This document provides an overview of RothMethods' advisory selling training program for commercial real estate agents, managers, and executives. The program aims to shift the focus from transactional to advisory selling. It consists of 5 components: 1) 12-session seminars, 2) 12 extended workshops, 3) 12 quick webinars, 4) peer performance teams, and 5) private coaching. The seminars, workshops, and webinars provide skill development in areas like deal creation, conversion, and completion. Performance teams support new, emerging, and established producers. Coaching is available individually, in pairs, for teams, and executives. The goal is to help participants produce sustainable income growth through collaborative client relationships.

1. Welcome To The New Era of
Advisory Selling!
Are You Ready For a Big
Change In How People Sell?
© 2017 RothMethods, Inc.

2. © 2017 RothMethods, Inc.
Why Advisory Selling Works?
Five Core Commitments
1. Be Authentically Committed to a Client’s Best Interest.
2. Be Genuinely Interested In Clients and Their Needs.
3. Be Completely Open to the Outcome That Best Serves the Client.
4. Be Fearless in Communications With Clients in the Face of the Risks.
5. Be Unstoppable in the Intention to Serve the Client.

3. © 2017 RothMethods, Inc.
How Advisory Selling Works?
Five Core Components
1. Build Upon Agent’s Transactional Expertise.
2. Develop Stronger Skills on the People Side of Selling.
3. Install the Minimum Benchmarks of Activity for Success.
4. Install a Systematic Skill Development Plan.
5. Install Tools for Managing High Performance.

4. © 2017 RothMethods, Inc.
What Advisory Selling Produces?
Five Core Benefits
1. Efficiency: Do More Deals at the Same Time With Greater Ease.
2. Effectiveness: Do More Deals With a Greater Certainty of Closing.
3. Empowerment: Build Stronger Enduring Client Relationships.
4. Enjoyment: Make a Lot More Money by Having a Lot More Fun.
5. Ease: Become a Magnet for Clients Who Bring Others as Well.

5. © 2017 RothMethods, Inc.
RothMethods, Inc.
Advisory Selling Overview
VISION: Our vision is to establish Advisory Selling as the next major step in the evolution of the selling profession. Oure core
commitment is to work with agents, managers and executives to bring our their natural advisory skills and put them to work.
MISSION: Our mission is to empower selling organizations to shift from a culture of competition to one of collaboration. We
offer agents, managers, executives and organizations a way to reliably develop skills on the people side of the equation.
IMPACT: The impact of our work is that agents, managers, executives and sales organizations maximize sustainable growth.
You can be assured that if you choose to work with us you will exceed the whatever results you seek to achieve.

6. © 2017 RothMethods, Inc.
Contents
Five Core Commitments
❖ Overview of Our Commercial Real Estate Focus
❖ Overview of RothMethods, Inc.
❖ Overview of the Advisory Selling Methods
❖ Five Program Configuration Components
• Component 1: Three 12 Session eSeminars – 60 Minutes Each
• Component 2: Twelve Single Session 90 Minute eWorkshops
• Component 3: Twelve Single Session 30 Minute eCasts
• Component 4: Five Performance Team Options
• Component 5: Private Coaching & Virtual Collaboration

7. Our Commercial Real Estate Focus
Four categories on our work with Commercial Real Estate Agents, Managers & Executives listed vertically.
Investment Sales
[Agents & Administrators]
Multi-Family
[Local to Institutional]
Northeast
[Manhattan to Boston]
Leasing
[Agents & Administrators]
Retail Commercial
[Multi-Tenant & Single Tenant]
Mid-Atlantic
[DC to Nashville]
Property Management
[Management & Tenant Rep]
Office & Industrial
[Multi-Tenant & Single Tenant]
Southeast
[Atlanta to Miami]
Finance
[Originators & Processors]
Special Variations
[Affordable, Tax Credit, Hospitality]
Midwest
[Chicago to Houston]
Land Development
[Land Acquisition & Development Projects]
Specialty Products
[Self-Storage, Senior & Student Housing]
West Coast
[Seattle to Phoenix]
Agent Categories Product Categories Regional Categories Peer-Group Categories
Agents
[Emerging to Established]
Team Leaders
[Admin Team & Agent Team]
Sales Managers
[Regional & Satellite Offices]
District Managers
[With Multiple Offices & Staff]
Division Executives
[With Multiple Districts & Managers]
© 2017 RothMethods, Inc.

