Miscelaneous Key Docs

Surge Must Haves

Resources:  Itinerary & Notes Sheet - Generic Handout

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Session's Custom Handouts

Sales PDF: Session 7 Sales Handout

• YES Close - Brochure

Negotiations PDF: Review of key Concepts in the book "Getting to YES"

Objection Handling PDF: What are the most common objections a listing agent will hear from a seller at a Listing Presentation?

 

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)

*Leveraging Internet Leads

• Especially Utilizing United's LeadBoost

 

Part 3 - Sales Techniques (25 Min)

Session 7 Sales Handout

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*The Invitation Close

• Generic: "Why dont you take it?"

• Buyer Agency Applications

• Listing Applications

*Urgency Closes

*How to create Urgency. Why is creating Urgency Vital?

• With your Buyers

• With your Sellers

• In Negotiations

*The YES Close - Brochure

*Triplicate of Choice Close

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Part 4 - Negotiation Techniques (25 Min)

Review of key Concepts in the book "Getting to YES"

Written by Roger Fisher and William Ury

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Part 5 - Objection Handling (25Min)

• Quickly Review the First 5 Steps in the "7 Step Objection Handling Process"

• Review, again. Surge's Top 6 Objections

• Fully review the below Doc - Solves & Dialogues for Seller Objections

  • This is to be a class collaborative project​

• PDF: What are the most common objections a listing agent will hear from a seller at a Listing Presentation? Per ChatGPT

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

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Extremely Useful Objection Handling Tools

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

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

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