Files Included in the Into GREAT – Success Training for New Agents Program

Agents have access to the program for 45 days. This allows them plenty of time to get the 12 hours of training done on their schedule, but still gives them a deadline so that they don’t take forever to get through it.

Introduction (1 minute)

Weekly Tracker (20 minutes)
Want to make sure your agent reach their goals? This weekly tracker has everything they need to track how they are doing in getting to their goals. Class includes both a downloadable file of the weekly tracker as well as instructions on how to use it.

First Impressions Matter (7 minutes)
Buyers and sellers make up their mind about you in the first few seconds when you meet. Learn how to improve the odds that the first impression you make will be a positive one.

Personal Safety (9 minutes)
Stay safe on the job. Learn self defense techniques and ways to spot and avoid problems.

Relationships in the Industry (12 minutes)
Learn how to improve your sales by improving your relationships with other agents in the industry.

Working Your Sphere of Influence (15 minutes)
How do you get your friends and family to refer business to you? Find out in this class.

Schedule (12 minutes)
In this class agents learn how to set good boundaries so that they can have a successful business AND a life at the same time. To avoid agent burnout we teach them client management skills.

Writing Offers (16 minutes)
Writing an offer is a complicated process. There are many aspects to take into account to make sure your clients get what they want and have a defensible contract if they end up in court. In this class agents learn how to write a good offer.

General Financing Information (5 minutes)
Learn the underlying reasons for why the banking industry works the way it does. A basic understanding of bank financing.

Choosing a Mortgage Officer (9 minutes)
How do you choose a good mortgage officer? How do you make sure you don’t get left out in the cold with your deals? What should you expect from your mortgage officer? All this and more is in this class.

Other Loan Products (14 minutes)
Learn the details of different types of specialty loan products: what you can expect when applying for them and how they differ from standard loan products.

Lead Paint Disclosure (9 minutes)
How to properly fill out a lead paint disclosure. Doing it wrong could cost you and your client thousands of dollars.

Sending Referrals (3 minutes)
How to send a referral to another agent.

Prospecting for Buyers (7 minutes)
How do you find buyers? How do you get them to sign on with you? How do you convince them to come into the office?

Converting Buyers (42 minutes)
This is a truly unique approach to converting buyer calls. Learn how to pull yourself and the buyer out of the script and change your role from adversary to advocate in no time flat.

Buyer Agency Contract (7 minutes)
Learn the elements of a buyer agency contract and how you should write them to best handle your needs and the needs of the client.

Building Your Buyer Presentation Book (9 minutes)
Every good sales presentation has a proper order of events that elicits the best response from the prospect. Learn how to create your own winning buyer presentation.

The Buyer Agency Presentation (59 minutes)
Learn how to give a stellar buyer agency presentation. This presentation uses the Sparta Success Systems Buyer Presentation Book as an example for how to give this presentation.

Efficient Scheduling of Appointments (7 minutes)
One of the biggest challenges for a buyer’s agent is time management. Learn how to figure out how much time to schedule for each appointment and how to make the most of your showing day.

What to Bring With You to a Showing (4 minutes) Listen to a Free Sample
What you need to have with you for a showing. Put all these items in a box and you’ll never be without something you need.

Showing Skills (5 minutes)
How to handle a showing most effectively. What to say and, more importantly, what NOT to say.

Ethics and Showings (6 minutes)
How do you handle it when a prospect approaches you during a showing you’re having with a buyer client? This class explores the ethics of showings.

Buying Signs (3 minutes) Listen to a Free Sample
Learn the clues that tell you when a buyer is ready to buy.

Writing a Marketing Plan for a Home (15 minutes)
In this class you're given many options for ways to market a home. Go through the list and work with the class to develop your personal marketing plan for your sellers’ homes.

Creating Your Listing Presentation Book (12 minutes)
Every good presentation has certain elements in a specific order that help you close the sale. Learn what those elements are and the order in which to present them.

Before the Listing Appointment (6 minutes)
Learn all the questions you should ask BEFORE you go on the listing appointment.

One-Stop vs. Two-stop Listing Appointment (7 minutes)
When you should do a one-stop vs. a two-stop listing appointment. What the elements are of each situation and how to make the best of each.

Creating the Competitive Market Analysis (CMA) (36 minutes)
Learn the art of creating a good CMA. From what types of properties can be compared to accounting for differences between properties.

At the Listing Appointment (7 minutes)
How you should handle the listing appointment: from how to greet the sellers to where to sit during the presentation.

The Listing Presentation (74 minutes)
Learn how to give a stellar listing agency presentation. This presentation uses the Sparta Success Systems listing presentation book as an example for how to give this presentation.

Presenting the CMA (65 minutes)
How you present the CMA is almost more important than what is in it. The ways in which you approach the seller about this very sensitive subject can be the difference between getting the listing and going home empty-handed. Learn how to get the listing every time.

Objection Handling (33 minutes)
Learn how to turn "yeah, but" into "where do I sign?" Techniques and answers for every type of objection.

Prospecting for Listings (26 minutes)
Learn how to list Expireds and FSBO’s using techniques such as postcards, free reports, door-knocking, calls, etc.

Systems and Procedures (20 minutes)
Why it is important to have systems and procedures in place in your business and how to put them in place - even when you’re already overwhelmed.

The Business End of Real Estate (4 minutes) Listen to a Free Sample
How to set up your real estate business. Bank accounts, taxes, etc.

Budgeting and Tax Planning (32 minutes)
Learn how to keep more of what you earn, and how to ALWAYS have the money when your taxes are due.

The Process of Change (54 minutes) Listen to a Free Sample
Your clients are going through major life transitions when they move. These transitions are very stressful. You can be their hero if you can learn to understand and manage the stresses associated with those changes. This program teaches you the stages of change and gives you tools to help your clients through these stages. A must for any agent looking to build a consultative business.

Goal Setting (13 minutes)
Learn how to set goals that actually work and program your subconscious mind for success.

Time Management (8 minutes)
Learn how to be more efficient and make the most out of each day.

Summary(1 minute)

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Files Included in the Into GREAT – Success Training for New Agents Program