- 01+02
- introduction to the programme
- 03
- personal road blocks (what stops me going through)
- 04
- overview of the whole listing sequence
- 05
- introducing role play and practice to the office
- 06
- the full listing presentation uninterrupted
- 07
- first contact with the prospective vendor (module 1)
- 08
- the overall sales process – the theory
- 09
- pre listing kits and profiles – the dos and don’ts
- 10
- the first visit (module 2)
- 11
- educating the potential vendor to listing exclusively
- 12
- introduction to auction
- 13
- educating the potential vendor to auction
- 14
- the table presentation. start up and the market (module 5,6)
- 15
- pricing background – the theory
- 16
- pricing (module 7)
- 17
- pricing challenge and sparring
- 18
- vendor investment marketing
- 19
- the advertising challenge
- 20
- getting called in – the strategy
- 21
- marketing your property (module 8)
- 22
- why us, why me? (module 9)
- 23
- vendor assistance form and saleability (module 10, 11)
- 24
- commission and finishing off the listing
- 25
- listing presentation for ‘out of town’ vendors
- 26
- the laptop presentation
- 27
- role plays
|
- 28
- full presentation role play preparation
- 29
- the full presentation role play (one week later)
- 30
- business planning for salespeople – introduction
- 31
- business planning for salespeople – exercise
- 32
- balancing business with life (1)
- 33
- balancing business with life (2)
- 34
- introduction to prospecting
- 35
- prospecting – customer service prospecting
- 36
- prospecting – client based prospecting (1)
- 37
- prospecting – client based prospecting (2)
- 38
- prospecting – open day prospecting
- 39
- prospecting – open day prospecting - the follow up
- 40
- prospecting – business development area
- 41
- prospecting – door knocking
- 42
- prospecting – telemarketing / focused marketing
- 43
- prospecting – private sale by owners
- 44
- negotiating the sale
- 45
- the listing review
- 46
- the midas touch – getting prices real
- 47
- setting the reserve with your vendor
- 48
- branding
- 49
- adding value to the transaction
- 50
- 17 rules of customer service
- 51
- 15 rules for thriving in a changing market
- 52
- the personal assistant – why and how to work with them
- 53
- time design for life
- 54
- time design for managers
|
