NEW WORKSHOP

Being valuable when you prospect

Understand in this course the importance of how to sell your worth and how to stand out in terms of your unique selling proposition. Understand how to not only sell value from your perspective but the clients :

• Understand what value is in the eyes of your client.
• How to determine your unique selling proposition in the marketplace
• What value propositions are deal closers in a changing real estate market
• Scripts and dialogues around demonstrating value when prospecting
• The tools required to elaborate on value
• The “we don’t want cheap we want quality” analogy
• Other more advanced analogies to demonstrate value when prospecting
• Auto pilot value ads – through database management

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

World Class Prospecting Skills

In this course discover how to prospect in the most efficient way in the current climate of listing and selling real estate:

• Understanding how to market yourself effectively
• Understanding how to build a world class referral business
• Understanding what repeat business looks like and how to nurture this
• Understand how to hunt for clients when enquiry dries up
• Elite database management
• Converting vendor and buyer enquiry effectively
• Your time management skills around prospecting
• My prospecting plan

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Converting Leads to Sales

In this course understand the fundamentals of nurturing leads in all their different forms to reach a sale:

• Advanced email response strategy
• Rapport building and connecting with leads
• Reflective questioning techniques
• Advanced questioning skills
• Advising selling points effectively
• Call to action
• Email examples
• Follow up rhythm developed high levels of personal resilience

FOUNDATION WORKSHOP

Social Media Strategy in Prospecting

Learn to leverage the best of what social media platforms offer to build a brand and grow your business:

• What is social media?
• How does social media work as a business tool?
• The opportunity to lead the way with social media in your industry
• How to fully leverage social media in your business for maximum impact
• Linking Social media to your overall business marketing & business growth strategy
• Practical steps to activating social media in your business for growth

FOUNDATION WORKSHOP

Be an Expert Digital Communicator

The digital landscape is changing constantly, keep up to date with this course and learn how to best leverage various digital platforms for building your business:

• Understand how digital plays a role with communication through the business cycle of a selling process
• Digital prospecting strategies that work
• Text and email automation that move the vendor and buyer along the decision cycle
• Templates that can be used immediately after the workshop that creates listing opportunities and creates sales
• Influential words that get clients to committed
• Email enquiry response templates and follow up templates
• The do’s and don’ts of digital v other communication
• Advanced digital strategies

LISTING

NEW WORKSHOP

Advanced Questioning Skillset

This course focus is on developing the questioning skillset in the order to effectively conduct a thorough needs analysis of both buyer and seller. It follows the strategy and fundamentals of the trusted advisor selling methodology:

• Understanding the trusted advisor methodology
• Building a connection and setting up permission to ask questions
• The importance of asking the right questions
• The power of leading questions & reflective questions
• Learning to ask questions at the correct time for maximum impact
• Conducting a powerful needs analysis – my top 100 questions to learn
• The best question I’ve ever learnt to ask in a listing presentation
• The questioning of buyers when diagnosing enquiry and showing homes

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

NEW WORKSHOP

Mastering Influencing Skills

Find out how to master and engage clients more with your influencing skills. Tap into your belief of your product and self, in order to create a compelling need to use the advice that you are delivering:

• The 4 key strategies to learn in order to change the mind of another person
• Preparing to influence the right way
• What type of product knowledge impacts more than others
• Landing benefits in a conversation as opposed to facts
• Delivering case studies the right way to influence clients
• Adjusting the price of the vendor in a changed marketplace
• Setting the scene effectively, managing conditions for the outcome you desire
• How you start all meetings that controls the outcome
• The Psychology of having people buy into your message

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

NEW WORKSHOP

Elite Presentation Skills

In this course discover what world class listing presentation skills look like. Understand not just the strategy but the “how” in this well sought after course, which assists agents in building an unstoppable presentation to increase their conversion rates:

• How world class agents prepare for their presentations
• Booking the appraisal
• The trusted advisor communication strategy
• Tailoring an agenda early
• Discovering the needs for the client
• Using reframing techniques
• Advising not selling when delivering advice
• Handling the pricing conversation correctly
• Discussing your method of sale
• Your marketing and fee explanation delivered to gain a yes
• Closing skills

