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Programs The turn of the century brings changes in both consumer expectations and how the real estate industry conducts business. Comprehensive surveys indicate that buyers and sellers have a diminishing need for agents as a source of information and are more inclined to work with agents who position themselves as consultants and counselors.  "Listing Leadership" - Focusing on the essentials of new business solicitation (prospecting) and powerful listing consultations (presentations), the Productivity Express® Program "Listing Leadership" has assisted thousands of agents at every level, to hone and bring their consulting skills to the forefront. Under the dedicated guidance of a Performance Coach, agents are motivated towards assuming full responsibility for success, to think and act as business owners and to be accountable for achieving their goals. Individual Business Plans are established. Activities, production and projections are monitored through an automated process as the agent progresses through each focused session. Prospecting gains renewed enthusiasm and results, when participants are shown how to change it into a Public Relations/Service activity for themselves and the office. Expireds and FSBOs become a lucrative source of business as agents apply new concepts, tools and dialogues. A system of building and incubating a book of Future Business is introduced. The competitive edge soars to new heights when the Listing Presentation evolves into the Listing Consultation/Hiring Process. Overcoming objections becomes an outdated and less effective "sales technique" when it is replaced by Objection Prevention and Consumer Decision Empowerment. Each session elevates the agent's confidence level, production results and assures their position as successful practitioners in a changing industry. The program is a unique blend of instruction, interactive workshops, motivation, accountability and coaching support. Complete program itinerary available upon request. 12 spaced three-hour sessions are conducted in your office or at a location of your choice. More info. "The Sales Advantage" - The question of why most agents don't bring in enough listings will prompt an array of reasons based on what they don't do or are reluctant to do. Rarely, if ever, is "buyer" activity mentioned as an obstacle to Listing Productivity! Since 1997, ongoing research conducted by PCA has indicated that: A) on average, only 4% of "buyer" ups are converted into buyer sales, B) approximately 22% of "buyer" ups buy through another office, C) 72% of showing appointments don't end up in a buyer sale, D) an average agent will spend 8.5 hours on some sort of "buyer" activity for every hour they dedicate to listing activity. In early 1999 a successful effort was made to rectify this disproportionate return on an agent's time and focus with the introduction of "The Sales Advantage" program. Better results from the company's advertising budget become evident as the agents reevaluate their current approach to the "Up-Call" or "Walk-In", and replace it with a mind set and techniques introduced during the Initial Contact segment. Company and agent images are enhanced as the process of "AAA Buyer Identification" continues with the Pre-Purchase Consultation sessions. The odds for a successful sale increase as more effective strategies are developed during the Inspection/Evaluation (showing appointment) workshops. Role-playing exercises in Effective Negotiating and Communications set the stage for refining skills through mutual support. The beginning of each session starts with a recap of buyer activity and results from the previous week. The Performance Coach uses these real world scenarios to fine-tune the participants' ability to close more buyer sales in less time. 10 spaced three-hour sessions are conducted in your office or a location of your choice. More info. Modules In recognizing the agent's need to continuously enhance their skills, the Productivity Express® Modules are designed to focus on a specific business activity or a blend of related issues.  Business Planning, Time Management & Goal Achievement" - the cornerstones for increased productivity. Agents are coached on organization, prioritizing and removing stress from their business and personal environment. Success becomes the motivation for achieving long-term goals (12 months) through short-term accomplishments. 3 spaced two and a half hour sessions are conducted in your office or a location of your choice. More info. The "Profitable Prospecting" - module sheds new light and enthusiasm on one of the essentials for success. Agents are introduced to effective concepts and dialogues that transform the hated "cold calling" into a rewarding Personal Marketing activity. Distinct approaches for general, FSBO and Expired business. Direct Mail becomes more cost and results effective when a few rules and follow-up strategies are applied. 3 spaced two and a half hour sessions are conducted in your office or a location of your choice. More info. "Listing Consultation" - Even the most seasoned agents increase their "appointments to listings taken" ratio after completing the "LISTING CONSULTATION" module. In addition to reaching new peaks of confidence, agents are coached on the effective use of visuals, the advantages of preventing objections instead of overcoming them and how to control and influence the seller through the "Decision Empowerment" strategy. A must for the agent who wants the definite competitive advantage at a listing presentation. 3 spaced two and a half hour sessions are conducted in your office or a location of your choice. More info. "Structuring the Successful Sale" - The answer for agents who believe that more buyer business can be done in less time, is the "STRUCTURING THE SUCCESSFUL SALE" module. Without the risk of losing "AAA" buyers, agents are coached in new techniques that quickly exhibit their value, earn trust and true buyer loyalty without Buyer Agency. Less "no-shows, true and better quality buyers, less showing appointments results in more accepted offers! 3 spaced two and a half hour sessions are conducted in your office or a location of your choice. More info. Personal Coaching "Performance & Professional Growth" The PPG Program - For Top Achievers who believe there is more success to be enjoyed and for those Agents who aspire to make quantum leaps in their career paths there are several words that best describe how to get it done: Individual support, guidance, planning, strategy, motivation, focus, encouragement, action and accountability. Add to that a consistent honing of existing skills and development of new ones and you have a formula which will place you in the highest performance percentile of the Nation's Real Estate Professionals!
The PPG Program is about YOU, your needs, your vision, your passion, your current achievement level and your Readiness Level. The Personal Performance Coaches of ProCalibre Associates are unique in that their credentials include experience and success in every aspect of the Real Estate industry. Empathy for the challenges and understanding of what it takes to move to the next level and beyond allows them to assist you in finding "real world solutions" to "real world situations". Each Real Estate Agent is treated as a unique individual and the mentoring and coaching is strictly on a one-on-one basis. The PPG Program is separated into three distinct phases and it is your option whether you choose to move from Phase I into Phase II and then onto Phase III. Not every agent is ready for the PPG Program. To determine if you are and at what Readiness Level, click on, complete and submit the six item "Readiness Level Indicator" and one of our Personal Performance Coaches will respond to you with an analysis and suggestions on what you need to do to achieve your next level of success! Point and click this link: Am I Ready? to start your Readiness Level Indicator. More info. |
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