Sales skills development brocure no fee


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Sales skills development brocure no fee

  1. 1. SOLDWestside Office3215 Macdonald St. Vancouver, BC V6L 2N2P: 604.732.1336F: 604.732.0012Corporate Office1428 W 7th Ave. Vancouver, BC V6H 1C1P: 604.602.1111F: 604.602.9191Downtown Office#2-1012 Beach Ave. Vancouver, BC V6E 1T7P: 604.684.6155F: 604.684.4155Yaletown Office1355 Homer St. Vancouver, BC V6B 5M9P: 604.602.4545F: 604.602.4541Crest Realty WestsideOutstanding Agents, Outstanding Results.Sales Skills Development Programsfor New & Experienced RealtorsA Proud Member of:#1 RE/MAX Sales GroupWorldwide — 2009-2010-2011
  2. 2. 1SALES POWER offers you the opportunity to build your business “by design”and stop operating by default.This program will make your business more relevant because it has beencombined with the exclusive tools, resources and benefits of the RE/MAX brand.By combining the power of SALES POWER and RE/MAX — you will soar…with an unfair advantage…to craft your career…by design and achieve thelevel of success you deserve.“The course provides an excellent foundation of how your business shouldbe built. Every REALTOR should be practicing what Tom Ferry has to say.Just after taking the chapter on appointment setting, I focused on anappointment where I would list their property. It worked..” — Jerome DeisWhat is Peak Producers?Peak Producers is a 12 week training program featuring industry expertBrian Buffini & top producer Joe Niego. You’ll enjoy Brian’s motivationalIrish wit as he presents practical how-tos, effective dialogues, real-worldtips and more. Plus, this program comes with a complete student kit and arobust Online Resource Center – all the marketing materials and resourc-es you’ll need to become a Peak Producer.Tom Ferry Sales Power — Peak ProducersSales Power Session Topics:• Expectations of Sales Power• The Sales Power Plan• Living at Level 10• Past Client and Sphere• Open Houses• Becoming an Appointment SettingMachine• The buyer Presentation• The listing Presentation• Social Media Lead Generation System• Expired Listings• Marketing Distressed Properties• For Sale By Owners• Skill, Removing the Fears, and PriceReductions• Maintaining a New level of Performance• Taking your Business to the Next Levelwith a Team: Parts 1 + 2You’ll learn how to:• Generate leads & close more transactions• Overcome peaks & valleys in your income• Identify the 7 types of negotiators & howto win• Get every buyer off the fence• Navigate price reductions like a pro• Conquer the chaos of this business• Be a professional, profitable businessowner in any market
  3. 3. 2Essential Skills Training SeriesSession 1: Getting the Most From Your RE/MAX AffiliationThis orientation will familiarize you with all of the tools and resources availableto you as one of our associates. Topics covered will be our expectations ofnew associates, using our company’s virtual office space - The Extranet(WolfConnect), RE/MAX tools and resources and where to find them,Accessing the Virtual Business Center (VBC), and Office Resources availableto you as a member of the Metro Vancouver Properties Group.Session 2: Writing Contracts in our MarketplaceIn this two part series, several common scenarios will be reviewed so youwill be familiar with what clauses need to be used to protect yourself andyour client. Covered will be selling condominiums, detached houses, newconstruction, Leasehold properties, and Co ops. Homework assignments willbe due at the following session “Presenting Offers”.Session 3: Advertising, Disclosure and Rules of CooperationLearn the right way to present your offers to the benefit of your Buyer so that theyget top attention from the seller and the listing agent will have confidence that youcan get the deal done. Also covered; presenting offers in a Multiple Offer situationand knowing your rights and obligations, and presenting Back-Up Offers.*Students will bring the contract they drafted as homework from theprevious session for discussion and questions.Session 4: Working with Buyers under AgencyParticipants will learn what Agency requirements needs to be passed along tobuyers. We will be reviewing the Working With a Realtor Brochure, Contract ofPurchase & Sale, and Buyer Agent Contracts, so you will have a high degreeof comfort when dealing with these documents.Session 5: Presenting OffersThis session will cover what a CRM is, why you need to start using one, andthe options available to you. You will be given an in-depth introduction toour Extranet’s WIGO “to do list manager”, Calendar function, and drip emailsystem which are included in your membership investment.Session 6: Selling Tenanted PropertiesYou will learn about the Residential Tenancy Agency (RTA) and how it dealswith these transactions. What are the tenant’s rights, and how much noticeneeds to be given to the tenant if the buyer is wanting vacant possession. Howto maintain a good relationship with the tenant during the time of sale. We willalso discuss Capitalization Rates (Cap Rates) to determine the true rates ofreturn.Session 7: Comparative Market AnalysisLearn to handle commission reduction requests by understanding the valueof the services you provide and the difference it can make to the price that thehome sells for. This session will also cover the check list for what forms mustbe submitted to the office with a new listing will also be reviewed. The FeeAgreement and Exclusive Listing contract will also be viewed.Session 8: Effective FarmingHow to establish an effective ‘farm’, and what are the best items to go out toyour area. How often should items go out. Once you have your ‘mailer’ ready,what’s involved in taking it to the Post Office, and how to get the best‘Unaddressed Admail’ rate. If you’re planning to start a ‘Farm’ program, don’texpect immediate results.
