Hot Topics

Our topics are designed to be cutting edge and relevant for you and today’s market. While most have been designed for delivery in a 2 – 4 hour format, all topics can be customized to meet most any time frame or individual company or association needs. Many are also perfect for convention breakout sessions or sales meetings. For more information about any topic or to book a course call Rich at 303-817-5329 or send an email to richteaches@gmail.com.

We can also customize a session for you and your people for maximum freshness, relevancy, and timeliness. 

Why Your Grandparents Should Direct Your Marketing

Long, long ago, in a galaxy far away there was no internet. Somehow people and businesses still marketed successfully. The secret they knew is that marketing is personal. This session will explore ways the lessons of your Grandparent’s marketing are still relevant in today’s fast paced, social media driven, 21st century and how others can be effectively tweaked to be equally powerful today.

The Other Side of Peak Performance

While a multitude of training sessions can be found focusing on the nuts and bolts of being a good salesperson. The Other Side of Peak Performance introduces elements of Peak Performance that go beyond skills, techniques, and tools. We review the Pillars of Peak Performance: guiding our path to be our best:  Preparation, Leadership, Excellence, Attitude, Service and Energy; and…

Some highlights:

  • Characteristics of Peak Performers
  • Multi-dimensional life planning
  • Leadership and being OF influence
  • The real estate Carabiner
  • The rituals of excellence
  • The power of expertise
  • Steps to a great attitude
  • Handling negativity
  • Beyond great service
  • The importance of energy

Between the lines of all that we share, we hope that by becoming a “Peak Performer,” we become fantastic people too. This course is best at 1-2 hours.

Creating Listing Abundance. Long, long ago, in a real estate business far, far away, a Broker said to an agent, “You have to list, to last.” Light years later that message still works! On the whole, listing agents make more money, have a more creative business, take more time off and achieve more in the business than those that work exclusively with buyers. For an agent to achieve listing abundance or take their listing game to a higher level, five listing MUSTS should be present in their business.

First, they must possess the listing mindset. Agents who think they are stuck doing and believing what they have always done (fixed mindset) will struggle to rise to listing greatness. Luckily, techniques exist to develop a more growth-oriented mindset. The importance of Emotional Intelligence cannot be overlooked as being the best you can be does not happen with self-awareness, mindfulness, and being able to relate to others. Next, Agents must know where listings originate. With a focus on getting friendly appointments and presenting when and where the odds are in your favor will make agents more effective, efficient and abundant.

Then, agents must know where to focus their expertise. Being able to deliver focused, relevant expertise to consumers in the right places, will help agents create an individual point of difference in today’s information society. Fourth, agents must know how to pre-position a seller’s choice. One of the best ways to be picked is to create an atmosphere where they have already picked you (duh, right?).  Next, we must ask the right questions. It was once said that you can’t be the answer to someone’s prayers until you know what they are praying for. Getting to seller motivation is crucial to delivering a superior experience.

Finally, we must present as if it were the 21st century and we must understand that one size does not fit all. Today’s consumer has neither the time, energy nor attention span to sit interested while a salesperson flips through 56 pages in their presentation manual. Luckily, there is a better way to deliver a knowledgeable, focused, customized presentation for each and every seller, each and every time. This course can be 2, 3, or 4 hours.

Stand Out or Step Aside.  They already know you and love you. How do you get them to not only do business with you but also become your biggest fans?  The answer is simple: send a relevant message, show value and send it the right way. There are seven irrefutable marketing rules for real estate professionals. This class will explore ways to get people to see your message in the middle of our option-overloaded abundant world.

1. Without attention, you have nothing

2. The old style interruptive message no longer works

3. Branding is like marriage, Selling is like hooking Up

4. Your marketing needs a strong core

5. The best marketing tells stories

6. Good marketing is a focused mix

7. Everything you do is marketing

This course can be 2, 3, or 4 hours.

Primo Presentations: The Ultimate Presentation Course

“Rich, you were, quite simply, right on the money at what we needed. You have a gift for putting “The Rubber On The Road.” I have had nothing but wonderful comments from literally everyone who attended from our company. The proof is always in the pudding and I guarantee that we will have more transactions this year because we now have a PRESENTATION, thanks to you. Thanks again for a memorable morning that will only bear fruit for ALL of us.”

