Sales Oriented Sessions and Workshops

Back to Basics

A motivating and instructional program designed to Jump Start the agents with a Pep Talk: "No the Sky Isn't Falling!" ... helping them understand the enormous opportunity inherent in this market! Having been thru '89 - '94, I bring great hope! The 'talk' rolls into a fast paced prospecting/planning workshop. Total time approx. 1 & 1/2 to 2 hrs.

Being Great on the Phone

Designed to help Administrative Staff in their role as "First Face" of The Company in any type of initial Customer Contact, includes, greeting, handling, placing customer inquiries and dealing with complaints. The session usually takes 1-1/2 to 2 hrs.

Exerpt: You are soooo much more than a "receptionist". When you answer the phone in a real estate office you are a call director - the real estate profession's equivalent of an FAA flight director. You field all kinds of calls. You stay cool, remain friendly, but are, at all times, a professional. One mark of a professional real estate office is that a professional who is not a sales person answers the phone. That professional's primary duty to get that caller to the best person who can help that caller out! In that process, you are often the prospect's first encounter with your office! You never get a second chance to make a first impression!

Business Planning

Long form or short form a plan is an asset. This session works with the Value of Planning, Goal Setting, and Back Planning through Strategies and Tasks. Emphasis is placed on the Plan as a living document. The session usually takes 2 to 3 hrs.

"Change"

Planning for it or coping with it; it's the one certainty we face every day. This session works both with implementing change as part of a plan and dealing with the unforeseen changes that come to us unexpectedly. The session usually takes 1-1/2 to 2 hrs.

Individual & Group Coaching

Coaching Workshop for managers:

This facilitated session will draw on the knowledge and experience of the managers to share insights on the role of manager as "coach".

The manager as office "leader" is at times a teacher, a student, a cheerleader, an enforcer, a negotiator, a referee, a scapegoat, an observer, and hopefully a good listener. The manager's role is a lot like that of a coach in professional athletics. Hopefully, a manager knows that he or she will work with people who are more talented in sales than he or she is. A good manager is constantly striving to get as many people to that point of superior skills and performance as possible, to help them maintain that level and keep them on the team. A great manager is one who never has to say it, never has to hear it, but knows, as his or her team knows, that he or she gets more excellence out of them, as a group and individually, than any of them ever expected they even had.

A coach uses the skills of Listening, Planning, Encouraging, Managing, Educating, Correcting, and Cultivating to get the most out of the team.

Exercises are used to emphasize the importance of communication and the realities of dealing with individuals and groups. The session usually takes 1-1/2 to 2 hrs.

Creative Brainstorming

"The whole is greater than the sum of its parts."

Premise: The collective knowledge and experience of a group of professionals pooled together is greater than that of any single member of the group. Brainstorming is an integral component of the "strategic planning process" and is of great value in creating a viable, real world plan supported by strong participant commitment. Brainstorming is also a very effective approach for generating new ideas, solving complicated problems, opening up new markets and marketing techniques, and achieving consensus and harmonious relations within a group.

Goal: To help managers develop the process of "brainstorming" in order to tap into the creative power of the office as a whole. Managers can use this process for planning, problem solving, and developing new ideas. Focus: Identifying Suitable Subjects, Creating an Agenda, Establishing the Process, Establishing Consensus, Power to Make and Enforce Decisions, The Role of the Facilitator, Making The Process Fun.

Gauging Results: Feedback from associates and managers relative to group participation in projects, increased involvement and commitment, greater sense of investment. Evidence of more "thinking out of the box", new and fresh ideas and approaches. The session usually takes 1-1/2 to 2 hrs.

Leadership Workshops

1. What it means to be a "LEADER":

We look at the Qualities that define leadership and what means to take on that Role. We review the Duties and Obligations of the leader and reinforce the skills that the leader employs to extract the best performance from his or her people. We work toward an understanding of the concept of 'servant - leader'. The session usually takes 1-1/2 to 2 hrs.

2. Nuts & Bolts for the B.O.D. :

The Basic Operation of a Board of Directors/Leadership Team This session covers the basic operational tasks involved in leading an organizational group, especially a Board of Realtors or Realtor Association. What is your role, what do expect, what is expected of you? What skills must you develop, strengthen, and employ? The session usually takes 1-1/2 to 2 hrs.

Meetings: Making them Efficient and Effective

Productive Meeting Time: How to "RUN" a meeting, how to "FACILITATE" a meeting, when to do which and what's the difference!

Goal: to increase the productivity of meetings by reducing or eliminating wasted time and by using delegation, consensus and empowerment to involve the sales associates.

Gauging Results: feedback from managers and sales associates along with increased sales production and decreased "down-time" will be indicative of understanding and proper use of the techniques. The session usually takes 1-1/2 to 2 hrs.

Negotiating Your Commission

Building Tangible Value so that the consumer can see both The Features and The Benefits of working with this agent and your company. Creating and using a process, adapting Scripts to convey your message, overcoming objections, and closing, closing, closing are all part of securing the prospect and getting paid what you deserve. The session usually takes 1-1/2 to 2 hrs.

Problem Solving

Purpose: To develop and enhance problem-solving skills through facilitated dialogue and exercises. To bring creativity and an open mind into the process of finding solutions. The session usually takes 1 to 1-1/2 hrs.

Stress Reduction / Stress Management

1. Stress Management/Teamwork, reduce the pressure and re-align the team. Sharing, Venting, Clearing the air, then rebuilding the groups understanding of their individual roles goes a long way to managing the daily stress of the busy office environment. Techniques to recognize and handle stress are discussed, and the Value of working as a Team is emphasized. 3 hr. workshop session.

2. Stress Reduction, This session done in more of a lecture format still encourages some group interaction, but is more suitable for larger groups or limited time frames. Five sources of stress especially common in the "sales" work environment are isolated and analyzed with insight and humor. Individuals are encouraged to comment and share their experiences with these most common sources. Means of coping and managing are presented and discussed.

Group size is unlimited though the effectiveness of group interaction will diminish noticeably with more than one hundred participants. The session usually takes 1 to 1-1/2 hrs.

Team Building

Premise: The idea of "recruiting" turns a lot of professionals off. It has connotations of military enlistment and corporate head hunting. It's about numbers, stealing and selling other firms' talent, filling the ranks, etc. No wonder many mangers only give lip service to recruiting.

Goal: To accomplish a mind-shift away from the negative process of recruiting and toward the very positive activity of marketing benefits and building "team".

Gauging Results: Managers will demonstrate a greater enthusiasm for effectiveness in performing tasks that relate to office growth. Numbers of agents and agents' average production numbers will both increase. 3 hr. workshop session.

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