely costly mistake. This seminar teaches the best ways
for agents to get their prospecting on an auto pilot system that enables
them to generate great leads while they’re already busy working on
transactions. In addition, the participants will learn how much it’s
costing them to not have a solid system of prospecting in their real
estate business. And finally, the participants will
learn how to design the system of prospecting that’s best for them
personally, and they’ll design the plan they will immediately take
action on in their own business.
How
to Become the Listing King in Your Territory In any given territory, normally the
agents who are the most successful at obtaining listings are the ones
who continually make the most money. But what is it that has these
agents continually outperform their competitors in this arena? In this seminar we’ll look at the
specific components of what top listing agents do that has them
continually be so successful. We’ll go into detail and investigate how
they create the ideal image of themselves in the marketplace that has
people say, “Yes” to them and move forward and list their properties
with them. We’ll also look at how these agents identify their listing
prospects as early as possible, so they’ll be the first agent to begin
building the relationship that will ultimately lead to successfully
landing the listing. In addition, we’ll look at the sequential steps
that a top listing professional takes to ensure that they’re building
the prospect’s desire to list with them at every moment until the
listing agreement is signed. All participants attending this seminar will leave with a written game plan pinpointing the areas in their business they need to work on to take their own listing success to the next level. The 9 Important
Components of Your Ideal Brokerage System In my 25 years as an agent, manager,
and trainer of commercial agents, I’ve found that there are 9 areas
that come together to have an agent perform his or her best. These 9
areas are prospecting, mailing, scheduling appointments, obtaining
exclusive agreements, closing transactions, having great people skills,
building relationships, obtaining referrals, and pursuing one’s own
continuing education and training. While all 9 of these components are
continually interacting with each other, some of them are activities
that an agent does, while others are milestones that validate one’s
own success along the way. And along with these 9 components, the most
important element that any agent can bring to the table is their
incredible passion and love for the real estate business, along with
their unyielding drive to be hugely successful at it. This is the engine
that completely drives an agent’s success in our industry. In this seminar we’ll have the agents look at how their own business measures up in these 9 areas, in addition to how their own unyielding drive to become hugely-successful in commercial real estate measures up also. During the seminar agents typically will find areas in their own business that are deficient within these 9 components, which then serves as great feedback for where immediate action must be taken to improve their own business. And for those agents who may not have the ideal passion to become even more successful in commercial real estate at the moment, they’ll learn more effective ways to constantly keep their passion at a very high level.
Designing and Working a Great System of Real Estate Brokerage When one looks at the most successful businesses in America, one typically finds tried and true systems for success already in place in these businesses. Statistics show us that over any 10-year period, 90% of all businesses will fail, but 95% of all franchised businesses will still be thriving successfully. This is because franchised businesses have tried and true systems in place that virtually guarantee their success, as long as the owners are following these systems. However, in commercial real estate brokerage, many agents have no systems in place at all, and they're doing business completely by the seat of their pants. With this being true it's normal to expect their success to vary from year-to-year, and oftentimes they'll hit a peak level of success that they just can't seem to move beyond. This seminar focuses on identifying the ideal components of a great system of real estate brokerage, and having the agents design their own blueprint system for commercial real estate success. As long as the agents then stay on course in working the system, they'll both maximize their income and will produce solid results much more easily.
Power Marketing for Commercial Brokers Commercial real estate brokerage is a business where the brokers rarely do any strategic marketing for themselves. At most they'll prospect for new business, but there are so many additional opportunities that they're constantly missing everyday.
How to Overcome
Your Clients’ Toughest Objections An agent’s success at overcoming
their clients’ objections will determine how successful they will
ultimately become in our industry. On the other hand, the mediocre
agents who never learn how to overcome objections will stagnate in their
production once they’ve achieved a given level of success. The key here is for agents to learn
to overcome objections in a manner that has their clients feel the
objection has been completely removed, and this definitely takes skill.
But once this is accomplished, the client will completely reconnect with
their desire to once again move forward. In this seminar, agents will learn how to successfully overcome the objections their clients throw at them, how to recognize when an objection is so severe that it cannot be overcome, and how to successfully overcome new objections their clients will give to them after they leave the seminar. Mastering the Art
of Real Estate Persuasion There are agents who simply make presentations to their clients and prospects, and then there are those who are masters of persuasion when making their presentations instead. This seminar investigates and identifies the key differences between those agents who simply present information to their people, as compared with those agents who persuade their clients at the deepest unconscious levels. Agents will learn the keys to persuading their clients from the initial meeting all the way though the transaction’s closing, in addition to building and maintaining effective long term relationships with these clients.
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