  4. 4. Social Media 101Social Media has become an integral part of our society and animportant part of the real estate industry. Your clients expect you tostay on top of these technological developments and use them tomarket their properties.If the idea of setting up a Facebook Fan Page for your business,Tweeting what’s going on, and uploading a video to Youtube terrifiesyou, then this workshop is for you!West 7th associate Wesley Behan has been using social mediaextensively in his business for years and will be on hand to facilitateand answer questions. We will cover:• Basic set up of a Facebook Fanpage, Twitter feed and a YouTubeVideo Blog and what to do with them• Basic set up of a LinkedIn account and what to do with it• Demonstrate apps and programs you can use to connect all ofyour social media to make keeping up with it easierHarness the Power of YouTubeThe RE/MAX Brand Channel has a fantastic geolocation search functioncalled Smart Map that the public is using to search for listings and Realtors.Check it out••• How to upload and link your videos to the power of the RE/MAXBrand Channel for free added exposure• How to create and upload a personal profile video using a FlipVideocamera or your own digital camera with video functionUsing QR Codes for Real EstateThese strange looking squares are like retail barcodes. They canbe generated easily and can be read using free apps on iPhones,Blackberry’s, and Android phones. Popular in Japan and Europe foryears, they are starting to make a splash here in North America. QRcodes can appear on business cards, for sale signs, newspaper ads,websites, coupons, fliers, postcards and more. When scanned, theycan cause the phone do any number of things depending on what thecreator of the code has set it up to do. For example, it can open up theemail application on the phone and fill in your email address, it can beset to dial your number automatically, take the person to your website,Facebook or Twitter page, generate a SMS message, take them to aspecific YouTube video, add your contact info to their address book,and much more.The use of these codes in Real Esate marketing is limited only by yourimagination. If you would like to learn more about how to generate anduse these codes to help your business and set you apart, sign up andattend this informative session.Technology Sessions3Facebook 101 & AdvancedFacebook for RealtorsFacebook is becoming more and more important as a marketing andlead generation tool in the real estate industry, yet very few Realtorsare using it effectively. This advanced workshop will cover using yourFacebook Profile and Fanpage from a Realtors perspective to generateleads and make sales. Topics covered include:• Increasing your reach to your sphere, past clients and prospects• What content to post to position yourself as a local expert• Using Video effectively: what and where to post• Using apps like Posterous to automate and streamline your socialmedia reach• Linking your facebook to accounts like Twitter to save time andexpand your reach• Fanpage VS Profile Page and why you should use both for yourbusiness• Create tabbed landing pages on your fanpage so that potentialclients have to like you to get more info.By the end of this workshop you will have a very clear understandingof how to communicate effectively with your past and potential clientsthrough facebook, and use its Friends of Friends reach to dramaticallyincrease your on-line exposure. You will be able to tap into potentialclient bases you may not have known existed, and send them effectivemarketing pieces and valuable real estate information that will helpestablish you as their local expert.Going Paperless with your iPad & iPhoneMany of you have an iPad and think it’s great, but are you using it toit’s full advantage to help you in your real estate business? With a fewinexpensive apps and a bit of know-how, you can use your iPad to writecontracts on the fly, have your client sign right on the screen, email it tothe other agent or clients, receive it back, and make changes - all withoutusing a single piece of paper.If you have an iPad and are not set-up to take advantage of thistechnology, or are thinking of getting one but are wondering how it willhelp your business, you need to attend this workshop. Please bring youriPad and iPhone (if you have one) with you as this is a workshop and thegoal at the end is to have you set up and ready to go.Some Recent Workshops...
