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Power
Session 1
Path to
Success
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•Goal-Become
a Customer
Service Professional
•The
4:4:3 Challenge
•Foundational
Path to Success
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Power Session 2
Customer Service Selling |
•Successful
Selling Zone
•6
Steps of Customer Service Selling
•Prepare-Connect-
Serve |
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Power
Session 3
Lead
Generation Fundamentals |
•Lead
Generation Cycle
•Four
Laws of Lead Generation
•Build-Feed-
Communicate
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Power Session 4
Lead Generation
Your Mets |
•Your
Sphere of Influence
•Strategies
for Met Prospecting
Success
•Systematic
Prospecting |
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Power Session 5
Buyer Consultation |
•Buyer
Consultation Overview
•Schedule
the Appointment
•Financially
Pre-Qualify
•Identify
Values |
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Power Session 6
Buyer Consultation |
•Buyer
Consultation Questionnaire
•Presenting
Your Benefits
to Buyers
•Unique
Value Proposition
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Power Session 7
Buyer Consultation Final Steps |
•Obtain
an Exclusivity Agreement
•Explain
Agency
•Set
Expectations
for the Buying Process
•Next
Appointment
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Power Session 8
Finding
A
Home
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•How
to Show Homes
•Tips
For Successful Home Tours
•Making
the Decision
•Creating
Buyer Urgency |
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Power Session 9
The
Listing Consultation |
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•Discuss
Agency
•Pre-Listing
Packet
•Greeting
Sellers
•Consult
Sellers
•Evaluate
the Property
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Power Session 10
Listing Consultation
Presentation
|
•Present
Your Value Proposition UVP-WIIFM
•Discuss
Pricing with Scripts-Charts & Facts |
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Power Session 11
Responding to Listing
Objections
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•Handle
Common Objections
•Your
Marketing Fee
•Sellers
Net
•Getting
the Listing Signed |
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Power Session 12
Selling
A
Home
|
•Servicing
Sellers
•Your
Marketing Plan
•Creating
Exposure for Your Listings
•Staging
Techniques |
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Power Session 13
Open
Houses |
•Success
with Haven’t Mets
•Basics
of Open Houses
•Strategies
for Open House Success
•Open
House Prospecting |
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Power Session 14
For
Sale
By Owner
|
•FSBO
Basics
•Strategies
for FSBO Success
•Systematic
FSBO Prospecting
•Tools
& Tips for FSBO Success |
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Power Session 15
Expired
Listings
|
•Basics
of Expired Listings
•Strategies
for Expired Listings
•Systematic
Expired Prospecting
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Power Session 16
Prospecting
to a Farm
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•Basics
of Geographic Farming
•Strategies
for Farming Success
•Systematic
Farm Prospecting
•First
Time Buyers
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Power Session 17
Write-Receive
& Negotiate Offers
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•How
to develop the offer
•Receiving
& Presenting an Offer
•Three
P’s of Negotiation |
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Power Session 18
Closing
Buyers & Sellers
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•Buyer
& Seller Closing Packet
•Buyer
Agent
Responsibility checklist
•Sellers
Agent Responsibility Checklist
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