| How
to Run With the Big Dogs in Commercial Real Estate |
| Top
Dogs: How to Run With the Big Dogs in Commercial Real
Estate is a course which is divided into 13 lessons (if you
work through one lesson per week, you can repeat the course
four times in one year). Each lesson covers knowledge and at
least one skill from each of 3 areas critical to success in
commercial real estate: sales skills, industry specific
knowledge, and personal power skills. While they can be
taken out of context, each lesson builds on the previous
one. Each lesson gives practical hands-on assignments that
are designed to get the participants applying what they
learn and producing right away. |
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| Introduction |
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How
to model success. |
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What
to focus on in order to build a great career in
commercial real estate. |
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| Lesson
1: |
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How
to manage your emotions so that you are more
consistently full of energy. |
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The
value of focusing in on one expertise or "Area
of Responsibility" |
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How
to build a large number of prospects within your
"Area of Responsibility" |
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How
to cold call effectively. |
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| Lesson
2: |
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The
value of building a database of contacts. |
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How
to set up a leads group that provides you with
inside information about what's happening in
your "Area of Responsibility". |
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How
to set up multiple ways to contact ideal prospects. |
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A
great goal setting session. |
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| Lesson
3: |
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How
to systematize your lead generation efforts. |
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The
fundamentals of a great business plan. |
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The
importance of tracking activity and testing new
approaches. |
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How
to effectively use networking events to generate
leads. |
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How
to use the internet to generate leads and support
your marketing efforts. |
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How
to create a plan that will help you achieve each
goal you've set. |
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| Lesson
4: |
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Where
to find properties to list and how to set listing
appointments. |
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The
psychology of influence and sales -- why people say
yes. |
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Fundamentals
of time management. |
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| Lesson
5: |
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How
to build rapport with anyone you meet. |
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How
to do a great listing presentation. |
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How
to maintain a sense of flow in your business. |
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| Lesson
6: |
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How
to control what you focus on daily. |
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The
art of effective questions. |
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The
fundamentals of tenant representation. |
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| Lesson
7: |
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How
to be a great tenant representative. |
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Ways
to create interest. |
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How
to write great direct mail pieces and
advertisements. |
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| Lesson
8: |
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How
to eliminate beliefs that stop you from performing
at your best. |
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The
art of probing and qualifying. |
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How
to determine the decision making process of each of
your clients. |
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How
to value a property or space. |
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| Lesson
9: |
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How
to eliminate objections before they happen. |
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How
to set the stage for a great presentation. |
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All
about letters of intent. |
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| Lesson
10: |
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The
keys to a great presentation. |
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How
to build loyalty and commitment amongst your
clients. |
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How
to test close. |
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| Lesson
11: |
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The
steps to handling any objection effectively. |
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How
to understand leasing documents. |
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How
to increase your own level of commitment. |
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| Lesson
12: |
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How
to negotiate effectively. |
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How
to close the sale. |
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The
art of getting referrals. |
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| Lesson
13: |
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How
to handle property sales. |
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How
to handle big deals. |
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Ways
to maintain contact with your clients. |
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