Archive for November, 2011

I’ve attended one of Coach Jackie’s classes…

“In the world of Real Estate, there are coaches and then there is Jackie Leavenworth. Her no-holds-barred approach to getting students involved in the process is not just motivational, but effective. Jackie is a godsend for Realtors, whether they are neophytes or veterans.”–Jerome Dorsey, New Jersey Association of Realtors

If you only go to one class this year, make sure it’s one given by Jackie Leavenworth.  You’ll come away with a totally new outlook on talking with your new customers.  Robert Banks-Morgan, FL

If you have the opportunity to take a class with Jackie do so!!! She has amazing energy and will give you a new perspective on handling your business!!! Just implementing 1 thing from her class will help you. Nadia Heinz, FL

CRS 202 with Jackie was wonderful!! It enhanced my 10 years of experience and brought me to a higher level. Kathy Werneke, VA

Jackie is the most enthusiastic and informative speaker I have encountered. I love to be wherever she is because when she speaks, I listen! I encourage you to do the same. BIL Willis, OR

I attended CRS 103 in Kona Hawaii last week. I was inspired by Jackie’s knowledge and personability. As a new agent attaining a CRS designation seemed a bit out of reach, but after the class I absolutely see the value in working toward this goal. Rebecca Green, HI

Jackie is a dynamic and entertaining speaker while at the same time she delivers her knowledge in a manner that is easy to absorb and remember. I learned so much in the Listing Strategies in class that when I got a phone call in the middle of if from a potential client, I changed my whole dialogue with that person and got the listing! Thanks again Jackie.  Susan St. Martin, OR

Jackie was inspiring, entertaining and very professional. She connected with our CRS Negotiations class and held everyones attention for a full day. I was so impressed with her vulnerability and real life stories. I’m looking forward to taking her class again in the future.  Rebecca Green, HI

LOVED your day of training “Negotiations: The Games People Play.” So many good tips and advice. Brain too full at the end! But a good full!  Kaye DeFranceaux Leonard, HI

Attended your Negotiations class last Tuesday (OCT 7).  Without a doubt, Jackie’s Negotiations class is well worth the money and time spent! She is engaging, energetic, enthusiastic, funny, and mostly – she knows what she’s talking about! Her tools will prove useful for years to come! Thanks Coach Jackie!!  Kris Higman, SC

2014 LIBOR Conference…Wanted to thank you for a great day of helpful and Profitable information. If you ever get a chance to see Jackie in person, make sure you don’t pass it up. I can’t wait to get out and put her wisdom to use growing my business. John Camlet, NY

Jackie’s class: Negotiations was fantastic!! It was great learning ways to maneuver around the games people play … and learning how to better communicate and really connect with our clients. I can’t wait to get out there and apply these techniques!! Now if I could just think of a name for my parrot… Jennifer Hunt, CT

Jackie, Thank you SO much for the past two days (CRS 202). It was an incredibly rewarding learning experience, and I will happily seek you out in the future. I am new to the real estate sales business, but have been a practicing attorney in real estate matters in CA for the past 9 years. I may sound like a jerk in saying this (it’s the high D in me?), but a LOT of the CE and other real estate courses I’m taking just do not engage me. You, on the other hand, are amazing. I’m not blowing smoke; I am truly impressed and, better, truly grateful for the time you’ve taken and the work you do. You elevate the profession.  Shannon Paton, Reno NV

I loved your CRS 202 course!  Your energy field is AMAZING. I loved the sharing of tech tools, personal stories, scripts and other teaching devices! Your wanting all the best for your former and new devotees was refreshing. It wasn’t just another gig, it was a full blown mission.  Ann B. Boone, MD

The CRS “Negotiations: The Games People Play” class is an excellent class that everyone should attend. The techniques I learned in class I will use in every aspect of my life. THANK YOU JACKIE!!!! Bryan Hoover, KS