  5. 5. Speaker Events & Business Meetings4Weekly Business Meetings(MacDonald and West 7th)These meetings cover items such as legal updates, Real EstateCouncil and Real Estate Board news, arbitration findings,RE/MAX news, market events, and industry tips. We also takethis time to give recognition to associates for a job well done.Market Kick-Off Speaker EventsStarting with a full buffet breakfast, these events provideopportunities to network with fellow RE/MAX associates. Itkeeps us connected and interested in each other as a group inaddition to gaining more inspiration, education, and motivation.High profile speakers like Richard Robbins and David Knoxdiscuss topics on anything from listing tools to insider secretsfrom successful REALTORS®.Industry Experts SeriesJoin local industry experts as they provide valuable insightinto the issues, services, and best practices you need to knowabout in order to best service your clients and stay on top ofindustry changes. Sessions will be hosted by a wide arrayof industry experts, including lawyers and notaries, homeinspectors, tax experts, financial planners, home stagers,contractors and more.Sample Agenda
  6. 6. Chairman’s Club$500,000 - $999,999Diamond Club$1,000,000+Executive Club$50,000 - $99,999Platinum Club$250,000 - $499,999100% Club$100,000 - $249,999LifetimeAchievement$3,000,000gross commisions7 Years with RE/MAXCircle of Legends$10,000,000gross commisions10 Years with RE/MAXHall of Fame$1,000,000 grosscommissions in allyears at RE/MAX5Club Level AwardsRE/MAX Club Level Awards are among the highest ranked in the industry. Hundreds of Western Canadianassociates are inducted into these club levels each year because RE/MAX attracts associates who strive for the best.All Club Level Awards are based on annual gross commissions.Career AwardsRE/MAX awards prestigious, career level awards based on gross commission earned with RE/MAX to date.Club Levels & Career Awards
  7. 7. 6October 2012 YTDMonthly office stats provided free of charge forassociates use in client interviews and listing presentations.SnapStatsTM*These office stats prepared and published by RE/MAX Crest Realty Westside in affiliation with SnapStatsTM
  8. 8. Outstanding Agents. Outstanding Results.®7 AdvertisingRE/MAX Commercial• Search listings, findan official agent.• Exclusive offers forRE/MAX clients“The Resource”for consumers.Social Media MarketingLeadGeneration2012RegionalGroupAdvertisingFundhgtv.caOutdoor AdvertisementsTelevisionTelevisionDesign Centre“The Voice” of Real
  9. 9. Regional Group Advertising Fund8AdvertisingCause MarketingSports MarketingRE/MAXFit to SellProgramTransit-Region UpdateBlogRE/MAXSpecialEventsTeamHOME TEAMCONTESTNational TV Ads
  10. 10. 9OrientationSales Associate OrientationThe Manteo Lakefront Resort & Conference Centre, Kelowna BCRegistration and Attendance Policies andNew Sales Associate Orientation Information:The Sales Associate Orientation is designed for affiliates newto the RE/MAX System. This session is designed to guideassociates through all the tools and resources available withinthe RE/MAX System.The Orientation is offered to Sales Associates and LicensedAssistants who attend within 90 days of starting as noted onthe Member Profile. Prior to attending, Region office must havereceived its copy of the Member Profile and RE/MAXinternational its copy with the $425.00 annual membership dues.Registration must be