Session 1

Crafting a winning Business Plan

Session 2

Lead Generation Strategies

Session 3

Seller and Buyer Counselling

Session 4

Creating Customers for Life

One-day training

Association Management Models

Overview of Legal Duties  and Other Corporate Responsibilities

Conflicts of Interest “Follow the Money”

General and Event-Driven  Conflict of Interest  Disclosure Situations

Serving On More Than One Level  Of The Organization

Staff Organizational Component

Strategic Mapping and Project Areas

Meetings and  Protocols

Committees, Workgroups and Project Groups

The Best Examples for Leadership

A half-day training

The Real Estate Negotiation Expert course provides the foundational experience and practice negotiators need to master so they can effectively advocate for their clients.  A “win-win” objective is merely a perception.  Power comes from leveraging your options and alternatives so that the clients has the best possible choices to consider and knows what the downside could be for each choice presented.

Real estate professionals encounter all sorts of people, personalities, situations, behind the scenes issues, and adverse and competing objectives of the parties.

This course will teach you how to:

• Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
• Apply the basic negotiating concepts:  WATNA, BATNA, WAP, and ZOPA.
• Recognize patterns and tactics being utilized.
• Adjust your communication style to achieve optimum results with any party in the transaction.
• Effectively negotiate face-to-face, on the phone, through e-mail, text, and live virtually.
• Lay the groundwork for a negotiation.
• Identify what information to share and what to keep to yourself.
• Understand the basic bargaining techniques.
• Apply strategies for identifying mutual gain.
• Understand how to reach consensus and set the terms of agreement.
• Secure the best possible outcome for your client and protect their interests.
• Deal with difficult issues.

16 hours designation training together with Irena Perfanova

By taking this course, you will gain a deeper understanding of seller expectations, master pricing and marketing techniques, have the compensation conversation, and negotiate the best possible results.

Topics covered:

• Developing your value proposition and crafting your message
• Prospecting tactics & tools to generate business
• How to navigate the compensation conversation
• How to effectively prepare for the listing appointment and meeting with the seller
• Tools and strategies to market the listing
• Understanding different offers and the presentation of offers
• Understanding and application of the Code of Ethics
• Tools and techniques providing the support and services seller's expect

Two day designation course together with Irena Perfanova

Opening a real estate office has many moving parts – more than is possible to cover in a one-day course. This course provides a foundational blueprint of all the elements involved in opening, managing and growing a real estate company.

This course will teach you how to:

• Describe the key factors to consider when opening a real estate office.
• Perform a SWOT analysis to identify strengths, weaknesses, opportunities and threats in yourself and local marketplaces.
• Understand the various economic aspects and analysis of opening a real estate office.
• Compare the differences between going independent or opening a franchise.
• Identify the legal structure of real estate brokerages.
• Follow the guidelines established for real estate brokerages in your state.
• Set measurable goals and develop a mission and vision statement.
• Understand the various types and styles of real estate brokerages operating in today’s environment.
• Implement best practices for recruiting new and experienced agents and how to onboard.
• Understand the risk management benefits of policies and procedures and having an Office Policy Manual.
• Identify and implement the key components to build lead generation, SEO, and a social media presence.
• Develop a communication strategy for your office and team.
• Identify characteristics of successful managers and leaders.
• Understand key financial terms, financial reports and how to conduct a breakeven analysis.
• Assess compensation planning options for sales associates and staff.
• Address other business components that keep brokers up at night.

One-day training, part of CRB Designation

Brokers, owners, and managers need to understand how important recruiting is to having a successful real estate brokerage.  This course provides the tools necessary to implement a strategy to become an active and successful recruiter.  You will also understand the importance of retention, or “re-recruiting” your current agents.   Finally, you will understand the importance of “de-hiring” those agents who should not be a part of your brokerage. 

This course will teach you how to:

• Understand why recruiting is vital to the success of your brokerage.
• Create a Value Proposition and identify why should someone want to work with you.
• Determine and assess the culture of your brokerage.
• Identify and apply the key components of a successful recruiting process.
• Target the right salespeople that align with the culture of your brokerage.
• Apply an effective interview and hiring process.
• Implement an effective retention strategy.
• Know when it's time to say goodby and the key components of ‘de-hiring’.

One-day training - part of CRB Designation