Miscelaneous Key Docs

Surge Must Haves

Resources:  Itinerary & Notes Sheet - Generic Handout

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Session 4 PDF Handout - 3 Per Page (19 Pages)

https://drive.google.com/file/d/1HgnSoSN2Q9-1hL1aB_gBdxD_4DGy3xCI/view?usp=sharing

 

Part 1 - Leaderboard Contest Update (20 Min)

• Success Stories

• Struggle Stories

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

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Part 2 - GCI Boosters (25 Min)

Discuss the importance of Leverage

• Everyone list their best example

Discuss the Importance of a Comprehensive Value Proposition

• Everyone list their best Buyer Agency Item

• Everyone list their best Seller Agency (Listing) Item

Discuss the Importance of a Comprehensive USP/CA/CE

• Everyone list their best Buyer Agency Item

• Everyone list their best Seller Agency (Listing) Item

 

Part 3 - Sales Techniques (25 Min)

Trial Closes - Pt.2

• Thermometer Closes (aka Hot, Warm, or Cold Close)

• Bo Derek Close (1 to 10)

• How do you feel Close

Favorite Close - Thing or Part

• Which/What is your most FAVORITE?

• Which/What is your least FAVORITE?

Ask students their best Trial Close​

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Part 4 - Negotiation Techniques (25 Min)

20+ Keys to Successful Real Estate Negotiation

• The Trial Balloon

• Anchoring

• The Wince (Wincing)

• Split the Difference

• That's Interesting, Tell me more!

• "Why do you feel that way?"

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Part 5 - Objection Handling (25 Min)

Work on first 3 Phases of the 7 Step Objection Handing Process

• Review all Three Below

• 1) Listen/Cushion - 2) Question/s - 3) Clarify

 

Primary Focus: Assemble the best Questions for each objection

• The Top 6 Objections

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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)