submitted two weeks prior to theintended orientation date. Orientation Registration is subjectto space availability and minimum participation of 20 Affiliates.Due to space planning and budgeting, spouses and guestsmay not attend the sessions or food and beverage functions.A confirmation of registration will be sent to your BrokerOwner or Manager. Please make sure you have thisconfirmation prior to making travel arrangements.CANCELLATION POLICY:Registrants who cancel 72 hours prior to the program startdate may incur hotel charges. Accommodation charges will beinvoiced to the Broker Owner should the Sales Associate notattend all scheduled functions of the Orientation or cancelwithout notifying Regional Office and The Grand Okanagan.Dress is business attire.All sessions held at The Grand Okanagan Lakefront Resort.Orientation Agenda:Day 110:30 a.m. Region Office Tour (optional)11:00 a.m. — 12:00 p.m. Registration11:30 a.m. — 12:15 p.m. Lunch12:15 p.m. — 1:15 p.m. Opening Remarks & RE/MAX Culture1:15 p.m. — 2:00 p.m. Group Advertising Fund2:00 p.m. — 2:15 p.m. Networking Break2:15 p.m. — 3:00 p.m. Trademarks & Service Providers3:00 p.m. — 3:15 p.m. Group Insurance Program3:15 p.m. — 3:35 p.m. Community Care Program3:35 p.m. — 3:50 p.m. Group Photo & Networking Break3:50 p.m. — 4:15 p.m. Referral Systems4:15 p.m. — 5:15 p.m. Top Producer Panel6:30 p.m. — 8:30 p.m. Reception & DinnerDay 27:30 a.m. — 8:00 a.m. Breakfast8:00 a.m. — 9:45 a.m. CMN Cause Marketing9:45 a.m. — 10:15 a.m. Networking Break10:15 a.m. — 11:30 a.m. Launching Your RE/MAX Career11:30 a.m. — 12:00 p.m. Programs (Commercial, Awards,Recognition & Events)(all dates and times subject to change)
  11. 11. 10Worldwide RE/MAX EventsSales Associate OrientationAs a new RE/MAX associate, you’ll spend two fast-paced days withRE/MAX of Western Canada’s management team in Kelowna, BC anddiscover RE/MAX services and benefits to launch your career with RE/MAX.Take the orientation within your first 90 days with RE/MAX.Western Canadian ConferenceHosted by RE/MAX of Western Canada in a major Western Canadian City,the Western Canadian Conference gathers associates from across WesternCanada for a jam-packed, two day event. Complete with Key Note Speakers,networking opportunities, the Annual Awards Ceremony an extravagantgala dinner and dance the Western Canadian Conference is sure to leave tofeeling inspired.Canadian ConferenceHosted by RE/MAX of Western Canada in a major Canadian City, this threeday event allows RE/MAX associates from all three Canadian regions tocome together for a motivational, networking event like no other.Real estate associates at RE/MAX arewell recognized by RE/MAX ofWestern Canada, by RE/MAX LLC,and by their colleagues. Awards aregiven for achievements at many levelsincluding 100% Club, Platinum Club,Chairman’s Club, Diamond Club, Hall ofFame, Lifetime Achievement, and Circleof Legends.RE/MAX, LLC ConventionHosted by RE/MAX, LLC in a major US city, this three day convention allowsRE/MAX associates from all over the globe to gather and network - gain new friends andnew contacts. The RE/MAX, LLC Convention assembles the fantastic Key Note Speakersfor motivational seminars, hosts the Annual International Awards Cermony followed bydinner and dancing to an amazing band.Review the Events section monthly forupdates and information including;• Upcoming Regional & International Events• Date/Location Changes• Upcoming