Thank you for all of the take-aways from your workshop (Negotiations: The Games People Play) this morning!  It was like a pep rally with so much substance.  As a former educator, I so appreciated your consideration of effective communication skills, your respect for the learners, your variety of teaching tools and your passion for real estate as well as your passion for people.  Many workshop leaders proclaim to have the secrets to success, but then they only offer clichés. On the other hand, Coach Jackie passionately, creatively and generously shares specific revelations that can be put into practice toward success.  Karen Rezendes, MA

Jackie is an awesome trainer. She keeps the audience engaged. She’s funny, relevant,informative, knowledgeable with her 30 years of real estate background and has great materials to share.  Thank you for coming to Wichita to teach the Negotiations class. It was awesome. You are a wonderful teacher! Thanks again! I learned a lot!  Traci Bodley, KS

Jackie is one of my favorite speakers! Always fresh, hilarious, and FULL of million-dollar ideas, her own stories about getting started in real estate are also fantastic and hugely inspiring. She constantly changes her repertoire of suggestions to stay current with what’s working in TODAY’s market- unlike so many other speakers. I will always be first in line to hear Jackie speak, she’s the best! (Listings by the Dozen) Kaley Shorter, FL

You are the very best instructor on real estate practice that I have ever encountered.  I like your approach, your processes, your style and, most of all, your integrity and honesty! (VA CRS Sell-A-Bration) Tom Raney, VA

Thank you for your time and energy last Friday at the Welles Bowen sponsored event. High Energy all the way through. So many great opportunities were presented. Simple ideas presented with laughter. I can’t wait to get started and see which works best for me.  Kimberly Dietrich, OH

Coach Jackie is always “spot on” with her coaching and training materials! I use them with all my agents, new and experienced! (Allen Tate Spring Convention 2014) Kim Overman, NC

I thoroughly enjoyed your presentation at the Allen Tate Convention.  Jackie is a very dynamic and inspirational speaker, that challenged me to think in a new way. I am excited about my reignited business and putting her theories into practice! Thank you Jackie!  Shelly Stone, NC

Your course was extraordinary! It’s rare that I truly connect with the speaker – but I absolutely did with your Listing By The Dozens course! I left the course wanting MORE!  Zelda Greenberg, Florida

Great, seasoned real estate agent and educator!! Love her Listings by the Dozens course. Sarah Hewett, Florida

I am a new agent. I have only been selling real estate 1 year and 6 months. I have had only one listing . Your class have given me the courage to continue going forward I just need to believe in myself and stay focused. Cassandra Brown, Florida

I loved your CRS 202 class. It is the best CE class I have been in in the 9 years I’ve been selling real estate. Thanks for re-energizing me!  Kathy Barclay, Minnesota

Truly a class act. Fun to listen to and motivates classroom participation.  Fantastic class yesterday. (CRS 1 Day Negotiations: the Games People Play)  Dolly Matten, Minnesota

Thank you for the excellent class on Monday (13th (CRS 1 Day Negotiations). A good review and so many new great ideas that make sense and are easy to apply for success. I look forward to getting your forms and trying and applying them to be more successful in my transactions. Thank you!  Beverly Fussy, Minnesota

CRS 1 Day Negotiations and CRS 202:  I attended 3 days of Jackie’s classes this week. We all know how drained we get after sitting in class all day, but even after 3 days, I came out of there energized and motivated! Already have a system in place for existing buyer.  Nina Karsky, Minnesota

If you ever feel like you are doing the same old things over and over…and you need to be rejuvenated…Coach Jackie is the answer.   Small things DO make a difference! She is the best!   Jackie Coombs, Mississippi

I enjoyed all the classes from KAR but especially listing class. I have been in business 22 years and she delivered information I will use in my listing presentation. Steve Ashton, Kansas

I thoroughly enjoyed taking 2 classes that you presented at the KAR Convention last week. I got the most out of “Its a price war to the door.” I will never price another house. I will position it in the market place. Thanks!  Bo McNair, Kansas

