SALESESSENTIALS

october 18 -19

essential real estate sales training

stand out & create your point of difference

Introducing ‘SALES ESSENTIALS’ by ‘Real Estate Ready’.

A comprehensive, dynamic and intensive two-day sales training program encompassing the
fundamental must-have skills of: prospecting, presenting, listing, advertising, negotiating,
data analysis and utilising social media and networking to build a unique market profile.

‘Sales Essentials’ will help position you as a confident real estate expert with a unique
point of difference in the eyes of your buyers, sellers and employers.

Copyright Selling People Pty Ltd 2009 Real Estate Ready - Sales Essentials Real Estate Training
‘SALES ESSENTIALS’ TRAINING PROGRAM

DAY 1 DAY 2

Prospecting Specialist Presentations and Open Forum:

✓ Introduction.
✓ List in a crisis or list systematically. Realestate.com.au
✓ Scripts for obtaining listings. ✓ 2 HOUR PRESENTATION
✓ The Process:
- (includes Prospecting/Listing Action Plan,
Responsibility of Manager). PDS Live / Price Finder.
- (Includes Prospecting/ Listing Action Plan, ✓ 2 HOUR PRESENTATION
Responsibility of Sales Person).
✓ Prospecting to obtain listings, including IT to gain
exposure. Real Social Media and Networking for Real Estate
✓ Scripts for obtaining listings, includes absentee ✓ 3 HOUR PRESENTATION
landlords, setting the groundwork for achieving the
listing. Social Networking Vs Social Media:
✓ Using your sphere of influence in your farm area. ‣ The origins.
✓ Prospecting that works in today’s market. ‣ The options.
✓ Using IT market tools to measure your success. ‣ The line between 'professional' and 'personal'.
✓ The importance of using a database and how to create
one. Profiling:
✓ Examples of letters to use for prospecting. ‣ Product
‣ Professional
Preparing the Presentation ‣ Social
✓ The 5 step approach to the ‘One Shot Listing ‣ Brand
Appointment’.
✓ Preparing the presentation. The Myths and the Legends:
✓ Setting up the listing appointment. ‣ Valuable or just redundant time-wasting?
✓ The CMA. How professional is your presentation? Are ‣ Winning more business
you target specific, buyer specific or just use a general ‣ Cut your marketing costs
approach and see what happens? ‣ Increasing your network
✓ Examples of current market letters. ‣ Make buying and selling a home a lot more interesting
‣ Building your professional profile as an expert
Vendor Paid Advertising ‣ What are the must-use social networks?
✓ Why it’s Important to both your company and yourself. ‣ What are the must-use social media's?
✓ Understanding the current market conditions. ‣ How to incorporate the best into your business with
✓ The adoption of those conditions for positioning the little effort.
property for maximum exposure for an optimum price ‣ Creating a Social Media Plan
with vendor paid advertising.
✓ How to explain the current market and its pricing Online Marketing:
structure so your vendor is on your team. ‣ Blogging - What, how and why does it work?
✓ How to motivate vendors to really want to gain the best ‣ Html emailing
exposure. ‣ Sms
✓ Explaining the various methods of sale with your vendor ‣ Web surveys
so they gain the optimum price for the package they
pay. Real Estate Employment
✓ The importance of company and brand awareness to ✓ Winning Interviews
get the vendor to sign with you.

Closing the Sale - The Art of Negotiation

✓ What is negotiation and why does it matter.
✓ Principals of negotiation.
✓ Key positions in negotiations.
✓ Planning variables.
✓ Framing and conceptualisation.
✓ Dealing with objections and the nature of the problems.
✓ How to close the deal.
✓ Script examples.

‘Real Estate Ready’ is the training division of ‘Selling People’ real estate recruitment.

Copyright Selling People Pty Ltd 2009 Real Estate Ready - Sales Essentials Real Estate Training
 REGISTRATION FORM

To REGISTER, please complete this form and FAX to 07 5543 8391

OR
scan and EMAIL to: ready@sellingpeople.com.au
First Name: Surname:

D.O.B. Company:

Address:

Suburb: State: Postcode:

Phone: Mobile: Email:

PAYMENT DETAILS
FULL PAYMENT

DIRECT DEPOSIT CHEQUE

A/C NAME: Selling People Real Estate Ready Pty. Ltd. Post to: GPO Box 3174 Brisbane QLD 4001 DEPOSIT
Bank of Queensland. BSB: 124 - 003 ACCT# 209 65 445
REF: (insert your name)
TICK TO SELECT 3 MONTHLY PAYMENT PLAN*

Non-refundable registration deposit of $550

CREDIT CARD Mastercard Visa required. Full payment balance payable no less than
5 days before program start date.
Card Number

Expiry Date * 3 monthly payment plan has a 10% surcharge,

/ 3 Digit (CCV)#:
comprising of the total amount due (plus
surcharge), less $550 deposit, then divided by three
Name of cardholder:
and payable over three months via credit card only.

Cardholders signature: Total $:

TERMS OF ENROLMENT
It is a condition of enrolment that participants read and agree to the terms and conditions of enrolment. The signature below constitutes
acceptance of the enrolment conditions and confirmation that all details provided at the time of enrolment are true and accurate. I agree to
notify Selling People Real Estate Ready Pty Ltd if any details on this enrolment form change.

FURTHER INFORMATION
For further information visit www.realestateready.sellingpeople.com.au or call Dane Jones on 0408 078 634. Please view our privacy page
at www.sellingpeople.com.au . The Registration Program gives students the educational requirements needed to apply to the QLD Office
of Fair Trading (OFT) for their real estate certificate of registration. For full details of OFT conditions visit www.fairtrading.qld.gov.au.

COURSE SELECTION SELECT

SALES Topics include: Prospecting, Preparing the Presentation, Vendor Paid Advertising, Closing the Sale -
ESSENTIALS The Art of Negotiation, Realestate.com.au, PDS Live - Price Finder, Real Social Media and Networking
2 days - $1995 for Real Estate, Real Estate Employment. Includes comprehensive ‘Guide to Success’ manual.

QLD To work in Sales or Property Management it is mandatory to hold certificate of Registration. You can
Sales & Property attain this through Real Estate Ready via Link Learning’ open learning. Course materials are sent via
Management Express Post and includes; USB stick with all course material, Real Estate Text Book and Audio
Training Sessions from of the worlds best trainers and motivators.
Registration - $596

SALES ESSENTIALS TRAINING DATES: Sunday October 18 and Monday October 19th. 9.00am - 5.00pm.
LOCATION: McLeod Country Golf Club, 61 Gertrude McLeod Crescent, Mt Ommaney QLD.

Enrolment signature: Date:

Copyright Selling People Pty Ltd 2009 Real Estate Ready - Sales Essentials Real Estate Training