– Jim Nelson, Owner, CB At Your Service, Rochester, MN

The Ultimate Listing Course was created to bring the seller and buyer presentations into today’s world and position it for tomorrow. In the middle of our changing world, filled with video, iPads, Smartphones and more, most agents have chosen to continue presenting the way their ancient real estate ancestors did decades ago. It’s time for a change.

Knowing that it is not enough to simply deliver information, The ULC incorporates methods designed to not only give agents knowledge, but competency and confidence as well. It is only through those qualities that mastery is achieved and only through deliberate hands-on education that the results are embedded into a business.

Contrast:  The Power of Standing Out Herman Melville wrote, “There is no quality in this world that is not what it is merely by contrast.  Nothing exists in itself.”  Neuroscientists believe that one of the easiest ways for a human to make decisions is to be blatantly made aware of the contrast between choices.  This session will examine how agents can effectively use contrast in their marketing, presentations and business management to gain an edge.

“The Carabiner:  The Climber’s Secret to Real Estate Success:”    Otto Herzog in 1911 was the first climber to have used the carabiner device, a metal loop with a spring-loaded gate used to quickly and reversibly connect components.  It is an essential component in climbing success.  The Real Estate Carabiner equally understands the importance of being able to connect components, whether people, systems, tasks or networks to create a better business.  This course will examine the three critical parts of the Carabiner: the anchor (you), the loop (others) and the connector (how we reach them) and how mastering all can catapult your business to the next level.

Unlocking the Secrets to Social Media. 500 Facebook Friends and no business? Is your Social Media all media and no Social? Maybe you’re on Facebook, Linkedin, and you Twit with the best of them. What you don’t know is how to turn your addiction into business. This class will explore how the systems work and how using them within a growth-oriented business plan can help you stand out from the real estate masses. We’ll explore which is the best tool for your business and how to utilize the media as an effective marketing tool.

FitBiz: Mastering Life/Work Balance. Can we talk personally here? This is your life. Maybe you have a great work ethic and plenty of contacts. And maybe you have a good business going and you’re doing well. What about the rest of it? Life is such a delicate balance. When we work hard, we tend to neglect other things: family, exercise, ourselves.

In FitBiz we examine strategies for creating balance in your work life by focusing on your mind, body and soul. While everything is fair game, the course will look closely at cyclical exercise, yoga, goal setting, affirmations, meditation and yes, even reading, all as ways to enrich yourself on your path to being a better you. You’ll walk out of FitBiz with a prescription for a new more productive, better balanced business ….. and life.

Pricing to Sell in Any Market. The people who told you the only thing that mattered was location, location, location were lying, lying, lying. If you want to survive in the real estate business you must know the secrets of proper pricing. There is a simple solution to listings that don’t sell – price.

Agents will learn to obtain and communicate statistics, do absorption rates, and explain the Market Analysis so that any Seller can make the best decision in this important facet of their sale. Agents will learn to separate the marketing presentation from the pricing presentation for optimal effect.

 

Toning Your Techno Core.    For an athlete, their core is one of the most essential components to success. Without a strong core, athletes fall short of their potential, struggle to develop specialized skills, and often sit on the sidelines. In today’s fast-paced world of technology, agents without a strong techno core face the same issues.

To effectively tone their techno core, agents begin by having a great website. That website will be the epicenter of their 21st century business. A great site provides information to consumers, houses much of the shared expertise of the agent, and creates interaction and connection.

A great techno core website reflects the vision and mission of your business and must include the use of effective blogging, widespread use of video and the opportunity for communication via social media. Consumers are able to obtain anything that helps them meet their wants and needs, discover some of the nuance of the real estate business, and connect with a great agent in one stop.

According to the National Association of Realtor’s Profile of Home Buyers and Sellers, 98% of all consumers consider the internet a useful source of information and nearly half utilize it as a first step in the process. With our website being the techno core of our business, we cannot allow it to be out of shape. Time to Techno Tone!

Negotiating MUSTS for the Great Agent. Looking to create a significant difference between you and every other agent on the planet? You can separate yourself through your ability to negotiate to help your client achieve their goals.

This class will give you tips that you can use immediately to develop the negotiating edge and create the win/win. Everything from the characteristics of great negotiators, to negotiating strategies and learning techniques of persuasion will be covered.

Tablet Wizardry: Your Mobile Presentation. This is the art and science of developing a creative, visual, effective mobile presentation designed to illustrate an agents value, stimulate a seller’s interest and get the listing (it even works with buyer’s presentations too). We will discover ways to “go mobile” like PowerPoint, Keynote, Haiku Deck and Prezi, as well as examining the latest presentation theory, methodology and technique to help differentiate you from salespeople still using antiquated presentations.