Training Events• Host Hotel Reservation Information• and More…Market Kick-Off Speaker EventsStarting with a full buffet breakfast, these events provide opportunities to network withfellow RE/MAX associates. It keeps us connected and interested in each other as a groupin addition to gaining more inspiration, education, and motivation. High profile speaker likeRichard Robbins and David Knox discuss topics on anything from listing tools to successsecrets from successful REALTORS®.RE/MAX events are like no other in the real estate industry. Make newreferral connections, gain new ideas and recharge your batteries!“Great conference inVancouver; the facilitieswere superb. I’m lookingforward to next year inVictoria with daffodils!”Sales Associate,Enderby, BC
  12. 12. Wolf Connect and Testimonials12Your Virtual OfficeAgent Websiteswith MyRealPage• 24/7 access to office resources and information• Register for upcoming events and training• Messaging system allows you to connect with agents• Manage your listings and showings• Customizable Drip email system• Full Client Relations Management System & Calendar• Secure File Storage System• Monthly expense and income statements and year-end taxsummaries.• Fully customizable by agent• Full Reciprocity Integration• Tons of Templates• Integrated social media• Exclusive RE/MAX Crest RealtyWestside PricingCrest Realty Westside Testimonials“Wayne is an outstanding leader and is someone that you can always count on for the right answer. He has away of making everyone feel welcome and comfortable. Wayne is the go-to person for many people, and is atrue expert in all Real Estate matters. I have never seen Wayne be anything but positive and professional, andfeel fortunate to work with him.” — Rhonda Davis“Hi Steve,I just wanted to let you know how much I appreciate you as our managing broker, as our peak producer leader, andas a person. I know I can always count on you to be there for me with the right answer! Warmly” — Susan Hubele
  13. 13. RE/MAX vs. Big Brokers 201213RE/MAX is the #1 real estate network in Canada. Nobody sells more real estate thanRE/MAX. Here is how major Canadian competitors compare, based on 2011 statistics.
  14. 14. 142012 Brokerage PerformanceVancouver Market ShareListing Ends 2012RE/MAX agents have proven they are very skilled at helping theirsellers fulfill their desire to move better than any other competitor!MLS Listings Per AgentREBGV 2012 Stats27.4 20.4 8.2 5.7 3.8 3.6 2.6 2.2RE/MAX MACDONALDREALTYROYALPACIFICSUTTON1.3SOTHEBY’SROYALLePAGEDEXTER PRUDENTIAL COLDWELLBANKER1.9TRGAll others 22.86%8.57 6.20 5.25 5.14 5.05 4.95 4.84 4.10 3.84 3.82 3.17 2.58 1.77 1.51RE/MAX MACDONALDREALTYCOLDWELLBANKERPRUDENTIAL ROYALPACIFICHOMELANDREALTYSOTHEBY’SSUTTON AMEXDEXTERROYALLePAGECENTURY21TRGONEPERCENTYear End 2012 (Listings Sold, MLS) Statistics compiled by independent research. Each office independently owned and operated.
  15. 15. 15REBGV 2012 Medallion QualifiersRE/MAXSuttonRoyalLePageMacdonaldRealtyPrudentialKellerWIlliamsRoyalPacificColdwellBankerTRG-TheResidentialGroupTeam3000AmexDexterAssociatesCentury21MultipleRealtyLtdSotheby’sAngellHasmanHomelandRealtyRoyaltyGroupRealtyIncReal Estate Board of Greater Vancouver2012 Medallion Club Qualifiers by Brand*Source: Published by REBGV for 2012 Medallion Club Qualifiers0100200300400500600
  16. 16. SOLDCrest Realty WestsideOutstanding Agents, Outstanding Results.