8. RothMethods, Inc. Overview
We offer three sets of skill development methods which define our work at all levels of a selling organization focusing on Commercial Real Estate.
Inner Leadership Method 1
Inner Power
Inner Leadership Method 2
Inner Positioning
Inner Leadership Method 3
Inner Planning
Inner Leadership Method 4
Inner Performance
Advisory Selling Method 1
Deal Foundation Skills
Advisory Selling Method 2
Deal Creation Skills
Advisory Selling Method 3
Deal Conversion Skills
Advisory Selling Method 4
Deal Completion Skills
Collaborative Leadership Method 2
Team Coaching
Collaborative Leadership Method 3
Team Mentoring
Collaborative Leadership Method 4
Team Management
Collaborative Leadership Method 1
Team Leadership
Presentation Focus
This presentation will feature the Advisory Selling.
© 2017 RothMethods, Inc.
Method 1 Method 2 Method 3 Method 4

9. Four Advisory Selling Methods
The Complete Set of Methods We Deliver to Commercial Real Estate Agents, Managers & Organizations.
Deal Foundation
[Navigating Your Game]
Deal Creation
[Generating Your Game]
Deal Conversion
[Operating Your Game]
Seminar 1
Gathering Your Power
[Blind Spots, Gateway, Core Values]
Seminar 1
Getting Grounded
[Creativity, Activity, Productivity]
Seminar 1
Making Initial Contacts
[Promos, Contacts, Emails]
Seminar 2
Generating New Possibilities
[Accomplished, Needed, Possible]
Seminar 2
Building Partnerships
[Rapport, Project, Partnership]
Seminar 2
Leading Exploratory Meetings
[Preparation, Meeting, Emails]
Seminar 3
Positioning Your Brand
[Vision, Values, Viability]
Seminar 3
Packaging Presentations
[Analysis, Client Project, Presentation]
Seminar 3
Delivering Full Presentations
[Analysis, Delivery, Documentation]
Seminar 4
Planning Your Future
[Challenges, Projects, Rules]
Seminar 4
Coordinating Events
[Emails, Messages, Surveys]
Seminar 4
Launching Client Projects
[Challenges, Project Design, Rules]
Method 1 Method 2 Method 3 Method 4
Deal Completion
[Regulating Your Game]
Seminar 1
Managing Accountability
[Alignment, Action, Reaffirmation]
Seminar 2
Creating Breakthroughs
[Straight Talk, Drill Down, Rebuild Trust]
Seminar 3
Completing Transactions
[Approvals, Completion, Celebration]
Seminar 4
Building Brand Recognition
[Targeting, Testing, Tracking]
© 2017 RothMethods, Inc.

10. Four Types of Selling
Four types of selling and where Advisory Selling fits in.
Four
Selling
Directions
Competitive
Selling
Collaborative
Selling
Consultative
Selling
Advisory
Selling
Agents & Clients Work
Against Each Other.
Forces Client To Make a
Decision To Take An Action
Convinces Client To Make a
Decision On a Solution
Agents & Clients Work
With Each Other.
Empowers Client to Make a
Choice On the Best Option
Works With Client To Arrive
At Mutual Best Interest
Transaction
Side
People
Side
© 2017 RothMethods, Inc.

11. Advisory Selling Overview
The two sides of the selling equation – Transactional Skills & People Skills
Two
Sides Of
Selling
Conventional Techniques Advisory Skills
In the end it is not about
which one is better than the
other, but rather how the
two work together.
Forces the Client To Make
a Decision To Take An Action
Control Skills
Control the Conversation
Overcome Their Objections
Hit Their Hot Buttons
Manipulation Skills
Throw Them a Softening Statement
Imply an Impending Event
Defer to a Higher Power
Domination Skills
Tell Them How To Think
Tell Them What To Do
Tie Them Down
Intimidation Skills
Create Urgency
Forecast Negative Outcome
Set Artificial Deadline
Subjugation (Closing) Skills
Do a Take Away
Trial Close Alternate of Choice
Make Them Say Thankyou
Empowers Client to Choose
Their Best Option
Partnership Skills
Evoking Rapport
Generating the Client Project
Forging a Client Partnership
Presentation Skills
Strategic Analysis
Client Project Focus
Building Presentations
Project Launch Skills
Defining Challenges
Designing Projects
Defining Rules of Engagement
Accountability Skills
Establishing Alignment
Initiating Action
Reaffirming Commitments
Completion Skills
Securing Approvals
Executing Completion
Celebrating Client Success
Transactional
Skills
Agent
Centered
Deceptive
Selling
Close
a Deal
People
Skills
Client
Centered
Inceptive
Selling
Complete
a Project
Our normal selling habits
can’t be changed so we will
have to find ways to
augment them.
© 2017 RothMethods, Inc.

