Seminar Topics

Titles and Details

David is known for his wide variety of inpiring and engaging seminars. Below is a list of David's popular topics that will help educate and motivate your agents and management teams. Contact David for more information and to schedule your seminar today.

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Real Touch Prospecting in a Virtual World

This seminar answers the question: “What do I do when technology actually works?” Technology is a wonderful tool for attracting leads, managing the process and following up systematically. The fundamental selling skills of interacting with people must be practiced in this virtual world. This seminar will focus on techniques for converting leads from these key sources:

 

  • Being good vs. being there
  • Setting up systems
  • Time blocking
  • Prospect activity log
  • Questioning skills to qualify and convert
  • Sphere of Influence
  • Open house
  • For Sale by Owner
  • Calls, clicks and texts
  • Canvassing
  • Expired listings
  • Breaking into the upscale market
     

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Rock Solid Listing Strategies

To earn a stable income in a changing market, agents need to work the side of scarcity, which means securing listings. This seminar focuses on prospecting methods and lead conversion as well as improving presentation skills in listing interview.

 

  • Respond to prospects IN the market
  • Reach out to prospects OUT of the market
  • Discipline, systems and persistence
  • How to respond to leads
  • How ro reach out to new clients
  • Increase referrals from your SOI
  • Increase referrals from past clients
  • Time-based questioning
  • Questions that turn prospects into clients
  • Pre listing activities for a positive first impression
  • Mental preparation and the first five minutes
  • The listing timeline: when do sellers decide?
  • How to establish trust and rapport in the first few minutes
  • Seller counseling skills that uncover real motivation
  • An 8-step listing presentation that sets you apart
  • What is your point of difference?
  • Need – Feature – Benefit presentations
  • Close for the decision
  • Respond to objections

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Mastering Your Listing Presentation

The actual listing presentation is the most important job interview in real estate, yet many agents lack an organized, seller-focused plan. In this seminar agents will gain confidence by having a plan that follows the seller’s needs, presents benefits, is delivered in a logical sequence and ends by closing for the listing.

 

  • Follow sellers decisions
  • Pre-listing activities
  • Pre-qualifying questions
  • Establish trust and rapport
  • Determine motivation & urgency
  • Competition
  • Determine sellers’ opinion of value
  • What are their expectations of an agent
  • Need – Feature - Benefit
  • What’s your difference?
  • Demonstrate the 8- Step Marketing Process
  • Ask for the listing
  • What Is Closing
  • Assertive vs. Aggressive
  • Get P.A.I.D. for Objections
  • Listing CHECKLIST

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Get Your Listings…Priced Right

A listing priced right is half sold. This seminar contains the best methods for securing a listing at the right price to begin with as well as how to secure a price reduction on a current listing. Agents will learn how to organize their market data, develop creative presentation examples, determine their true motivation, overcome the most common pricing objections and persuade sellers to list at market value.

 

  • Pricing problem or a Motivation problem?
  • Delay the tour to delay price discussion
  • Do they want to SELL…or STAY?
  • Realty Reality Reporting
  • CMA as an X-ray
  • Present market data
  • Show them the Competition
  • What is the Market Trend?
  • Strategies for a changing market
  • Internal vs. External influences
  • Absorption Rate
  • Sale to List Ratio
  • “But we need the money.”
  • “We can always come down.”
  • “Try it for a couple of weeks?”
  • “We’ve had a higher appraisal.”
  • “They can always make an offer.”
  • Buying up in a down market
  • Steps to a Price Reduction

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Are You a Messenger or a Negotiator

Negotiation is one of the most important skills of a real estate agent. Instead of merely relating the wishes of one party to the other, agents must provide objective standards and realistic feedback to assure that parties don't allow their position to interfere with their interests. Agents will learn the skills of effective negotiation to move parties closer to agreement while representing their client's interests. Major points:

 

  • Get Ready to Negotiate    
  • Remove Barriers to Negotiation    
  • Example of a messenger vs. negotiator    
  • Manage expectations    
  • Question their position    
  • Focus on client interests    
  • Provide an objective standard    
  • Help parties see the opposite position    
  • Feedback vs. Advice    
  • Law of Contrast    
  • Four Steps to Handling Resistance

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Value Added Selling - Avoid Commissionectomy

Value Added Selling…How to Avoid the Commissionectomy

One of the most difficult situations in real estate is when a seller asks an agent to cut commission. Do you cut your fee and lose profit, or hold firm and lose the listing? There is a better way; sell value, maintain strength and ask good questions. Major points are:

 

  • Are you serious about getting every listing?
  • Reducing your fee is NOT a way to increase income
  • You won’t make it up in volume
  • Five ways to respond: Strength, Value, Difference, Dialog, Net
  • Build a Foundation of Strength
  • Value deserves Reward
  • Deliver Value
  • Sell Difference
  • Is it a Request …or a Refusal
  • Pause, Isolate, Question
  • Sell NET, not Fee
  • Performance Gain Exceeds Fee Savings
  • Answer the objection
  • Handling other fee-cut situations
  • Limit Concessions
  • Show them the money

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Techniques for Converting Buyers to Sales

To earn income with buyers, you must work with those how are highly motivated, qualified, loyal to you. If they have a home to sell, then they can be the source of two transactions. Yet many agents waste time showing homes for weeks or months only to lose them to another agent or never have them commit to a purchase. In this seminar, agents will learn how to select, train, qualify and motivate buyers to buy, buy now and buy from them. Topics include:

 

  • How to convert buyer calls to appointments
  • The three critical questions to ask any buyer
  • Setting up a buyer counseling session
  • When and where to meet
  • Open vs. Closed questions
  • Key interview questions and topics
  • Getting past reasons to motivation
  • Loyalty and Agency discussions
  • Prepare the buyers to buy
  • Manage expectations of looking time, offer price, number of homes to see
  • Psychology of showing sequence
  • Play “The Price is Right” to teach market value
  • Tips for better showings, key guidelines
  • Debriefing guidelines to avoid property overload
  • How to trial close to determine acceptance
  • Closing techniques and questions
  • How to secure a winning offer
  • Writing for a multiple offer situation
  • P.A.I.D. approach to objections
  • Objection exercise that will clarify all buyer resistance
  • Prevent buyer’s remorse
     

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Values-Based Life Planning and Goal Setting

Personal accountability is the basis for success in life and business. To experience this internal motivation, you must be in touch with your emotional values, clear on your goals then focus on the objectives of achievement. This seminar is contains workshops and exercises that lead you to answer the three questions of performance: “What do you want?” “Why do you want it?” and “How will you accomplish it?” The best part of the seminar happens when it’s over and your belief and awareness attracts to you the resources you need. Topics include:

 

  • Overview of Values, Goals and Objectives
  • Values exercise
  • Is seeing believing or is believing seeing?
  • How to overcome Self-Limiting beliefs
  • Comfort Zones
  • Response-Ability
  • Guides to goal setting
  • Affirmations and Visualization
  • Action steps
  • Risk and Setbacks: R-E-L