Managers’ Up and Running New Agent Coaching System

2 softcover workbooks, 5 audio CDs, 2 document CDs, $199.95. Order Now

Contents: For Your New Agent

You’ll receive a copy of the widely read book Up and Running in 30 Days, plus 3 audio CDs and 1 document CD.

1. The Churning, Shifting Real Estate Industry and What it Means to You
• Trend One: Evolving Company Economic Models
• Trend Two: Relationship Marketing
• Trend Three: Systematizing Your Business with Technology
• Trend Four: The Internet Buyer
• Trend Five: Training Delivery Methods
• Trend Six: Coaching
• Trend Seven: Shrinking Commissions
• Trend Eight: The Internet-Based Real Estate Company
• Trend Nine: Teaming
• Summary
2. The Six Principles of a High-Producing Business
• Principle One: Start the Business Cycle by Talking to People
• Principle Two: Stay on the Business Path
• Principle Three: Prioritize Your Activities
• Principle Four: Lead Generate Like the Pros
• Principle Five: Work the Numbers
• Principle Six: Be Accountable to Your Plan
• Up and Running: A Start-Up Plan Built on the Six Principles
• All Your Self-Management Tools Are Here
• Summary
3. Four Weeks to Becoming a Successful Agent
• What a Successful New Real Estate Agent Does
• The Priorities of Up and Running
• Managing “You”
• Getting Help from Your Manager
• Should You Find an In-Office Coach?
• Watch Out Now for Dependent Tendencies
• Managing Your Attitude
• Up and Running: An Overview of Your Four Weeks
• Get Ready — Get Organized
• Summary
4. Week One Start-Up Plan
5. Week Two Start-Up Plan
6. Week Three Start-Up Plan
7. Week Four Start-Up Plan
8. The Skills of Lead Generation
• How Our Lead Generating is Constructed
• The Eight-Point Strategy to Turn Internet Leads into Sales
• How to Make Contacts in Each of the Four Lead Generating Areas
• Best Source of Business: People You Know
• How to Circle Prospects
• How to Contact For-Sale-By-Owners
• Listings That Have Expired
• After the Conversation: Send a Pre-List Package with Your Thank-You Note
• Summary
9. Must-Haves in Your Sales Arsenal
10. Qualifying Procedures, Marketing Plans, and Your Personal Promotional Tool
• Qualifying Buyers and Sellers for Effective Time Management
• Building Your Marketing Plan
• Marketing You
• Summary
11. Seven Critical Sales Skills for Success
• Why These Particular Skills?
• The Seven Critical Sales Skills
• Sales Skill 1: Crafting a Sales Call Script
• Sales Skill 2: Attaching Benefits
• Sales Skill 3: Asking a Question to Get the Order
• Sales Skill 4: Using the AAA Method of Objection-Busting
• Sales Skill 5: Using the ‘Hum’ Technique
• Sales Skill 6: Tying Down Your Benefit Statement
• Sales Skill 7: Discovering the Motive That Drives the Buyers’ Decision
• Summary
12. The Completed Up and Running Start-Up Plan
13. Blank Forms for Your Up and Running Plan
14. Sample Scripts and Letters
• A Script for Calling on People You Know
• A Script for Cold-Calling
• A Script for Converting the FSBO
• The Expired Listing Script
• The Circle Prospecting Script
• The Quick Qualifying Questionnaire for Buyers
• The Quick Qualifying Questionnaire for Sellers
• Letter Announcing Your Career in Real Estate
• Internet Reply Note
15. Documents
• Creating Your Personal Budget Fill-In
• Your Real Estate Budget Fill-In
• Your Marketing Plan Fill-In
• Yearly Goals and Monthly Activities
• Budget Forecast Fill-In
• Technology Budget and Planner Fill-In
• 30 Days to Dollars Lead-Generating Plan
• Your Days to Dollars Lead-Generating Results
• Tracking Qualified Buyers Fill-In
• Buyer’s Potential Evaluator
• Listing Presentation Qualifier Fill-In
• Marketable Listing Evaluator Fill-In
• Up and Running Weekly Schedule Fill-In

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