September/October 2012 Workshops
To: Gary Greene Icon Team Members
From: Ken Brand
Re: Wild-Success Workshops
Tuesday – September 4th @ 2:07 p.m. – PRE-APPOINTMENT LISTING & BUYER PACKETS – How to cast a tall shadow, create value and an impressive presence before you arrive for you listing appointment.
Monday – September 10th @ 10:07 a.m. – WORKING WITH BUYERS – Explaining our services, earning trust, building value, needs determination, pre-qualification, Buyer’s Rep Agreement presentation & more.
Monday – September 17th @ 10:07 a.m. – UNDERSTAND THE FEATURES & BENEFITS OF THE MARKETING UPGRADE LISTING PROPOSAL – Why we have the most effective marketing and why and how it works.
Monday – October 1st @ 10:07 a.m. –GETTING READY FOR THE LISTING PRESENTATION – How-to research tips and strategies for preparing a powerful, vivid and compelling CMA.
Tuesday – October 9th @ 2:07 p.m. – PRESENTING THE CMA – HOW-TO AVOID CONFRONTATION & FRICTION and BUILD TRUST WITH A CONVERSATIONAL & INFORMATIONAL APPROACH TO PRICING THE PROPERTY COMPETITIVELY. We’ll discuss strategy, psychology, effective communication models & role play a CMA presentation.
Monday– October 15th @ 10:07 a.m.– RESPONDING CONVERSATIONALLY & PERSUASIVELY TO VALUE/ COMMISSION/CONCERNS/OBJECTIONS – Avoid confrontation, discomfort and defensiveness when presented with objections and asked for commission discounts.
Monday– October 22nd @10:07 a.m. – NETWORKING & CREATING TOP OF MIND AWARENESS IN PERSON and ONLINE WITH FACEBOOK.
We’ll meet in my office. See you soon. If you have any questions, let me know – Ken Brand 832-797-1779.
PS. All these dates can be found on our BackAgent.com calendar. Please register there so I will have the right number of materials handy. Thanks.