Thank you for the wonderful presentations this week at the KAR Convention Jackie! I attended all four of them and loved every one!  Jackie’s presentations were full of energy, fun and great advice. There are so many things that I will take from her presentations and start implementing today! Thanks Coach Jackie!!  Sandra Haines, Kansas

I just bought two of Coach Jackie’s training CDs, and all that I can say is WOW! I am supremely confident that this information will TRANSFORM my business!  George Jackson, Alabama

Really enjoyed the UNREALISTIC Seller class at the Century 21 Global Conference in Las Vegas.  Jackie packs a punch! Her insight is spot on and the content is current.  She is dynamic speaker who keeps her audience tuned in pumped up!  Dan Gullahorn, Florida

I attended one of your sessions while attending the Sutton Convention in Las Vegas. Without a doubt this was one of the BEST Educational sessions I have ever attended. Glen Noble, Alberta

Your classes were the best, offering the most useful hands on tools offered at the C21 Global Conference! Thank you for everything!I have already put your lessons to action and PS they work (but I’m sure you already knew that) ;)  Kristie Kruger, Alberta

This 201 class (Reno, NV) was truly inspiring, and more importantly a tremendous reminder of how to do business well, and a confidence builder for me after 20 years in the business .  Greg Humphrey, California

The CRS 201 class that I attended in Reno last week was the best real estate class I have ever had.!!! That covers the years from 1981 to present.  Marilyn Melrose, Nevada

I go to a ton of trainings.   You are one of the best I have ever seen.  You are funny, brilliant and you really hold the attention of the audience!  Colleen Boyle Jolin, Massachusetts

I was able to take Jackie Leavenworth’s course today at PASS in Massachusetts and I have to say it is the best real estate course I have ever taken.  I have my GRI, ABR, ePRO, GREEN, AHWD, SFR—but this is the first course that changed how I will do business in the future.  Peggy Dinger, Massachusetts

Your program today (Negotiations) was THE BEST real estate education and practical knowledge I’ve ever received.  They say if you leave a program and implement one thing it’s worth your while.  Your delivery and of creative strategies and ideas has me using many of your suggestions.  Thank you so much!  Chris Head, Massachusetts

Jackie, you are amazing!  I just attended your Negotiations seminar in Pembroke, MA and I can’t wait to see you again. You are so inspirational!!!  I just got my license in December and you gave me so many tools to use in my career and my life.  Amazing…Inspirational…Life Changing…Thank you! Kerri Nagle, Massachusetts

Occasionally, there are educators whose passion for what they are teaching grabs you from the moment they start talking. Their information and impact so large, they not only benefit the student…they benefit the whole community. Coach Jackie is one of those elite instructors in our industry! She will impact your business!  Darren Burke, Ohio

I have taken Jackie’s Listing and Negotiations classes and believe she is one of the best instructors I’ve had in my 27 years in real estate.  Ann Taylor, New Mexico

I thoroughly enjoyed your seminar, “It’s a Price War to the Door” and I look forward to using many of the new techniques and terms that I learned!  Sally Kerner, Virginia

Your energy and innovation are unmatched. I love your fresh approach to real estate. It is always a treat to take your classes! Taking your courses and incorporating your tips and techniques have had a marked impact on the success of my business.   Mella Skow, New Mexico

Really enjoyed the negotiations class – I’ve been saying how I really think we are missing something by not presenting our offers in person. I was trained to do so 24 years ago and think it’s essential… we are salespeople… aren’t we? Glad to have someone back me up.  Rose Davidson, New Mexico

Great negotiations class today. My brain was exploding with ideas to implement. And… I can make a few quick changes for what I believe will be immediate results. Starting now!  Tracy Venturi, New Mexico

Thanks for the fantastic negotiations class today!  Attending one of Jackie’s workshops will recharge your business. Simple yet powerful tips to make you a better negotiator.  Deanna Dopslaf, New Mexico

