Prospecting
- Phone scripts for warm and cold calls
- Effective prospecting plans
- Time management
- Door knocking
- Effective letter box drops
- How to approach expired listings
- Direct mail that works
- The non-negotiable activities
My Training includes:
• The pendulum negotiating model
• The functionality model
• Setting targets and goals
• Isolating the real objection from smokescreens
• Learning about your comfort zone
• Trial closes
• Valuable qualifying buyers questions
• How to handle multiple offer situations
• Global agenda versus motivation
• Negotiating commissions
• Content / context – don’t get bogged down
• How to overcome the difficult building manager or managing agent
• Learn the filters communication model
• A-B-C grade buyers and sellers
• How to get more sales – processing the stock
• There are many, many more sessions available
Appraisals
- Questions for the global and specific agendas
- Effective appraising without pricing
- When to talk about marketing
- Effective seller contact plan
Auction Presentations
- Auction presentation strategies that work
- How to use the “specific agenda”
- Achieving the premium price
- Converting old stock to auctions
- Securing the vendor investment
- Establishing your points of difference
Are you asking your database of prospective sellers a very simple question? If I got you your price, would you sell?
Scott Harman
Marketing
- The purpose of marketing
- The 4 golden rules of marketing
- The paradigm of enquiries
- How to monitor your marketing
- Establishing a 7 day marketing strategy
Creating Buyers
- How to turn almost every enquiry into a buyer
- Scripts that get written offers
- The psychology of anchoring a buyer
- Scripts to keep buyers involved
- How to effectively qualify buyers
- How to engage hot / warm / cold buyers
Aligning Sellers
- Learn successful alignment dialogue
- How to set alignment levels
- Productive seller reporting
- The difference between reporting and aligning
- Earning the right to align
Frequent Questions
It all starts with a call! Contact me and we can discuss things from there
Here's the thing... IMMEDIATELY! Once you start implementing my systems, you will see results not only in your work, but yourself.
Certainly! I can scale my coaching to your agency. I currently run several group coaching sessions for multiple agencies.
There's always something to learn! With my systems and coaching, no matter what your GCI, I can take you to the next level