12. 5 Program Design Components
• Component 1: Three 12 Session eSeminars
• Component 2: Twelve Extended Session eWorkshops
• Component 3: Twelve Quick Session eCast Series
• Component 4: Five Peer-Group Performance Team Levels
• Component 5: Private Coaching & Virtual Collaboration
These components offer a starting point in the program design
process. The final configuration will be fully aligned with the
specific needs and objectives of the company. We also have other
components, not listed that would also be made available.
© 2017 RothMethods, Inc.

13. Component 1: Three 12 Session Seminars
Three 12 session live-online peer-group skill development programs fully develop the skills.
Deal Creation Seminar
[Total of Twelve Group Sessions]
Overview/Review
[Two Group Sessions]
Initial Contacts
[Five Group Sessions]
Exploratory Meetings
[Five Group Sessions]
Deal Conversion Seminar
[Total of Twelve Group Sessions]
Overview/Review
[Two Group Sessions]
Packaging Presentations
[Five Group Sessions]
Client Project Launch
[Five Group Sessions]
Deal Completion Seminar
[Total of Twelve Group Sessions]
Overview/Review
[Two Group Sessions]
Managing Accountability
[Five Group Sessions]
Completing Transactions
[Five Group Sessions]
Seminar Name Opening & Closing Sessions Part 1 Part 2
Program Delivery Plan
• These live online Seminars can be made available in sets of twelve sessions for selected peer-group teams.
• The maximum number of participants is ten people or less in order to maximize value and participation.
• The cost is $350.00 per session or $4200.00 per series of 12 sessions with additional optional private coaching & collaboration.
• There will be PDF documentation on the material presented in each session as well as exercises and worksheets.
• The value of these sessions is to develop agent skills at deal creation, conversion and completion.
© 2017 RothMethods, Inc.

14. Component 2: Twelve Extended Session Workshop Series
Twelve 90 minute single session live online peer-group programs teach agents about the skills.
Advisory Selling Continuum
[Introducing Ten Components]
Targeted Promotions
[Workshop 1]
Client Surveys
[Workshop 2]
Initial Contacts
[Workshop 3]
Multiple Messages
[Workshop 4]
Email Confirmations
[Workshop 5]
Exploratory Meetings
[Workshop 6]
Strategic Analysis
[Workshop 7]
Full Presentations
[Workshop 8]
Project Launch Meetings
[Workshop 9]
Regular Updates
[Workshop 10]
Building Client Share
[Producing Sustainable Results]
Program Delivery Plan
• These live online Workshops can be made available in sets of four sessions for selected peer-group teams.
• The maximum number of participants is ten people or less in order to maximize value and participation.
• The cost is $375.00 per session or $4500.00 per series of twelve sessions with optional private coaching or collaboration.
• There will be PDF documentation on the material presented in each session as well as exercises and worksheets.
• The value of these sessions is to get agents aware of the road map to successful advisory selling and building client share.
© 2017 RothMethods, Inc.

15. Component 3: Twelve Quick Session eCast Series
Three sets of four 30 minute single session live online webinars get agents engaged with new ideas.
Everyday Selling
Why We Sell
[Program 1 – Part 1]
How We Sell
[Program 1 – Part 2]
What We Sell
[Program 1 – Part 3]
Who We Sell
[Program 1 – Part 4]
Professional Selling
15 Conventional Techniques
[Program 2 – Part 1]
Five Modes of Influence
[Program 2 – Part 2]
Five Selling Styles
[Program 2 – Part 3]
Changing How You Sell
[Program 2 – Part 4]
Advisory Selling Principles
[Program 3 – Part 2]
Advisory Selling Practices
[Program 3 – Part 3]
Advisory Selling Process
[Program 3 – Part 4]
Advisory Selling
Principles, Practices & Process
[Program 3 – Part 1]
Program Delivery Plan
• These eCast Webinars can be made available in sets of four sessions for selected peer-group teams.
• The preferred number of participants is ten people or less in order to maximize value and participation.
• The cost is $25.00 per session per person or $125.00 minimum per session or $500.00 minimum series of four sessions.
• There will be PDF documentation on the material presented in each session as well as exercises and worksheets.
• The value of these sessions is to get agents present to their current habits and begin to make changes.
© 2017 RothMethods, Inc.

