The Complete Salesperson Course

There will be a buffet-style lunch, morning and afternoon tea on both days.

Course Structure

The course is delivered over 2 full days of dynamic, interactive, workshop-style learning.

It is structured around 5 Core Modules that align with the process of a sale and the structure of a successful real estate sales business, no matter how large or small:

1. Find: The fuel that drives your business
2. List: Selling the feeling to win the business
3. Communicate: Living up to the promise and building professional trust
4. Sell: Buyer management = one-to-one prospecting
5. Structural Change: Gaining visual clarity, structure and accountability

Module 1 - Find

1. How to claim doors for future business
2. The power of blended marketing
3. The impact of one-to-one prospecting
4. Follow-up and follow-on
5. What to send
6. The success of continuous marketing
7. Working in the heat
8. The benefits and power of building listing streams
9. Social media marketing
10. Avoiding leakage in your business

Module 2 – List

1. Interviewing the owner
2. Questions get answers
3. Protecting the asset
4. Triggers, concepts and questions
5. The golden rule of real estate
6. Communicate and connect
7. The 10-point selling plan
8. Delivering the price – mathematical and emotional
9. Staged marketing is VPA (Value Performance Advertising)
10. The digital inspection

Module 3 – Communicate

1. Living up to the presentation promise
2. Professional trust
3. Building credits in the emotional bank account
4. Allowing the owner to gain visibility through the calendar of events
5. Continuous reporting
6. Blended communication – what is it and when to use it?
7. Price consistency
8. Making calls that count
9. Using a digital transparent notification system
10. Putting fear aside and creating your ‘Everything Email’

Module 4 – Sell

1. Buyer management is one-to-one prospecting
2. Silence implies consent
3. The 6 types of buyers
4. Where, why, when? Dialogue for all buyer-sellers
5. Confirming the home address to provide a price update
6. Offering a property nomination service
7. Mastering the qualification process – scripts and questions
8. The digital offer management system
9. Buyer-sellers are mystery shoppers
10. Showcasing the invisible value

Module 5 – Structural Change

1. The 3 major ‘swim lanes’
2. 10 milestones to your business
3. Learning, one ‘snack’ at a time
4. Love the one you’re with
5. If you can’t explain it, you don’t understand it
6. Visual communications
7. Confirm your strength lane
8. Create a learning menu
9. Visibility and accountability
10. Personal reinforcement

Please check the individual event page for the code or contact us.

Show your confirmation email to our team upon arrival to receive your name tag. All delegates must wear their own name tag for access to the entire conference

TBA

Please refer to our events cancellation policy below or get in touch with us if you have any questions.

Events Cancellation Policy

If you cannot attend and would like a refund, requests must be in writing to accounts@lwts.au. The effective date is the date of order.

Cancellation more than 30 days before the event: 100% refund

Cancellation less than 30 days, but more than 14 days: 90% refund

Cancellation 14 days or less, no refund. We will hold a credit less $295 catering and attendance fee for 6 months

Some email filters may block our email or send it to your spam or junk folders. Please search your inbox, spam or junk for any emails with the subject: “Web Store Order Confirmation” If you still can't find it, email or phone us and we'll be glad to assist you.

The dress code is Smart Casual.

Make sure to bring a light jacket as the room will be air-conditioned and can get a little cool and of course an open mind ready to explore what's possible for you, your business and team.