Our team looks forward to Triple Play every year and ever since we saw you last year we make it a point to see every course you teach. Your energy and enthusiasm for your business and your insight has completely changed our business and we have had an amazing year because of what we learned at your seminars. Keep on teaching! The real estate industry needs people like you!  Susan DiPinto, New Jersey

Jackie, I took course 201 from you in St Paul it was the best pricing/listing course I’ve ever taken. I went back after taking the course repositioned 5 listing, picked up 8 showings we would have missed out on and got 1 sale, in 2 weeks. I’m now listening to your Negotiations CD’s, all I can say is Thank you!! Ron Hanger, Minnesota

Thanks again Jackie! This was the 2nd year I attended ALL of your classes, I love the way that you handle objections with a smile and never cause the other side to get on the defense, Truly A talent!   If you have even been lucky enough to take one of her classes I’m sure you can’t disagree that Jackie is a delight! I’ve never miss a class of hers when she is speaking at a conference I’m attending. She reminds us that in a world of technology communication is still key. Her DICS class has opened my eyes and changed more than my business, but my personal life. Her Listings By the Dozen Class thought me how to get my client to trust me by building a relationship. She shares her experiences and leaves you with new perspective as well as a beaming smile. After her class I’m eager to share what I’ve learned. Thank you Jackie!  Desiree Thornton, New York

Attended your sessions at Triple Play, you are inspiring! I’ve been in Real Estate since 1992 & a Broker/Owner since 1997. I’ve attended alot of motivational/training sessions, and Jackie is the best of the best! At my stage you usually find a statement that you don’t entirely agree with, not the case with Jackie. SHE KNOWS THE BUSINESS! Her viewpoints are relevant to today’s market and valuable in planning for the future.  Judith Hart, New York

Thank you for the awesome seminar, Selling with Style! You really expanded my understanding of the psychology behind people’s observable behaviors. Now I can read the clues they give, so I can communicate with them better, and develop a rapport even faster! Not only are you an engaging speaker, you are also an effective teacher. Thank you! Cheryl Craig, NJ

Loved the presentation at Triple Play. Heard you last year and you are why I came back!   Ingrid Weil, Pennsylvania

Loved your class at Triple Play.  Although I have been in the industry for 35 years it was just what I needed to jumpstart my year. Your enthusiasm is contagious. Keep up the good work!  Janet Brown, New Jersey

I was just at the Triple Play in Atlantic City. Although I have been in the business since 1986 I found the class quite refreshing and invigorating. The dialogue you exposed us to and the energy you created were tremendous. Go Jackie!   Jim Pappas, New York

In 2010, I attended your packed session at Triple Play I was impressed, 2011 I attended Listings by the Dozen and absolutely loved the session!  Can’t wait for 2012!  Cecelia Valentino, New York 

LOVED your energy! LOVED your class at TriplePlay this year. I’m a buyer’s specialist for our team, but our lead listing specialist was unable to attend, so I went to this class for him. I have SO much info to share. THANKS for your incredible ability to teach. It was great!  Kay Zittrer, Pennsylvania

I attended your class at Triple Play this year in Atlantic City and it was the best class ever. I loved your energy and you tell it like it is. I will use your words of wisdom in my future real estate business. Kimberly Frantz, New York

I took your “listings by the dozen” class in Atlantic City. It was great! I plan to use many of your tips and techniques in growing my business. Thanks for being such a great presenter. Laurel Sweeney, New York

Just attended your session at Triple Play and as always, found you very informative.  Jackie is a wonderful speaker that has a ton of knowledge and experience to share as well as the ability to grab everyone’s attention and keep it.  Joseph Costello, New Jersey

Hi Jackie, just saw your seminar in AC today. You put on a great show with fantastic content.   Alex Baron, New York

