REAL ESTATE MASTERY

"Real Estate MASTERY" is an exciting, proven and powerful training program, giving you practical strategies, scripts, action plans and in-depth knowledge to help you achieve and exceed your sales targets. With over 12 years of proven "in the field" personal experience as successful real estate trainers and coaches, we will identify your strengths, help you to overcome your challenges and fast track your success.

The Real Estate MASTERY program allows you to access professional training in a format which is self-paced and flexible, providing 24/7 access to some of the most powerful and effective sales tools available in the world today. Eleven separate modules make up the 'stepping stones' to your success. There are guaranteed specific, written measurable outcomes in each module, with the final module giving you a complete and detailed plan for your Success.

Rich content will expand your mind, and specially designed exercises throughout each module will reinforce learning, and ensure your understanding at each stage of the course. When combined with the optional personal coaching, this program will propel you at an even faster rate towards a more prosperous future by providing feedback, support and personalised advice on demand.

Completing these modules will introduce you to a step by step learning cycle which extensively covers the essential knowledge, skills and personal attributes needed to succeed in your real estate career.

* Tax deductible investment * 100% money-back guarantee
PROGRAM SUMMARY

MODULE 1      FOUNDATIONS FOR SUCCESS

What could be limiting your success?
Are your results not what you want?
Are you often in "overwhelm", spinning wheels, working hard yet not moving ahead as fast as you would like?
Completing this Module will give the tools to program your mind for success and create a powerful, action packed Goal Plan giving you clear directions and specific, measurable action steps towards these goals! You will eliminate any personal beliefs and thoughts which may be limiting your success, building a strong foundation to achieve sales targets and income goals beyond what you thought possible!

1.0   Introduction
2.0   The Starting Point
3.0   Take Control Now and Create Your Future
4.0   Success Leaves Clues! How and Where to Find Them
5.0   Take Stock of your Current Reality
6.0   Obliterate your Success Sabotage Patterns!
7.0   Dreams, Goals and Targets
8.0   The Magic of Setting Goals - your Road Map to Success
9.0   Action is Power!
10.0   Your Goal Plan
11.0   "Real Estate Mastery" GOAL PLAN
12.0   Summary

MODULE 2      THE "AGENT OF CHOICE"

What is your "point of difference"?
Why should clients choose you for their agent?
Why is it vital to identify and promote your USP (Unique Selling Proposition) to your marketplace?
Completing this module will give you this knowledge and show you how having a powerful clearly articulated USP will give you a competitive advantage over other agents in the marketplace.

1.0   Introduction
1.1   Special challenges for new agents
1.2   The challenges for experienced agents
2.0   What is a U.S.P?
2.1   Examples of successful U.S.P.s
2.2   The relationship between your sales, your income and your U.S.P
3.0   The starting point
4.0   The changing world of real estate
5.0   Identifying a compelling U.S.P.
6.0   Drilling down to find a clear U.S.P
7.0   Writing your U.S.P
8.0   "Real Estate Mastery" U.S.P. (UNIQUE SELLING POINT)
9.0   Summary

MODULE 3      POWERFUL PROSPECTING

Why is prospecting such an integral part of any successful career in real estate sales?
What are the most effective ways of generating prospecting leads?
How do you build a career with focused dollar-productive activity, instead of the wasting time and energy experiencing lack of results, disappointment and rejection?
Completing this module will introduce you to more than 20 ways of prospecting, help you to set and achieve targets and build a goldmine of current and future sellers.

1.0   Introduction
2.0   The Starting Point
3.0   Attitudes and beliefs around prospecting
4.0   Prospecting and procrastination
5.0   The fear of rejection
6.0   Steps to successful prospecting
7.0   Your "Seller Pipeline" - what is it and how do you build it?
8.0   Prospecting at each stage of the "Selling Cycle"
9.0   Working smarter not harder
10.0   Designing a personal prospecting plan
11.0   Your personal prospecting plan
12.0   "Real Estate Mastery" PERSONAL PROSPECTING PLAN
13.0    Summary
14.0    Conclusion

MODULE 4      PRE-LISTING STRATEGY FOR SUCCESS

Preparation is everything! How do you give yourself every chance to get the listing?
Having the right mindset, the right intention, thorough research, professionalism and confidence in your own ability to be the agent of choice - these are the necessary ingredients. Completing this module will give the knowledge and an action plan to set yourself up for listing success.

1.0   Introduction
2.0   The starting point
3.0   Appraisal and Listing Presentations
3.1   The Magic Qualifier
3.2   Appraisal scripts and strategies
3.3   Strategy for a qualified Listing Presentation
3.4   Discovering your seller's price expectations
4.0   Preparing your C.M.A.
4.1   Local area research
4.2   Past and current sales activity
4.3   C.M.A. template
5.0   Pre-listing information package
5.1   The purpose and the presentation
6.0   "Real Estate Mastery" Pre Listing Information Package
7.0   Summary

MODULE 5      DYNAMIC LISTING

How do you ensure that your seller signs the listing with you?
How do you conduct a professional Listing Presentation and gain an exclusive listing or an auction accompanied by Vendor Paid Advertising (VPA)?
Completing this module will give you these skills. You will learn how to negotiate and secure exclusive, well marketed saleable listings accompanied by a realistic advertising budget.

