Course Descriptions

Newest Addition!

KWRAS – Master Sales Track

This is a high power, high focus, high accountability course that focuses only on the elements you need to put in place to reach a $100,000 net income in 12 months in a Shifted Market.

It integrates Advanced Technology with Advanced Lead Generation Techniques and Skill Building to obtain high level results. Business plans and strategies are developed. More importantly it teaches you to leverage your time to obtain maximum income in the shortest amount of time.

The Goal is to set the foundation in place for a $200,000 a year “net” business in a 90 day period. All you have to do is make the effort and “follow the dots”.

Two hours a day – Two Days per week – High Accountability.

For serious, career committed salespeople only!

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Camp 4:4:3
This course is focused on moving your production to the next level – 16 listings and 16 sold units in 12 months. (4.5 million) If your production for 2008 did not meet or exceed this level, you NEED this course.

Power Session 1: Path to Success

Power Session 2: Customer Service Selling

Power Session 3: The Basics of Lead Generation

Power Session 4: Lead Generation: Your Mets

Power Session 5: Buyer Consultation – Initial Steps

Power Session 6: Buyer Consultation

Power Session 7: Buyer Consultation – Final Steps

Power Session 8: Finding a Home

Power Session 9: The Listing Consultation – Initial Steps

Power Session 10: The Listing Consultation – The Presentation

Power Session 11: Responding to Listing Objections

Power Session 12: Selling a Home

Power Session 13: Open Houses

Power Session 14: For Sale by Owners

Power Session 15: Expired & Withdrawn Listings

Power Session 16: Prospecting to a Farm

Power Session 17: Making, Receiving & Negotiating Offers

Power Session 18: Closing

Power Session 19: Listing Agreements, Forms and Disclosures

Power Session 20: Preparing and Reading Agreements of Sale and Avoiding Pitfalls

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Blogging Your Way to Internet Leads

Learn how to get yourself on the first page of search results on Google and generate more internet leads!

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101 Greatest Dialogues

What you say and how you say it can Quadruple your income!

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Success Series
This eight week series is designed to bring focus to your career and provide the foundation for moving your production to the Mega Agent level. You’ll learn how to start looking at your career as a BUSINESS!

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36 – 12 – 3 : Keller Williams’ high impact course
12 – 2 hour classes

Success begins a precise focus on what matters most for your business—lead generation. Lead Generation 36:12:3 is about adopting the right mindset and committing to a powerful new daily habit of lead generation. It’s also about arming you with practical guidance and a set of skills to raise your productivity and help you generate a consistent and continuous pipeline of leads.

The goal of this course is to help you to

Close at least 36 transactions
In 12 months
By spending 3 hours every workday on lead generation
Who will benefit from attending this course?

Any agents who are serious about succeeding in real estate.

What’s in it for you?
Discover the Power of One. Establish the mindset of a focused lead generator committed to 3 hours of lead generation a day.

Identify your personal validity and develop a powerful Unique Selling Proposition.

Learn essential strategies to help you seek business through prospecting and attract business through marketing.

Learn how to build a powerful contact management database that will go to work for you.

Develop practical strategies to succeed with Mets, farm target groups and areas, work open houses, generate business from FSBOs and expired listings, and capitalize on agent-to-agent referral business.

Develop skills and scripts to convert buyer and seller leads into appointments, on their way to closed business.

Follow the business models of The Millionaire Real Estate Agent to set your goals as a solo agent focused on closing 36 transactions in 12 months.

Introduction: The Power of One

Power Session 1: Building Validity & Positioning

Power Session 2: Prospecting

Power Session 3: Marketing

Power Session 4: Leveraging a Powerful Contact Database

Power Session 5: Working with Mets

Power Session 6: Farming

Power Session 7: Open Houses

Power Session 8: FSBOs & Expired Listings

Power Session 9: Agent-to-Agent Referrals

Power Session 10: Lead Conversion

Power Session 11: Living Your Goals

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Guide to Mastery Series

Sessions 1 1/2 hours

Gaining Mind Over Market

Becoming an Opportunity Warrior

Get realistic about your market and optimistic about your opportunities. Adopt the mindset necessary to power through a turbulent market.

Upshifting Your Lead Generation
Finding the Motivated

When the market slows and there are fewer leads, you have to be the one who gets to them first. Focus your lead generation efforts and match your message to the market.

Seller Pricing Strategies
Pricing Your Listings to Sell

Learn the skills you need to price correctly, handle price reductions, and get your listing sold!

Seller Staging Strategies
Stand Out from the Competition

Learn how to stage your listings so they stand out from the competition.

Creating Urgency To Buy
Buyers’ Market = Right Time to Buy
They call it a Buyers’ Market, not a Waiters’ Market, yet when the market slows, buyers lose urgency to take action. Help them move forward toward a purchase decision.

Expense Management
Remargin Your Business

When sales drop, you must be prepared to do more with less. Learn to “remargin” your business so you know what to spend and what to cut.

