Training. Systems for Success

Winning More Tenant Rep Assignments
   Industry Rent to Revenue Ratio’s
   Calculating Dollars to Occupy
   Lease Resolution Worksheet

Client Discovery & Needs Analysis (Preview)
   Needs Analysis Using Run Clear
   Questioning Techniques
   Stair Step Interview
   Handling Objections

Broker Opinion of Value (Preview)
   Cost of Capital
   Investor Expectations
   Calculating Broker Opinion of Value’s
   Justifying Your Value

Investment Brokerage
   Special Sauce
   Selling Team Advantage
   Model for Winning Presentations
   Tracking Team Activity

Selling by Phone
   Developing A Call List
   Marketing Campaigns
   Eight Step Program
   Stair Step Interview
   Questioning Techniques

Schedule Your Success
   The Great Equalizer
   The Power of the Calendar
   Calculating Your Fee
   Reverse Time Management

Consultative Brokerage
   Services That Sell
   Menu of Advisory Services
   Methods of Compensation
   Assembling the Team

Blend & Extend
   Establishing Appropriate Market Rent
   Present Value
   Appropriate Discount Rate
   Six  Step Process for Valuation

Performance Leasing (Preview)
   Developing a Sales & Leasing Plan
   Prospecting Pyramid
   Accountability Scoreboard
   Business Development
   Transaction Management

Perfect Tour (Preview)
   The Tour Team
   Ten Step Approach
   Feature & Benefits

Negotiations (Preview)
   Psychology of Negotiating      
   Tactics & Neutralizing Techniques
   Settlement Range
   Strategies for Leverage

Presentations That Win
   Model for Winning Presentations

Team Brokerage
   Personal Insight
   Characteristics of a High Performing Team     
   Team Structure
   Accountability Measurement

Broker Opinion of Value
   Cost of Capital
   Investor Expectations
   Calculating Broker Opinion of Value’s
   Justifying Your Value

CRM Solutions
   ACT!
   ClientLook
   REA

Technology Tools
   Pro Calc
   Property Blast
   BizMiner
   10K Wizard
   My Analyst