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| WAVEpresents Topics: | |||
| View calendar of upcoming topics. | |||
| Note: Click the Coach name to see their biography | |||
The Language Of Sales |
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| Generating and Converting Buyers Last year, the US Census bureau reported a reduction of 32% in home sales; that translates into a third less homebuyers available to you. Tighter lending standards continue to shrink the universe of buyers. Working buyers is no longer a specialty all agents must learn to do it efficiently. Shon’s insights will demonstrate how to have a steady stream of new buyers and the necessary skill set to convert them. Coach: Shon Kokoszka |
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| Identify and Capture Motivated Sellers | |||
| In the same market, in the same town why does one agent consistently win listings over his competitor? There are key elements that you must employ to separate yourself and win listing presentations. Chris shares with you his pre-listing packet, actual listing presentation and follow-up system. If you’ve ever lost a listing to a competitor; sign up for this session. Coach: Chris Heller |
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| Price the Listing Correctly the First Time | |||
| Sellers are upside down and want to list their home above market price. Buyers believe every listing should be discounted by fifty percent. Determining property values and convincing those values to buyers and sellers has become a very challenging conversation. The truth is that you know your local market and the market determines the selling price. This course will instruct you on how to persuade the seller to list their home to sell, the power to say “no” and when necessary, how to implement an effective price reduction strategy. If you have ever listed a home that you knew was too much money and wish you hadn’t listed it this course is for you. Coach: Doris Carlin |
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| Overcome and Resolve True Objections | |||
| Some objections are what the prospect truly thinks and feels and must be resolved for action to occur. Other objections are simply prospect hesitations and may manifest themselves as a negative response or behavior. Michaelann will teach you how to identify the difference so you can efficiently overcome a common objection and determine the true challenges to make action happen. Coach: Michaelann Byerly |
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| Short Sales: Position Yourself as the Realtor | |||
| Short sales are not do it yourself projects. There are key reasons a lender will accept less than what is owed on the property and conversely there are deal killers that will eliminate the short sale. This session shows you the whole process from short sale lead sources to negotiating with the bank to avoiding pitfalls. If short sales are an opportunity in your market you need this course. Coach: Knolly Williams |
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| For Sale By Owner and Expired Presentations That Work | |||
| What are the two personality types that desire to sale their home themselves and how do you convince them to use you and pay your full serviced commission? What is the one key element that you must convey to an Expired to persuade them to give you their listing? Joel will answer these questions and teach you everything you need to know to find and convert FSBO’s and win Expired’s. This course is an absolute must for all new agents. Coach: Joel Rico |
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| Accountability and Motivation to Perform Day In and Day Out | |||
| Considering we all have the same amount of time in the day, why does one agent achieve top producer status and the other struggles for existence? Once we’ve achieved success why is so challenging to perform from day to day? The answers lie between your ears and it’s certain that you are best served by allowing a professional to coach you through these challenges. If you possess the desire to succeed to your potential you must experience Bruce. Coach: Bruce Keith |
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| How to Write Advertising That Gets Response | |||
| If you were to follow a competitor into a listing appointment would you say exactly the same things and homogenize your assets to look like theirs or would you differentiate yourself, build unique value and close for the contract? Certainly you would differentiate; so then why do agents submit advertising that looks like their competitor’s? Advertising is salesmanship in print and just like salesmanship it is a learned art. Learn it and it will pay dividends for the rest of your career. Todd will demonstrate simple models that inject direct response, attention grabbing headlines, unique value propositions and powerful calls to action. If you advertise just to pacify your sellers or are unhappy with your advertising’s results, sign up for this course. Coach: Steve Cortez |
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| Accountable Internet Lead Generation | |||
| The power of the internet is in its ability to quickly digest and present information; the Achilles heel of the internet is that it is a vast sea of digital anonymity. The latest NAR statistics, show home buyers gravitate towards the internet as an initial search tool (81%) but before initiating contact drive by the property (73%). The key is to harness the power of the internet but still capture that consumer to identify them and follow up. After all a lead is only as good as the validity of its contact information. This session teaches you how to leverage the power of the internet and eliminate anonymity by using search engine optimization, syndication, single property websites and mobile marketing. Coach: Ben Kinney |
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| Generate New Business From Web 2.0 Technologies | |||
| Blogging. Social Networking. Facebook. Myspace. Twitter. It’s confusing. It changes daily. Web 2.0 is characterized by using the web for communication, collaboration and information sharing versus Web 1.0 that is static web pages viewed through a browser. Web 2.0 is attractive because it’s interactive and builds communities. Mariana’s and Beth’s simple explanations will educate you on what technologies work, which are the appropriate mediums for businesses and how to use them. It’s everything you need to know about web 2.0. If you want to increase your online lead production, sign up for this session. Coach: Mariana Wagner / Beth Torrance |
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| Acquiring New Business Through Sphere of Influence Marketing | |||
| It is widely accepted that the most economic lead you can generate with the highest probability to close is a referral. In fact, most agents desire to build a referral based business. The challenge is that you have to obtain a sufficient amount of clients to perpetuate the referral base. All agents start out by selling their sphere of influence, their friends, associates and family members but after that they tend to focus on cold lead generation. Studies show that a referral can cost up to 90% less than a cold lead to generate. If you would like to learn how to cultivate new and referral business implement automated drip campaigns and create win-win models using affiliates and partners this course if for you. Coach: John Prescott |
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| Signing Buyer Contracts at Open Houses | |||
| Perhaps no topic is more highly debated than, “do open houses work?” Some agents treat the open house as an obligation to their seller, others as a prime opportunity to generate new business. In this session, Nikki will teach you how to properly stage, to expand your advertising reach through strategic partners and how to sign buyer representation contracts at the open house. If you perform open houses, this course is a must. Coach: Nikki Buckelew or Shon Kokoszka |
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| The Best Technologies Every Realtor Needs | |||
| What’s the best smart phone? Which digital camera should I buy? What lap top should I purchase? Do I really need customer relationship manager software? Why should I use multiple agent websites? These are just some of the technologies that coaches Kevin Kaley and Beth Torrance will cover. The bottom line: the research has already been done for you. Coach: Kevin Kaley and Beth Torrance |
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| Gold Standard Customer Service Makes You Money | |||
| There’s a lot that can go wrong between acceptance of the sales agreement and making it to the closing table. From tighter loan verifications to appraisals, NAR estimates that some areas experienced 20-30% sales agreements failed to make it to closing. It’s vital to remove the confusion during the closing process, make sure the paperwork is correct and timely and properly manage the buyer. All agents have lost a deal due to an unexpected circumstance that could have been avoided; all agents need to take this course. Coach: Mimi Patrick |
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| Green Building Technologies: Become an Expert to Build Value | |||
| Understanding and being able to communicate the difference between passive solar and solar panels will open new avenues of business for you. While green building design has become trendy of recent, it has been in practice for years. There are likely many green design concepts in your resale opportunities that this course will help you identify; so you can build value in your listing and selling processes. For over twenty five years Mark Canada has designed residential properties using passive solar, rain harvesting, electric photovoltaic panels, solar hot water heaters and geothermal and radiant heating and cooling. You’ll also learn how to provide guidance on federal and state tax credits, rebates and subsidies. If green building is of interest to your buyers and sellers, you need this course. Coach: Mark Canada, architect |
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