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

NEW WORKSHOP

Holding Fees

In this course discover how to charge more for your services, particularly when others are charging less:

• Understanding the value of your worth
• What is your product really worth?
• Why are your currently clients buying from you and how to discover this
• Setting up the delivery of your fees
• Scripts and dialogues around protecting your fees
• The importance of neutralising price
• Overcoming late objections and concerns around price
• The follow up pricing methodology
• Handling the agent that gives their fees away cheaply

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Pricing Property

Find out how pricing a home can be tweaked to win more business and not get caught up in overpricing property. Price conversation is technically the most difficult dialogue we deliver as Agents and can make or break our presentations:

• Understanding the difference between shooting from the hip with the price and delivering pricing strategy in a listing presentation.
• How to value properties correctly comparing what’s on the market verses what is sold when delivering pricing strategy.
• How every market has a pool of buyers which helps justify pricing & marketing strategy
• Scripts and dialogues around objections with price
• Scripts and dialogues around protecting your fees
• The importance of neutralising price
• How to handle “you must know what it’s worth”
• Explaining price through your agency agreement
• Last minute difficult objections with handling price

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Advanced Listing Skills

In this course, building on your established skillset to win the listing by understanding the advanced techniques and strategies that help you win the business:

• How active listening is the main product you sell
• Listing Presentation Visuals & Aids
• How do you guarantee what you are going to say next will work?
• Advanced Questioning Techniques
• Listing by not going face to face
• The importance of neutralising price
• Closing multiple listings in one presentation

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Closing Skills

Through this course understand how to close on clients and win more business:

• Closing on the optimist v the pessimist
• Setting up for the close
• Various trial close techniques that will convert more business
• Twenty scripts to help you close more sales
• Overcome the fear of asking for the close
• Passive v assertive v aggressive when it comes to communicating the close

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Vendor Paid Marketing Selling

In this course you will learn how to not only sell marketing up front but how to sell larger marketing packages, and not lose the listing:

• Preparing for vendor paid marketing
• All of the tools that you need in order to sell vendor paid marketing
• Diagnosing a needs analysis when coming to selling vendor paid marketing
• The trusted advisor methodology of selling marketing
• Handling the “your fee is more expensive“ objection
• Handling the “other agent is paying for more marketing” objection
• The slippery ladder technique

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

How to build rapport and connect deeper with clients

In this course find out how the most elite communicators build deeper connections with clients and thus build trust and list more property:

• The difference between “rapport by design” and natural rapport
• Your natural style that works well for you
• Being a chameleon for everyone
• Understanding body language, tone of voice, and the words you choose to use
• How to make someone what to trust you
• The do’s and don’ts when it comes to building trust
• How to build deeper long term connections with people
• Building trust and why people refer to you
• The power of validation when it comes to rapport building.

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Listing & Selling Auctions

Understand the key strategies involved in selling actions and running a strong auction campaign for your clients:

• Key auction dialogue
• 5 winning auction analogies
• Questions to clear vendor blockages
• Overcoming objections
• Setting the reserve
• Auction day set up
• Effectively working with the auctioneer & running a high-performance auction

NEW WORKSHOP

Vendor Management

Find out in this course how we set up vendor management and handle expectations. In our changing market, vendor management can be one of our most difficult parts of a Real Estate Agents role to find out how to educate around pricing and position pricing correctly in every campaign.