Have an Android or Windows tablet? No worries. Everything you learn here will work on those too. Don’t even own a tablet? We have you covered on that too as this class will help your presentation no matter how you choose to deliver.

Visual Chi: Creating the Perfect Electronic Presentation. Once the panacea of the tech age, has PowerPoint outlived its usefulness in today’s fast paced world? Yes and no. But don’t trade in PowerPoint, begin using it to ENHANCE what you do. This class will focus on the preparation, design and delivery techniques that will allow you to take the art of the presentation to a new and very relevant level.

Whether you’re an electronic presenter or still flipping pages in a book, you’ll benefit from this class’ insight into the consumer, how they learn and how you communicate with them.

GPS: Blueprint for 2016. Not sure where your business is going? Haven’t quite picked the route for the coming year? GPS (Goals, Planning, Systems) will show you the way to a successful year. In this power-packed 4 hours, agents will set/review their goals in a more comprehensive manner than ever experienced, create a plan that revolves around those goals and identify systems to enable successful achievement.

Beyond that, the course will focus on examining today’s most needed business expertise and skills, gaining clarity on where that focus should be, and turning that focus into ACTION. To round out the entire experience, the work/life balance will be addressed as one of the components to real success. Whether you are new to business planning or a seasoned veteran, you will leave this results-driven session with a clear blueprint and path to success.

The Velvet B.A.T.: Handling objections without causing conflict.  Every Realtor has heard a clever quip that when properly delivered has brought an objecting Buyer or Seller to their knees. Most, however, have yet to gather the courage to use one. This course will teach you none. There will be no clever quips, no snappy dialogues; just a three-step process guaranteed to help you handle every obstacle a client/customer throws in your path without isolating or angering them in the process.

The B.A.T. system is a simple technique in which you 1) back off from the temptation to immediately respond or defend yourself, 2) ask questions to clarify positions and probe for motivation and 3) use the moment to teach and reinforce value. The B.A.T. approach works for everything from fee objections to pricing challenges to dealing with those everyday goofy, unreasonable requests a Buyer or Seller might have. This course will give you the tools and techniques necessary to take control of your business and stop feeling like you have to defend your value.

Why Right Brainers Rule Real Estate. For decades our business, and in fact, the world in general, has been the exclusive domain of the left brain, information possessing elite. At a time when Realtors no longer have the only key to the MLS treasure chest, our role is changing. Are you still trying to sell the same old left brain services from the pre-internet days or have you evolved?  This session will help you understand and develop core right brain practices that will enable you to be relevant in this year’s fast paced, consumer driven business.

Are You A Techno, a Tech NO, or A Tech KNOW?  This is a three part series of workshops designed to help real estate professionals become relevantly tech-savvy. We say “relevantly” because while technology has changed the real estate equipment, it has not changed the game. The game is still PEOPLE!  The key to this three part series is the study of technologies and applications that 1) have relevance to the real estate industry (agents AND consumers) and 2) help an agent obtain business.

It can be delivered in three 3 hour sessions, two 4 hour sessions or as a full day: your choice.

Session 1  Firming Your Back End. The back end of any great agent’s business is their website. During this workshop agents will learn the components of a great website, where to build or obtain one and how to enhance a website with blogging and video. We will examine the latest blogging uses and techniques and develop ways to establish connection with consumers through a blog. Finally, this session will focus on the vastly expanding world of real estate and video. In addition to learning the art and science of video creation, agents will actually create a video taping system for use in their own business.

Session 2  Taking it to The Streets. Mobility is a key to success and this session will help agents present on the go. We begin with the art and science of developing a creative, visual, effective presentation designed to illustrate an agents value, stimulate a seller’s interest and get the listing (it even works with buyer’s presentations too). Agents examine the latest presentation theory, methodology and technique to help differentiate themselves from agents still using antiquated presentations. Then we create a mobile plan for business looking at iPad Applications and relevant uses with today’s consumer.

Session 3  500 Facebook Friends and no business? Is your Social Media all media and no Social? Maybe you’re on Facebook, Linkedin, and you Twit with the best of them. What you don’t know is how to turn your addiction into business. This class will explore how the systems work and how using them within a growth-oriented business plan can help you stand out from the real estate masses. We’ll explore which is the best tool for your business and how to utilize the media as an effective marketing tool.