Top Dogs Commercial Real Estate Sales Training
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    How To Run With The Big Dogs In Commercial Real Estate: Individual DVD program


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    How to Run With the Big Dogs in Commercial Real Estate is a course which is divided into 13 lessons (if you work through one lesson per week, you can repeat the course four times in one year). Each lesson covers knowledge and at least one skill from each of 3 areas critical to success in commercial real estate: sales skills, industry specific knowledge, and personal power skills. While they can be taken out of context, each lesson builds on the previous one. Each lesson gives practical hands-on assignments that are designed to get the participants applying what they learn and producing right away.

     

    Introduction
    • How to model success.
    • What to focus on in order to build a great career in commercial real estate.
    Lesson 1:
    • How to manage your emotions so that you are more consistently full of energy.
    • The value of focusing in on one expertise or “Area of Responsibility”
    • How to build a large number of prospects within your “Area of Responsibility”
    • How to cold call effectively.
    Lesson 2:
    • The value of building a database of contacts.
    • How to set up a leads group that provides you with inside information about what’s happening in your “Area of Responsibility”.
    • How to set up multiple ways to contact ideal prospects.
    • A great goal setting session.
    Lesson 3:
    • How to systematize your lead generation efforts.
    • The fundamentals of a great business plan.
    • The importance of tracking activity and testing new approaches.
    • How to effectively use networking events to generate leads.
    • How to use the internet to generate leads and support your marketing efforts.
    • How to create a plan that will help you achieve each goal you’ve set.
    Lesson 4:
    • Where to find properties to list and how to set listing appointments.
    • The psychology of influence and sales — why people say yes.
    • Fundamentals of time management.
    Lesson 5:
    • How to build rapport with anyone you meet.
    • How to do a great listing presentation.
    • How to maintain a sense of flow in your business.
    Lesson 6:
    • How to control what you focus on daily.
    • The art of effective questions.
    • The fundamentals of tenant representation.
    Lesson 7:
    • How to be a great tenant representative.
    • Ways to create interest.
    • How to write great direct mail pieces and advertisements.
    Lesson 8:
    • How to eliminate beliefs that stop you from performing at your best.
    • The art of probing and qualifying.
    • How to determine the decision making process of each of your clients.
    • How to value a property or space.
    Lesson 9:
    • How to eliminate objections before they happen.
    • How to set the stage for a great presentation.
    • All about letters of intent.
    Lesson 10:
    • The keys to a great presentation.
    • How to build loyalty and commitment amongst your clients.
    • How to test close.
    Lesson 11:
    • The steps to handling any objection effectively.
    • How to understand leasing documents.
    • How to increase your own level of commitment.
    Lesson 12:
    • How to negotiate effectively.
    • How to close the sale.
    • The art of getting referrals.
    Lesson 13:
    • How to handle property sales.
    • How to handle big deals.
    • Ways to maintain contact with your clients.