• Understanding the importance of a “set the process” meeting
• Have a vendor management process and how to show that through a campaign calendar
• Scripts and dialogues within the vendor management campaign calendar
• Showing a vendor why timing with price early is important
• Negotiating sale contracts with vendors
• Making sure you are producing raving fans out of your vendors

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

NEW WORKSHOP

World Class Sales Process

Understand in this course how to build and stick to a sales process. Your sales process is the very DNA in the organisation and a product of what makes sales occur at it’s highest price point every single time:

• Your job is not to get market value it’s to get above market value
• Selling a property is like baking a cake analogy
• Understand where to start when it comes to building your sales process out
• Understand how to map this sales process through a campaign calendar
• Example info graphics to bring your sales process to life
• Recruitment through sales process
• Coaching and inducting through sales process

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Buyer Management

In this course discover how to effectively manage buyers in a changing market:

• Shifting the unmotivated enquiry to being motivated
• Understanding how to convert more email buyer enquiry
• Advanced phone enquiry – conversion and handling
• Face to face buyer showings and how to make buyers to make offers
• The negotiation process with a buyer
• Advanced closing techniques with handling buyers
• The difference is not how the property is marketed it’s how you answer the enquiry

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

FOUNDATION WORKSHOP

Negotiation Skills

In this course discover how to put deals together in a changed market:

• Influencing people from one camp of thinking into another
• Preparing for your negotiation
• Setting up the negotiation with the vendor and the buyer
• How to make sure as many negotiations as possible take place face to face
• The power of getting your offers in writing
• Getting movement in the negotiation process
• Tailoring the negotiation to the needs of both vendor and buyer
• More advanced negotiation dialogue
• 20 closing techniques to pull a more difficult deal together

FOR MORE INFORMATION, PLEASE CONTACT ACTIVATE GROWTH : CLICK HERE

NEW WORKSHOP

Personal Leadership

Possessing self management skills, and driving ourselves to success each day is the key ingredient required for ongoing longevity in business, in this course come to understand what drives us, our emotional intelligence, our resilience, our thinking styles and our mindset all pay a significant role:

• Leading yourself for success and reaching your full potential
• Developing your emotional intelligence including understanding self-leadership & self-awareness
• The importance of exploring, understanding and harnessing your “why”
• The performance supply chain and personal resilience
• Understanding your own individual effectiveness, thinking style and blind spots
• Developing a performance mindset
• Understanding the importance of your physical vitality for success
• Stress mastery
• Goal setting & motivation – the skill of developing a daily practice

NEW WORKSHOP

Building Your Personal Brand

This course will enable participants to understand and develop their personal brand profile and provide strategies for marketing themselves effectively:

• Understand what a brand is
• Why do some personal brands build faster than others?
• Goal setting & motivation – the skill of developing a daily practice
• Building your profile & personal brand
• Marketing your profile strategically
• Getting to know your client base
• 8 key personal marketing initiatives

FOUNDATION WORKSHOP

From Surviving to Thriving

This course is about personal growth and development, with a backdrop of Daniel’s own story, come to learn, how you too can shift from surviving to thriving and the steps that are key along the way to reach your goals:

• The story of Daniel Spencer
• How to use past challenges as fuels for goals
• Your thinking = your business
• The seeds of motivation
• Personal goal setting
• Business goal setting
• Why some survive & others thrive
• Defining your why

FOUNDATION WORKSHOP

Time Management

The key to reaching our goals is keeping on track, learn the best time management strategies in the industry:

• Understand what time management is
• Where do we lose all our time?
• How do we gain time?
• Blocking out time
• What is each task worth per hour and how do you define this?
• The secrets to keeping on track
• The top 5 ways world-class leaders use their time

FOUNDATION WORKSHOP

Personal Presentation

A picture tells a thousand words, learn the value of personal presentation for ongoing success:

• How do world-class leaders present?
• The preparation in presenting
• What ways do we personally present?
• Understand your market when you present yourself
• Understanding your own individual effectiveness, thinking style and blind spots
• Developing a performance mindset
• Understanding the importance of your physical vitality for success
• Stress mastery and the role it plays when your present yourself
• The performance supply chain and personal resilience

FOUNDATION WORKSHOP

Personal Business Planning

In this course you will learn how to plan for your business, set goals and build your brand:

• Your thinking = your business
• The seeds of motivation
• Personal goal setting
• Business goal setting
• Personal brand
• Defining your why

FOUNDATION WORKSHOP

Becoming the Most Valuable Person in the Company

This course develops an understanding of what businesses are looking for in their people, and looks at the skills required beyond “doing the job” that are so important for success and longevity:

