(The first ten courses outlined below are based on content from the best seller book, "The Millionaire Real Estate Agent", by Gary Keller)
MREA: Systematizing Lead Generation - Provides Team members the knowledge necessary
to create marketing systems that support millionaire-level production. Learn how to
leverage good marketing, useful technology and your team to implement and maintain a
massive lead generation program. Learn to create and feed a large database and
communicate to your database systematically with contact management software.
MREA Admin: Contract to Close - This course is designed to help transaction
coordination for Administrative Mgrs. or Assistants using forms found in the MREA
Operations Manual and discussions on the best practices. Identify how to handle
the challenges of managing all of the tasks involved after the contract has been
accepted. Identify how and when to communicate with your client in order to
maintain excellent customer rapport. Review techniques to manage inspections.
MREA: Business Planning Clinic - Students will use the four key business
models-Economic Model, Lead Generation Model, Budget Model and Organization Model-to
set up your business for the next year. Learn how to focus your efforts on the key
activities that will make a difference in growing your business. Learn how tracking
your lead generation and conversion numbers is a must in the business plan.
MREA: Buyer Specialist - As a buyer specialist on a team, you will focus
on converting leads, finding properties and assisting the buyer through the offer
process. Focusing on these tasks will enhance the buyer specialist’s servicing
skills. Overcome any objections to signing a buyer agency agreement.
MREA: Listing Specialist - This course focuses on the team listing
specialist and the need to be a consultant. The consultative seller interview
enhances the opportunity for a win-win relationship between the listing
specialist and the seller as the listing specialist helps the seller with
the transaction issues.
MREA Admin: Lead Tracking and Follow-up - Agents, teams and administrative
persons on a team will benefit from systematizing their lead generation practice
through technology and allied resources. The course will provide the skills and
knowledge to create integrated lead and marketing management systems.
MREA: Leverage 1 - Finding and Hiring Talent after your decision to expand
your business with an assistant. This course provides the job descriptions for
the 3 key hires on a team and explains what to look for in filling these key
positions. Find the pitfalls of not hiring talent and how to avoid them.
MREA: Leverage 2 - Train, Consult and Keep Talent. This course provides
a model of Action Focus Training that you can use with a new hire in their first
100 days. You will learn to hold your employees accountable and you will
identify leadership skills that enable you to keep your team productive
and satisfied. Learn to effectively consult your staff and create teamwork
in a productivity specific environment.
MREA Admin: Managing and Servicing Listings - Listing Mgrs., Administrative
Assistants or Marketing Assistants can learn information found in the MREA
operations manual to improve their skills on marketing and promoting properties.
Create a system to manage the paperwork and keep files up to date. Discover
marketing techniques that will create a unique image and bring in new business.
MREA Admin: Managing the Office - Marketing and Administrative Mgrs. and
assistants learn from excerpts of the MREA operations manual and experience a
case study as a new assistant steps into the role of the Marketing or
Administrative Mgr. for a growing Team’s office. Create systems to enhance
team and office effectiveness.
Success Series - The new and
revised approach to interactive learning with focus on the "how
to" for positioning the real estate consultant as the obvious
choice among spheres of influence and the necessity of goal setting,
productivity record keeping and accountability. This 8 session course
is held once a week for 8 weeks with 1 hour sessions. Agents interact
with each other and with the group leader in a relaxed but focused
environment at the market centers.
Touching Your Way to Success - This
2 Hour session focuses on the benefits and systems of staying in
touch with spheres of influence and clients before, during and after
the transaction to obtain maximum lead generating potential.
Technology - A myriad of courses
are taught on different occasions targeting various software,
techniques and systems for increasing personal productivity and
maximizing time management. Topics include data base contact
management software, marketing and personal promotion, website ideas,
and many other topics too numerous to mention. Sessions include
interaction among experienced users of technology and individuals who
are seeking models to emulate.
Investment Properties/Passive Income - Agents interact with speaker in discussion of evaluating,
purchasing, renting and wealth building with income producing
property. The classes are lead by company top producers with personal
experience in investment properties.
Working on Your Business
- Emphasis is placed on the Realtor as a business person with focus
on planning, budgeting, promoting and producing to grow your business
to the next level. Office top producers participate in these brain
storming sessions.
From Contract to Closing
- This presentation by a company top producer outlines the path,
systems and problem solving to bring transactions to a smooth
finality while exceeding your client's expectations. Focus is
given to the necessity for detailed attention to the various stages
of the transaction.
Strategy for a Successful Offer
- Experienced agents take turns in presenting this class with sharp
focus given to the structuring of the offer. The terms, clauses and
thinking required to position your buyer client with the best
opportunity to have their offer accepted.
