Series includes all 10 modules. Titles are outlined below with course descriptions and video previews.
Save $795.00 by purchasing entire series.

"Just Make the Call", our mantra for selling by phone. Leverage “Flash Calls” and contact prospects immediately. Begin implementing proven pre-call strategies into your daily routine. Develop call lists and understand call ratios. Seven campaigns for getting past the Gatekeeper.

Distinct characteristics of high performing brokers and the attributes institutional clients look for. Established full circle approach to business development and transaction management. Win high profile assignments through accountability and commitment.

Recognize emerging markets and capitalize financially. Steps to create the right database and tools to accelerate the process. Win more business by improved questioning techniques. Best Practices for client discovery and needs analysis.

Begin Managing and adapt to a variety of different personality types. Distinguish various team types – Partnerships, project teams, core teams and super teams. Create teams and our top strategies to continued success. Establishing where you stand on the "Assembly Line" floor.

Bring the two S's, style points and substance to your next Tenant Rep Presentation. Begin incorporating Industry Rent to Revenue and Dollar to Occupy Ratio's. Industry leading tools and visuals to help you win more assignments and better represent your existing clients.

Clients want results; whether it’s from the Office, Retail or Industrial sector. Owners want a measurable leasing process that can be used by Investors, Asset Managers, Brokers or Leasing Agents. We will show you a systematic approach to achieving leasing objectives.

The perfect tour is about fulfilling the needs of the client by taking into consideration the key information obtained in the earlier stages of the sales process. Using Mike Lipsey’s 10 Sales Steps to the Perfect Tour you will learn how to use open probing questions, examine the purpose of the tour, articulate the owner’s situation, the client’s situation and much more.

In an intense negotiation, your opponent goes to his/her ‘angry parent’ while deploying the Revolving Door negotiating technique. Are you able to recognize this negotiating tactic, but more importantly, are you able to counter with the appropriate neutralizer to get the transaction closed? There are over 50 negotiating tactics used on us daily: ice picks, trickle teams, exploding offers. . . each one can be either a roadblock or a closing opportunity.

This session will cover the five critical components of a winning presentation, including the flow of information as well as the type of information that should be presented. We will also discuss the 15 things your audience really wants from your presentation. We’ll focus on listing presentations, tenant representation, and investment sales.

Our business relies on successful closing skills - this session will also address closing skills, an often neglected part of the sales process. This practical and highly interactive session goes over the most effective closing skills to use so you can close the deal both confidently and successfully.