What a pleasure it has been taking your classes the past few years. Thanks again for all your passion and energy you put into what you do Jackie.  Jamie Yaman, New York

You were sensational in Atlantic city. What a motivator!  Marlene Michael, New Jersey

I really enjoyed you class today, “Listings by the Dozen” at Triple Play. I look forward to using some of your suggestions in my future business! Tyler Wagner, Pennsylvania

Listings by the Dozen program during NAR conference was one of the best programs I have ever attended/heard in the last 15 years.   Fun – Insightful – Career Changing – Jackie is a true leader in bringing cutting edge real estate tools to agents!  David B., Texas

Coach Jackie was absolutely the best @NAR Anaheim 2011!
Rich K.,  St.Paul Minnesota

Loved your session at NAR and now I am raring to go!  Michele H., Canada

Thank you for your Listing by the Dozen and for leading the tech panel.  Coach Jackie’s scripts and dialogs are outstanding in their use of the right words and tone to really connect with clients and prospects.  Ken A., Nevada

Thanks for a great presentation at NAR! Helpful info and you fired me up as a manager/owner. Looking forward to taking your enthusiasm back to Skye Bruce Properties and sharing it with the team!  David B., Virginia

Hi Jackie! Loved you at the NAR class this morning. I could sit in your classes ALL day!  Heather W., Colorado

After seeing Jackie in Wichita in October 2011 I purchased her CDs. I have listened to them over and over. I know my office is tired of hearing me spout off, “this is what I learned at conference…” The lesson that I have had to use the most in our market in El Dorado, KS is “Is this a tragedy or an inconvenience?” Luckily so far we have had no tragedies and reminding myself and other Realtors of this has helped lower the stress on several transactions. I highly recommend Jackie not only for teaching us better ways to serve our clients but how to help lower stress in doing it.  Linda B., Kansas

Your CRS 201 course provided a wealth of information that I was able to implement immediately. I’m using your techniques to counsel agents and they are very receptive to this new approach.  Shirene H., Connecticut

Your CRS 201 class was amazing. You have completely changed my listing presentation. You have such great ideas and a fresh way to think about the real estate market! Thank you.  Joan D., Connecticut

Any agent wanting to make changes that will truly enhance their business needs to take instruction from Jackie. Outstanding!  Joel G., Connecticut

Jackie was great. Gave tons of new information on listing strategies. She is informative, warm, approachable and entertaining! It was a wonderful experience!  Deborah C., Connecticut

Fantastic ..time well spent in a course that is pertinent to today’s market. I had several “AH HA” moments that will help me be a more confident agent. You are a great value!  Kathy M., Connecticut

Hi Jackie: As a newer agent (1 1/2 yrs) I feel TRULY empowered by the many lessons learned in our 2 day class. Thank you for your enthusiastic approach to teaching real estate. It was worth my time and effort!!  Donna P., Connecticut

What can I say about “Coach Jackie”. When she speaks at our classes we can’t get enough of her. Loved and used already positioning rather than reducing the price! Can’t wait for you to return to CT.  Yolanda L., Connecticut

Thank you for a terrific class that gave me some amazing ideas. You also boosted 5 of my agents to the next level. Thanks so much. I can’t wait to take another class.  Sally B., Connecticut

Enjoyed every minute of the class….
Thanks so much.  I am a better empowered person to have attended and hopefully absorbed everything you covered.  Thanks again, Denise G., Connecticut

How to Become a “Real Estate Whisperer”

Author: Coach Jackie Leavenworth Published in the NJ REALTOR® Magazine…

I have been in real estate since 1984 and in the people business all of my adult life.  I thought I knew people, and I felt quite comfortable with my communication skills.  And then, I learned DISC, the behavioral model developed by Dr. William Moulton Marston.  I began learning about this profiling technique from Star Power, CRS and other real estate training venues.  But, it wasn’t until I spent a lot of time with an international trainer to become certified to teach DISC that I really understood the system and the power that it provides to enhance relationships.

