KEYNOTE! PLAY IT FORWARD Think of yourself as the Director of your own life. Picture the set, the cast. Now, play your movie forward . . . 1 year, 5 years, 10 years. What does your life look like? Who will be in your cast? Playing it forward lets you visualize the gaps between where you are and where you want to be. Creating a story board for a future filled with positive events and emotions is exhilarating and empowering—and Coach Jackie can show you how!
Follow up with Break Outs:
- “Where’s the Gap?” Assess today and design tomorrow using a connect the dots system
- Understand the major role belief has in your story
- “Get it to the Big Screen” Learn strategies to bring your future to life
- “You’ll Need a Good Editor” Be prepared for predictable obstacles
- Change dreams into goals and goals into action
KEYNOTE! STOP TALKING & START CLOSING: DYNAMIC DIALOGUES TO SAVE TIME & MAKE MONEY One of the things we, real estate professionals, love about our business is that we get to talk to people all day long. The problem is that, many times, we talk ourselves right out of business. We talk too much and listen too little. This session is filled with dynamic dialogues and lessons from real-life, real estate scenarios that will have the audience laughing and learning their way to greater success. Coach Jackie will teach you how to talk less and say more and how to talk less and gain more respect.
LEADERSHIP SESSION! PERSUASIVE LEADERSHIP FROM THE INSIDE OUT How can you define yourself as a leader? What makes others buy into your vision? The self-aware leader builds core values for their team from the inside out. Their authenticity draws passion and commitment from those around them to succeed. Find out how discovery can power design in this enlightening session.
MOST REQUESTED COURSE *IT’S A PRICE WAR TO THE DOOR! New and unique words, dialogues, scripts and methods to separate even the most seasoned agents from the crowd. Gain an edge for your listings and for your marketing with this one-of-a-kind presentation on new pricing techniques. Learn the difference between “pricing” and “positioning” and the true difference between “comparables” and “competition.” This class will show you how to move unrealistic sellers from the state of denial to the state of reality! 3-6 hour
MOST REQUESTED COURSE *NEGOTIATIONS: THE GAMES PEOPLE PLAY What is the difference in a master negotiator and the typical sales person? A master negotiator understands and practices solid, proven techniques that get to “yes,” bypass “no,” and end up with delighted clients leading to future referrals. These negotiation techniques are not human nature, we are not born with these skills! Master negotiators are created through a sincere desire to help others and to learn new skills. Join Jackie for a journey to enhanced negotiation and people skills that can be life changing. 3-6 hours
“NEGOTIATIONS: GENDERS, GENERATIONS & GENETICS” Negotiating is perhaps one of the most important skills we can possess, be a student of the topic. Learn to add flexibility for individual clients and to master a few profound universal truths to enhance your skills and increase your business. Keynote or 1-2 hours
LISTINGS BY THE DOZEN Agents today must have a business plan and marketing plan that matches their economic needs. This course shows attendees how to create a salable listing inventory through specific lead generation strategies. Agents get great marketing strategies for their sphere of influence, open houses, expired listings and for sale by owners. 3-6 hours
SELLING WITH STYLE: DISCOVERING YOUR CLIENT’S NEEDS Understanding the most important needs, fears and emotions of buyers and sellers who are involved in the largest financial transactions of their life is paramount. This course will teach licensees how to better understand the unique and individual needs of each customer/client they deal with by learning to identify the customer’s DISC behavioral style.
BROKER/MANAGER VERSION AVAILABLE 3-6 hours
BUSINESS ETHICS FOR BUSINESS PEOPLE NAR’s Code of Ethics and state Canons of Ethics are founded in good business practice. Let’s face it, without the real estate industry, all other industries would either struggle or dissolve. We are the heart of the American Dream. Through interactive case studies, students will learn business strategies and systems that will demonstrate outstanding business ethics to the world of consumer. This course goes to the heart of our industry and helps real estate licensees to better serve the overall significant purpose of real estate. 3 hours (meets NAR mandate)
WHO’S DRIVING THE BUS? Are you a passenger on the road of life, or are you the driver? Are you heading in the direction of your dreams, or is someone or something else determining your end results? Learn to look down the road to your chosen destination. Learn to make that dream a reality with goal-setting skills, self-determination and personal mind management. Keynote or 3 hours
WHO’S DRIVING THE BUS? 4 KEYS TO SUCCESSFUL LEADERSHIP FOR BROKER/MANAGERS Who is driving your company or your office, you or your agents? What determines your year-end results, the agent’s goals or yours? Learn to look ahead and create your own destiny. Become the “Rain-Maker” and gain respect from your agents. 3-6 hours
DANCES WITH WOLVES: HOW TO THRIVE IN ANY MARKET Today’s real estate market represents many changes over the past 5 years. Real estate professionals are not able to create business or service today’s consumers in the same way they have in the past. This course gives licensees six specific strategies to work more effectively in the current market and with today’s consumers. 3-6 hours
DANCES WITH WOLVES: IT’S A DOG-EAT-DOG WORLD OUT THERE FOR BROKER/MANAGERS Will your selection of people nourish and sustain your company, or make it sick? Use the survival techniques of Lt. John Dunbar (Kevin Costner) to enhance your survival skills and maximize your recruiting potential. 3-6 hours
TIME MANAGEMENT: ARE YOU A ROCKING HORSE OR A RACE HORSE? Many REALTORS® work a lot of hours and are in continuous motion, but few are making forward progress. The problem: a lack of direction, clear goals and time management skills. This course will provide attendees with systems to define goals in the important areas of life as well as identifying the most common activities that are not important to their goals and/or are simply time wasters. 1.5-3 hours
DON’T WORRY, BE ‘APPY: SYSTEMIZE YOUR LIFE AND BUSINESS WITH EVERNOTE AND BEYOND Technology can be a time waster or a life enhancer…which is for you? Technology can also be overwhelming. Learn in this session, not just what apps to download, but how to use a few of the best apps to systemize your life and your business. Coach Jackie will walk you through the steps of actually putting Evernote (and a few other apps) to work for you. Want checklists? Done! Want organization for your files? Done! Want to have everything in one place? Done!