1.0   Introduction
2.0   The starting point
2.1   Gap Analysis
2.2   Learning from the past
3.0   The power of intention and mindset
4.0   The Plan
5.0   Listing communication strategies
5.1   Information gathering and rapport building
5.2   The skill of active listening
5.3   The skill of paraphrasing
5.4   The skill of matching and mirroring
5.5   Determining motivation and negotiability
5.6   Preventing "seller remorse"
6.0   Securing the listing on the first visit!
7.0   "Real Estate Mastery" "DYNAMIC LISTING SUCCESS"
8.0   Summary

MODULE 6      VENDOR PAID ADVERTISING

How do you create and present a powerful marketing strategy to get your client the best sale possible in the current market?
How do you convince your seller of the importance of marketing their property?
How do you secure the advertising cheque?
Completing this module will give you the skills to present effective marketing strategies and secure Vendor Paid Advertising every time.

1.0   Introduction
2.0   The starting point
3.0   The skill of effective marketing
4.0   The skill of effective advertising
5.0   The Marketing Strategy and V.P.A.
6.0   Examples of written Marketing Strategies
7.0   Securing Vendor Paid Advertising
8.0   Strategies for competition from "free advertising"
9.0   Commission and Advertising
10.0   Examples of Advertising Budgets
11.0   Real Estate Code of Conduct
12.0   Implementation of the advertising budget
13.0   Monitoring effectiveness of your marketing
14.0   "Real Estate Mastery" VENDOR ADVERTISING EVERY TIME!
15.0   Skyrocketing your sales results!
16.0   Summary

MODULE 7   "HOT BUYER" ACTIVITY PLAN!

How do you separate the genuine buyers from the time-wasters?
How do you work effectively with your buyers, to secure realistic offers?
Completing this module will give you a personalised plan, so you don't spin wheels showing properties to unmotivated buyers. You will learn powerful strategies and scripts to qualify your buyers guaranteeing immediate income opportunities as well as creating loyal ongoing customers and potential future sellers

1.0   Introduction
2.0   The Starting Point
3.0   "Relationship selling"
4.0    Working dollar-productively with buyers!
4.1   Attracting the right buyers
4.2   Interviewing skills
4.3   Qualifying and separating the motivated buyers from the time-wasters
4.4   Categorizing the buyers
4.5   Systems to look after each category
4.6   Strategies for special buyer needs
4.7   Matching buyers to the right properties
4.8   Buyer commitment and strong offers for properties
4.9   Presenting offers and negotiating contracts
4.10   Building solid relationships for short and long term dollar-productive activity
4.11   Ensuring documentation is correct to eliminate risk to clients and yourself
5.0   "Real Estate Mastery" "HOT-BUYER" $$ PRODUCTIVE ACTION PLAN!
5.1   The Plan
6.0   Summary

MODULE 8      NEGOTIATING PAST THE "NO!"

What do you do when your client says "NO"?
How do you move past this to close a deal?
Completing this module will give you the keys to negotiate like a top professional. You will be given a sure-fire strategy to plan your negotiations in advance and the tools to influence client behaviour and responses to arrive at winning outcomes. You will learn the skills of influencing, to work with rather than against your clients, to gain agreement and to recognise that the word "NO" does not mean the end of the deal.

1.0   Introduction
2.0   The Starting Point
3.0   Keys to Becoming a Top Negotiator
4.0   Communication for positive outcomes
5.0   Pre-negotiation preparation
6.0   The negotiation process
7.0   Trouble shooting
8.0   Closing the deal
9.0   Don't stop yet!
10.0   "Real Estate Mastery" The Ten Commandments for Top Negotiations!
11.0   Summary

MODULE 9      OBJECTIONS - GREEN LIGHTS NOT BRICK WALLS

How can you handle objections?
How do you work with a client who is difficult and often negative, sometimes angry and suspicious?
Completing this module will give you the scripts and dialogue which will transform your results and give you successful outcomes every time. You will gain skills and the confidence to handle each common client objection. You will learn to think ahead and use communication strategies to disarm and neutralise most objections before they even become an issue.

1.0   Introduction
2.0   The Starting Point
2.1   Where are you now?
2.2   The difference for your future results
3.0   Thoughts affect Outcomes
3.1   What is getting in the way?
3.2   Setting yourself up for success
4.0   Preparation is the Key
4.1   Welcoming the objection
5.0   Strategies and scripts for more than 20 client objections
7.0   "Real Estate Mastery" Proven Objection Neutralisers!
8.0   Summary

MODULE 10      CLIENTS FOR LIFE!

How do you build a business based around referrals and repeat business?
How do you ensure that your paperwork is correct and commissions are not lost by your mistakes?
Completing this module will give you a step by step plan to protect your commissions and create clients for life with systems and a strategy. This will ensure your documentation is correct, your client follow up plans systemised and that you pre-empt and overcome sales settlement issues by pro-active strategies and strong networks of other professionals.

1.0   Introduction
2.0   The Starting Point
2.1   Gap Analysis
2.2   Intention and planning leads to future success
3.0   Building a repeat and referral business
3.1   Success Leaves Clues
3.2   Tips from Top Performers
4.0   It's not over yet!
4.1   Post settlement client communication
5.0   Monitoring your contracts
6.0   The value of systems
6.1   A system for every need
7.0   "Real Estate Mastery" Clients for Life
8.0   Summary

MODULE 11      BLUEPRINT FOR SUCCESS

Do you look on your career as a job or a business?
Do you have a Business Plan with targets and action plans to achieve great results in your real estate career?
This final Module will introduce you to a simple Business Plan. You will have a complete Training Manual comprised of printouts from each of the 10 Modules with plans, systems, scripts and dialogue - a Blueprint for your Real Estate Success! On successful conclusion, you will receive a personalised Certificate of Attainment - proof of Continued Professional Development and a tribute to your own pro-active commitment to Real Estate Excellence.