• Understanding your business’s desired growth structure
• Understand the difference between EQ and IQ
• Developing Self Awareness
• Growing Social Awareness
• Defining & developing Social Management
• Understand self-management & my blind spots
• Understand how to be an effective communicator
• How to be liked, respected & looked up too

NEW WORKSHOP

Managing a High-Performance team

Day to day leadership is the number one key to success in your business, in this course review the keys things leaders should be doing for ongoing success and high performance outcomes:

• Inducting new team members
• Managing your team for high performance
• Building personal leadership capability
• Performance reviews
• One on ones
• High performance sales meetings
• Reward & recognition

NEW WORKSHOP

Hiring Support People

Hiring those people to support you may seem like an easy task, in this course we discuss the common pitfalls and how to best structure your team for growth:

• Understanding your organisational structure for growth
• Structuring your business with support people
• Common mistakes
• Easy wins
• Setting up your assistant for success
• Leading your executive assistant for maximum impact

FOUNDATION WORKSHOP

Finding, Selecting & Recruiting your team

Understanding your growth plans are key in order to then set about recruiting and selecting staff to join your team, this course will assist you in understanding the process required to recruit and how to identify top talent:

• Understanding your business’ desired growth structure
• The pitfalls of building a team
• Modelling a structure for growth
• Understanding how to recruit your first support person
• Identifying and selecting talent
• Understanding remuneration structures that incentivise

FOUNDATION WORKSHOP

Recruiting New & Established Sales People

In this course learn the top industry techniques for identifying the top sales people, bringing them into your business, and setting them up for success:

• Understanding the real estate growth structure
• Identifying and finding new talent
• Headhunting the gun salespeople in your market
• Selection sales people around skill, work ethic and culture
• The human performance indicators
• Inducting new team members
• Designing a recruitment plan and executing

FOUNDATION WORKSHOP

Management/Leadership

Understand the various leadership styles, your natural style and how to provide feedback for improved performance:

• The 5 leadership styles
• Leading yourself for success and reaching your full potential
• Developing your emotional intelligence including understanding self-leadership & self-awareness
• Understanding how to give feedback
• The importance of exploring, understanding and harnessing yours and your staffs “why”
• Getting staff to follow you

FOUNDATION WORKSHOP

Driving Profit in Your Business

Designed for Leaders to help them understand their numbers in a completely different way, take your business to the next level with this financial review and analysis course, and set a plan for the future. Understand where you are losing money in the back end, how to get a grip of escalating costs and how to really drive profit:

• Financial management of a profitable real estate business
• Departmental P&L’s
• Break-even and Risk Ratio analysis
• Break-even point of salespeople and property managers
• Cost of a desk analysis
• The 4 drivers of profit in a real estate business
• Driving profit from the franchise offering
• Internal/External Locus of control
• Let’s plan your numbers & execute

NEW WORKSHOP

The 6 Secrets of High-Performing Agents

High performance agents have an X factor, what is it that enables their success? Attend this course to learn the secrets of the highest paid Agents in the country:

• Think Big
• Superior organisation
• Deliberate process
• Executive assistant
• Repeat & referral business
• Developing x-factor

FOUNDATION WORKSHOP

Building an Effective Business Unit – Part 1

Building an effective business unit (EBU) entails understanding your growth plans, identifying the correct talent and remunerating appropriately in order to drive the results you are after. In part 1 of this course, come to understand these foundations to creating the most effective EBU:

• Understanding the real estate growth structure
• The pitfalls of building an effective business unit
• Modelling a structure for growth
• Understanding how to recruit your first support person
• Identifying and selecting talent
• Understanding remuneration structures that incentivise

FOUNDATION WORKSHOP

Building an Effective Business Unit – Part 2

Part 2 of this course, builds on the foundations of Part 1, by looking at high performance leadership strategies, induction processes, building your own leadership capability and making the most of every minute your team spends in the business:

• Inducting new team members
• Managing your team for high performance
• Building personal leadership capability
• Performance reviews
• Reward & recognition
• Now for growth
• Recording and measuring your performance 3 months ahead