16. Component 4: Five Peer-Group Performance Team Levels
These are manager or senior agent sponsored live-online peer-group skill development team programs.
L-Teams
[Launch Teams]
Newer Agents
[Marginal Income Growth]
Sales Manager
[Manages Participation]
E-Teams
[Emerging Teams]
Emerging Producers
[Incremental Income Growth]
Sales Manager
[Manages Assignments]
P-Teams
[Professional Teams]
Well Established Agents
[Sustainable Income Growth]
Regional Manager
[Manages Development]
M-Teams
[Mentoring Teams]
Agents Mentoring Others
[Exponential Income Growth]
Regional Manager
[Manages Deployment]
A-B Teams
[Senior Agent Advanced Teams]
Senior Agents With Teams
[Quantum Income Growth]
Senior Agent Leader
[Builds High Performance Team]
Team Level Participants/Growth Sponsors Business Case
10 new agents move their average
from $50,000 gross to $100,000 gross
within a 12 month period equals an
additional $500,000 per team/year.
10 agents move their average from
$100,000 gross to $200,000 gross
within a 12 month period equals an
additional $1,000,000 per team/year.
10 agents move their average from
$200,000 gross to $400,000 gross
within a 12 month period equals an
additional $2,000,000 per team/year.
10 agents move their average from
$300,000 gross to $600,000 gross
within a 12 month period equals an
additional $3,000,000 per team/year.
5 senior agent teams move their average
from $1,000,000 gross to $3,000,000
gross within a 12 month period equals an
additional $10,000,000 per team/year.
© 2017 RothMethods, Inc.

17. Component 5: Private Coaching & Virtual Collaboration
Agents, Managers, Executives and all members of a selling organization use these options to enhance their learning process.
Virtual Support
[Email Communication]
Upon Request
Maximum 3 Emails/Week/Person
Single Agent & Group Communications
$25.00/Mo.
[Each Participant]
Private Support
[Live Online Communication]
Weekly or Biweekly
[30 Min. Sessions – 1 Person]
Single Agent, Senior or Manager
$125.00/Session
[Each 30 Min. Session or Increment]
Partner Support
[Live Online Communication]
Upon Request
[60 Min. Sessions – 2-3 People]
Agent, Senior & Manager Combos
$300.00/Session
[Each 60 Min. Session or Increment]
Team Support
[Live Online Communication]
Upon Request
[60 Min. Sessions – Small Team]
Administration and or Agents
$350.00/Session
[Each 60 Min. Session or Increment]
Executive Support
[Live Online Communication]
Weekly or Biweekly
[90 Min. Sessions – One or More Person]
Single Executives & Executive Teams
500.00/Session
[Each 90 Min. Session or Increment]
Support Level Recurrence Costs Benefits
This support option gives participants
quick support at odd hours or with
questions that do not need immediate
attention, get delayed virtual support.
This support helps participants resolve
any performance blind spots that may
be limiting their ability to produce
sustainable results.
This support option gives managers,
senior agents and mentors a venue for
resolving any partnership issues that
may be undermining collaboration.
This support option gives small agent
or administration teams a venue for
building stronger collaborative team
relationships and high performance.
This support option gives executives and
their management teams a venue for
innovation of new ways to elevate the
performance of their people.
© 2017 RothMethods, Inc.

18. RothMethods, Inc.
Our vision is to establish Advisory Selling as the next major step in the evolution of the selling profession.
Our mission is to empower selling organizations to shift from a culture of competition to one of collaboration.
The impact of our work is that agents, managers, executives and sales organizations to maximize sustainable growth.
Contact Paul Roth
paul@rothmethods .com
845 679-5936
Proposed Action Plan:
1. Learn About the Organization & the People
2. Launch a Pilot Program in Investment Sales with a timetable for results.
3. Work with executives to consider where they want to maximize revenue growth.
4. Work with executives to consider where they want to minimize the expense of training and development.
5. Launch a series of programs that will tough all product and service areas with a pilot program.
6. Train managers to be an effective sponsor for performance teams and senior teams.
7. Install Mike Milano as the coordinator of programs across the state of Florida.
8. Create a proposal for the national organization.
© 2017 RothMethods, Inc.