I have always been intrigued by the “horse whisperer” concept and how well horses respond to trainers who are deemed horse whisperers.  It seems that the difference in those trainers and others is in the time spent learning the behavioral tendencies of that specific animal.  As a result, the whisperer works with the horse based on that horse’s behavioral preferences, not that of the trainer.

I liken DISC to the method of the horse whisperer.  After all, how many of us would love to have one of our more difficult clients become calm and easy to deal with?  We all learned the Golden Rule, which, as we know, is to treat others as you would like to be treated.  While the Golden Rule is a terrific concept, I would suggest that it doesn’t always work.  What does work is the “Platinum Rule:” to treat others as they would like to be treated.  The Platinum Rule is the basis for nearly all personality and behavioral profiling.

DISC is a universal tool used by many businesses and the US government.  The goal of this wonderful system is to increase self-knowledge first, and then to learn about others. That allows you to better adapt your own behavior to increase compatibility.  It also helps to, with fair accuracy, predict how a person might react or respond in certain situations.  Just think of the impact this could have on relationships with family, friends and clients.  It is amazing to me how much power we have to change relationships for the better.  Just as important, it allows us to realize that the people who drive us nuts aren’t broken; they are just wired differently.      

I distinctly remember a huge “aha” moment when I was learning about DISC.  There is a person I love dearly in my life. I am acutely aware that, for many years, my presence was less than exciting to this person even though I immensely enjoy being with her.  I had never been able to figure out why I had to walk on eggshells with her until I learned DISC from the pros.  Once I identified my own style and learned to read the style of my loved one, I recognized that her lowest behavioral tendency was my highest.  The last thing she wants is to be the center of attention or made to stand out in a crowd, or even be in a crowded place.  I, on the other hand am rather loud, I love crowds and I enjoy being the center of attention (yikes, there I said it, the stage is my happy spot).  We are exact opposites! That revelation taught me that if I want to enhance this relationship, I must learn to modify my behavior when we are together, so that she is more comfortable in my presence.

Many times in classes, I have been asked the question: “Jackie, aren’t you being less than authentic when you become someone else?  What about being true to yourself?”  My response: “I don’t think so. I have a choice to tone down my voice and not be the center of attention.  The question is: would I prefer to be my overly gregarious, effervescent self? OR, would I prefer to honor the other person’s comfort zone in an effort to enhance our relationship?”

You see, people who haven’t learned about DISC can’t be held responsible for understanding how to adapt to me. The responsibility for compatibility is mine, if I care about enhancing the relationship.  If I don’t care how they react or respond to me, I don’t need to worry about using DISC.

What does all of this have to do with real estate?  I believe that, armed with the DISC model, we can become “Real Estate Whisperers!”  This new “Real Estate Whisper” ability takes knowledge, skill and compassion.  We need to explore DISC’s 4 basic observable behavioral styles of dominance, influence, steadiness and caution that make up a person’s behavior.  We need to pay attention to what turns people on and what turns people off. 

This is the psychology of sales, not the business of sales.  We should not be learning how to “sell” people on anything other than ourselves.  Creating a relationship that is built on mutual respect and understanding will create a business model and success level that is second to none.

What if by simply listening to a person’s voice mail greeting, you could predict whether your listing presentation should be charts and graphs, or a simple “sign here” technique?

What if you were able to predict what type of information and correspondence will work best with your over-priced sellers? 

What if you were able to predict how your buyer might respond to getting involved in a multiple offer situation?

What if, when a person in your contact list calls you, you could know immediately whether to be fun-loving or caring and friendly or direct and to the point or accurate and in depth?

We are in the people business and our success depends upon people who enjoy being with us.  Join me in the “Selling with Style: DISCovering Your Client’s Needs” class at Triple Play this December.  If it doesn’t improve your business, it may save your marriage. 

See you there….Coach Jackie