Effective People Leverage
Working with the Right People in the Right Ways
In a turbulent market, everyone on your team must be more effective. Leverage is the name of the game.

Lead Capture And Conversion
Getting to the table – the One That Matters
Leads are precious, don’t let them slip away. Learn proven techniques to get to the right table.

Internet Lead Capture And Conversion
Catch People In Your Web
Catch the right people in your Web by maximizing your Internet skills.

Bullet Proofing Transactions
Making It All The Way To Closing
Know the pitfalls to avoid and how to resolve issues so your transactions will close successfully.

Financing Solutions
Expand the Options
Credit is tightening and rates are on the rise. Know the options in financing and be ready with backup financing plans.
Attendees will receive FREE eBook

Short Sales, Foreclosures And REO’s
Master The Market Of The Moment
Learn how to master the market of the moment. Increasing numbers of foreclosures create increasing needs for real estate professionals who know how to work short sales, foreclosures, and REOs. Learn how to meet these needs and grow you business!

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Listing Presentation & Unique Service Proposition
This 2 hour course will assist you in developing and delivering a strong presentation focusing on why sellers should retain your services over any other agent.

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Listing Clinic
Listings are obtained by the agent that makes the best impression on the seller. Learn how to WOW! sellers.

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Buyer Clinic
Learn how to gain control of your buyers and have them make a comittment to you!

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Interactive Voice Response
Learn how to dramatically increase and capture leads by properly implementing and using this great system.

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Buyer Mastery: Succeeding in a Buyer’s Market.
This brand new course teaches you how to work with more buyers in the most effective way. 2 hours

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Seller Mastery: Succeeding in a Buyers Market
This brand new course teaches you to adopt the mindset of a high achiever when working with sellers.
2 1/2 hours.

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Seller Mastery: Servicing Short Sales.
This brand new course teaches you how to handle short sale transactions. 2 hours

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Delivering Customer Value
4 – 2 hour sessions
Enhancing Your Value and Getting Paid What You’re Worth!

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Your Business Is Your Database
4 – 2 hour sessions
Based on The Millionaire Real Estate Agent principles, Your Business Is Your Database will show you how to turn your database into a marketing partner, with the ability to track, manage and grow your business. This learning guide will help you streamline your marketing efforts and transform your current database into customers for life.

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Internet Lead Generation
4 – 2 hour sessions
Internet Lead Generation provides practical, proven and detailed information on growing your business through the Internet.

Learn about what real estate buyers and sellers are looking for online. Explore how to market your website in order to capture qualified leads. Study the techniques that successful Internet agents use to transform website visits into in-person appointments. And review the economics of going online, from the initial investment to the outcomes you can expect.

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Advanced Lead Generation
8 – 2 hour sessions

Fundamentals of Lead Generation

1.Principles of Lead Generation

a. Evolution of Lead Generation

b. Ten Lead Generation Truths

2. Building a Powerful Contact Database

a. Build a Database

b. Feed it Every Day

c. Communicate with It in a Systematic Way

d. Service All of the Leads That Come Your Way

Prospecting to Grow Your Business

3.Principles of Prospecting

a. Nine Prospecting Rules of Thumb

b. Objection

c. Script Building

4.Prospecting Methods

a. Prospecting Strategies

b. Networking

c. Telemarketing

d. Door-to-door Canvassing

5.Prospecting Events

a. Open Houses

b. Client Parties

c. Seminars

d. Social Functions and Community Events

e. Personal Meetings

6.Prospecting Warm Leads

a. IVR

b. FSBO’s

c. Expired/Withdrawn Listings

7.Prospect Farming

a. Sphere of Influence

b. Geographic Farm

c. Apartment

d. Just Listeds

e. Just Solds

8.Prospecting Success through Others

a. Past Clients

b. Allied Resources

c. Getting out There

9.Prospecting for Core Advocates

a. Builders

b. Corporations

c. Banks

d. Targeting Your Prospecting

Marketing for Massive Leads

10.Principles of Marketing

a. Marketing Strategies

b. Creating and Maintaining a Positive Image

c. Creating Your Message

d. Branding Your Business

11.Marketing Your Brand in the Community

a. Sponsorships

b. News Articles/Advice Columns

c. Personal Brochure

d. Logo Shirts/Name Badges

12.Advertising through Print and Signage

a. Print Ads

b. Signage

c. Personalized Vehicles

d. Website Design

13.Advertising through Technology

a. The Internet

b. Media

14.Marketing through Targeted Contact

a. Direct Mail

b. Broadcast

c. Promotional Items

Referrals for Life

15.Building a Referral Machine

a. Referrals

b. Educate

c. Ask

d. Reward

e. The Five Parts of Your Referral Machine

Planning to Succeed

16.Knowing Your Numbers

a. Your Annual Lead Generation Goal

b. The Cost of Success

c. Weighing Your Options

17.Putting It All Together

a. Summary

b. Action Plan