Miscelaneous Key Docs

Resources:  Itinerary & Notes Sheet - Generic Handout

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Surge Session 1 Homework Checklist

Homework Checklist Handout (PDF)

Session 1A – INTRODUCTION

• Strongly Consider joining the “Productivity Contest”

• Visit: https://www.connectaspire.com/ (site is under construction)

• Visit: https://www.unitedrealestatesurge.com/ (site is under construction)

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Part 1 - Leaderboard Contest Update (20 Min)

• Success Stories

• Struggle Stories

https://www.connectaspire.com/productivity-contests

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Part 2 – GCI Boosting Content (25 Min)

• Assignment: Complete the “Choosing your SURGE Number” App (excel)

  • Know how much (percentage) you seek to grow your business.

• Assignment: Complete the “Dialing in your Income” App (excel)

• Assignment: Read & Sign the Grant Cardon Success Pledge (PDF)

  • This is something you should read daily.

• Assignment: Complete the “The Secret to my Success” Form (PDF)

  • This is something you will review and modify weekly.

• Assignment: Print 10 copies of the “Pause for Commitment” form (PDF)

  • Complete one of these for every session. In the end you should have a 10 page booklet of the most important concepts.

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Part 3 – Sales Techniques & Strategies (25 Min)

• Selling/Sales Fundamentals

• On CLOSES and Closing

• Assignment: Decide on your Top 3 Final Closes

  • Rehearse these regularly so they become YOU.

  • Your Top 3 will change over time. Eventually a Top 5 is preferred.

• Assignment: Review the Approach Close. Decide if this is to part of your Listing or Buyer Presentation.

  • Don’t be afraid to tweak the language to better fit the selling/presenting/negotiation situation as well as better fit your personality.

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Part 4 – Negotiation Tactics & Strategies (25 Min)

• PDF: What is Negotiation?

• PDF: Review the 50+ Negotiation Terms

• Review and rehearse all of the below Negotiation Tactics. Decide IF and HOW you might use these negotiation tactics (Offensively or Defensively) in any of your business situations.

• Negotiation Tactics 1 – Low Balling

  • Buyer​

  • Seller

• Negotiation Tactics 2 – High Balling

  • Buyer​

  • Seller

• Negotiation Tactics 3 – Price Anchoring

• Negotiation Tactics 4 – Nibbling

• Negotiation Tactics 5 – BATNA

• Negotiation Tactics 6 – ZOPA

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Part 5 – Objections Handling (25 Min)

• Focus 1: The Fundamentals of Objection Handling - Part 1

• Focus 2: Quickly Review all 7 Steps - "The 7 Step Bojection Handling Process"

• Focus 2: Preview CUSHIONING in Objection Handling

  • This is phase 1 of the 7 step objection handling process

  • Have someone throw many of the most common Objections at you.

• Focus 3: The fundamentals of Objection Handling - Part 2​

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Extremely Useful Objection Handling Tools

• OHT PDR Worksheet 1 (Most Common Seller Objections List)

• OHT PDR Worksheet 2  (Objection Handling Flow - 7 Phases)

• Seller's 7 Step Objection Handling Process (Process Summerized)