3 ANGLES TO AMAZING OFFICE GROWTH FOR BROKER/MANAGERS Recruiting and retention continue to be critical to a successful brokerage. The big question is how to connect and engage with today’s “work at home” and “mobile office” agents. Discover 3 ways to make your brokerage or office indispensable to your agents and become a recruiting magnet.
BUSINESS PLANNING FROM THE INSIDE OUT Most real estate professionals don’t have a written business plan. Of those who do, many plan backwards, with marketing as their first step. In fact, marketing is the last step in an effective business plan. Learn to plan from the “inside-out,” plan your life, your business, your strategy, and your sources. Then, and only then, should we spend our money on marketing. This 5 step, inside-out, method builds an intentional future and a profitable business. 1-3 hours
“STAKE YOUR CLAIM: MINE YOUR OWN BUSINESS” More than 60% of consumers will do business with the first person they meet or think of the day they find a need to buy or sell real estate. Is your sphere thinking of you on that day? Or, is your sphere reading another agent’s blog the day they decide to move? How are you protecting your best asset in real estate? Your database is your gold mine and your competitors are moving in. Learn to be top of the mind and to be the “go to” person for real estate. Learn to create a deep relationship with your database so that you know when change is happening in their lives. Stay in the know and mine for your gold. 1-3 hours (possible continuing education content)
“CAPTURING THE “UNTOUCHABLES”
- Do expired listings and For Sale by Owners offer opportunity for all agents? Yes
- Can an agent really capture the expired and/or For Sale by Owner market? Yes
- Is there a positive approach for expireds/FSBO’s that creates hope and respect? Yes
- Can sellers of expired listings learn to trust again? Yes
- Is the return on investment worthwhile? Absolutely
- Can every agent: new, seasoned, shy or outgoing capture these markets? Yes
- Is there a system to follow? Yes
- Do FSBO’s really eat their young? NO!
1-3 hours (possible continuing education content)
SUCCESS STRATEGIES FOR UNREALISTIC SELLERS If you enjoyed Jackie’s “It’s a Price War to the Door!”, you’ll LOVE this course! Fact: Most sellers today have very high expectations! They want a price that covers their mortgage, what they have in the house, what they need to move on, etc. They also have an expectation of 100% of their list price and a quick, one-week sale when average time on market is much longer. And what about holding opens every weekend? Or, always a favorite, “Since you sold it so fast you should cut your commission.” This class is filled with systems, strategies and scripts to help you move your sellers from the state of denial to the state of reality! 1-3 hours (continuing education content)
LEGAL LIFESAVERS Learn to “navigate” today’s legal environment and to steer clear of potential hazards that could sink your career. Case studies on Agency, Dual/Limited Agency, Property Disclosure, Misrepresentation and Earnest Money will help you to recognize red flags and learn great risk reduction skills. 3 hours (continuing education content)
EQUAL OPPORTUNITY AND JUSTICE FOR ALL This course gives fresh perspective on where we have been in our Nation regarding Fair Housing, where we are today and what we need to do in order to make a positive difference. Gain a much better understanding of the protected classes, prohibited activities, testers and sensitivity issues. The goal of this course is to better understand what we can do individually and collectively to demonstrate overt effort to add balance to American lifestyle. 3 hours (Civil Rights continuing education content)
LISTENING SPEAKS VOLUMES Why did we learn to give speeches, dissect frogs, and dissect sentences, but never took a course in listening? Listening skills are the most important skills we can learn to build healthy relationships that lead to success. What keeps us from effectively listening and how can we overcome the most common obstacles? It is time to become self-aware of your personal listening style and enhance the most important skill in life! Are you listening? Keynote
ALSO AVAILABLE: CRS 201 Listing Strategies; CRS 202 Sales Strategies; CRS 103 Mastering Your Time to Achieve Your Goals;
*Available as 3 hour CRS elective courses (see above for descriptions): “Negotiations: The Games People Play” and “It’s a Price War to the Door!”