Presenting Multiple Offers
- Top producers share their techniques in aiding the seller to
select and negotiate the best offer. The instructor places great
focus on strategies to generate multiple offers and then the process
of presenting to the client. Also discussed is the wonderful
opportunity the agent has in this scenario to show his/her value
added service and exceed the client's expectations.
Negotiating the Home Inspection
Results - This is an area that often causes the transaction to
fail. Skillful negotiating with emphasis on a "Win, Win"
philosophy often will save the transaction.
Maximizing Opportunities with Past
Clients - Successful agents share their systems and
experiences for maintaining lasting relationships and future referral
business from past clients. Exceeding client expectations and
building relationships are always the focus. Follow the leaders in
this interactive class.
Working the HUD Property Market -
This class offers tips and guidance for the agent to follow in
this "different" market place. Different forms and
procedures are required here and again the class if offered the
opportunity to follow the lead of an experienced agent.
The Initial Buyer Interview
- What can be said and what should be emphasized on this first
meeting. The approach to understanding the needs and expectations of
the buyer must be focused upon in this first meeting. This may be the
Realtors only opportunity to present the value and perception the
buyer is seeking in a consultative relationship. Everything from the
dialog to the necessary forms must involve skillful presentation.
Negotiating to Win - Top
producing agents share experiences, dialogues and value added
strategies for successful negotiations on behalf of your client.
Etiquette for Agents / Rules and
Protocol - Common sense blended with vast experience makes
for an interesting discussion on what to or what not to do in your
daily performance. This class will assist the agent in promoting a
professional image for the agent and the profession and will assist
the agent in building, not destroying rapport with the coop agent.
Preparing and Presenting Contracts
- This class will emphasize evaluating market conditions and the
appropriate strategy for structuring an offer. Also, presenting and
negotiating offers will be discussed from both points of view for
seller and buyer.
Marketing the Listing - An
effective marketing strategy and an effective presentation of the
marketing strategy is the focus for this class. Top listing agents in
the office share their focal points and approach to this often
neglected process.
Monitoring the Pending Transaction
- The contract is signed and you and your client are on the way to
settlement day. This class examines the details, communications and
parties to the closing process. Who should be contacted, what needs
to be communicated, when must you take action. All of these elements
along with a good contact data base management software can
contribute to success.
Preparing the Client for Settlement - As settlement day approaches, it
becomes very necessary
for attention to final details. The class will hear the approach to
effective systems and communications with your client for final
settlement preparation.
The CMA and Proper Pricing
- An in depth look as to the criteria for a good CMA and also the
proper pricing for the subject property. This class will also discuss
the danger of improper pricing, market age and attracting the wrong
buyers.
Wealth Building through Profit
Sharing in the Keller Williams System - Our unique
opportunities for profit sharing are explained with a close up
examination of company financial statements and how the profit
sharing flows to the agent. The additional aspects of tax sheltered
retirement contributions gives this opportunity an even greater
meaning.
Building an Effective Farm
- Office top producers with successful farming systems share
their personal tips and experiences with class members. Techniques
that are actually being used successfully in local farm areas are
discussed in detail along with examining actual mailing pieces and
advertising items.
Goal Setting for Success - We
all believe we have goals. This class will give you the opportunity
to reflect back on past production and personal patterns that can be
overhauled and fine tuned for increased productivity. Looking ahead
at your someday and working your production goals back to the NOW
will offer a sobering realization as to the importance of good
planning. Discussion on thinking, behavior and taking action on
specific goals along with interaction of class mates makes for a
productive session.
Listing Your Way to Success
- This class places emphasis on being a listing agent. Discussion
will include a consultative approach to building a relationship with
the seller. Dialogues around the client's expectations are key
to the relationship and getting the listing. Various advantages of
obtaining listings are discussed and setting up the listing client
for after the transaction referrals is emphasized.
Mentoring Techniques and
Relationships - This class is for Keller Williams Mentors
and affords opportunities for sharing of ideas among mentors.
Emphasis is placed on enhancing our office mentoring programs.
Discussion includes mutual understanding of expectations and
accountability with mentees.
Selling Your Way to Success
- Discussion will include a consultative approach to building
relationships with the buyer. Dialogues around the client’s
expectations open the opportunity for a strong relationship.
Discussion also includes the consultant's expectations of the
client and the obvious need for a Win, Win outcome.
Networking for Success - Many
of our office top agents take turns in an open panel discussion
sharing their individual ideas and tips for networking. What is TOO
much and what is just right. How to do it , when to do it and what to
do. Ideas are limitless and the success stories and techniques shared
are inspiring.
For a confidential interview:
In Lansdale/Montgomeryville area, call: Ed Hendel at 215-631-1901
In Blue Bell, call: Sue Caskey at 215-646-2900
In Allentown, call: Bob Wells at 610-435-2900
In Chadds Ford/West Chester, call: Jessica Miller at 484-313-1200
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