Product Description
Masterguide to Selling Your Real Estate ExpertiseTM
Exclusive Boot Camp
February 24 & 25, 2018
Vancouver BC
There Is No Silver Medal In Sales!
Only the winner gets the business, the glory and the commissions. The first thing you have to do is get the business. It is the cornerstone of our industry. How well you get the business determines your success.
In this weekend long BOOTCAMP you will gain insider knowledge to successfully market yourself in the commercial real estate field. Over two days you will also hear from:
Mike Kehoe, the owner of Fairfield Commercial.
Mike will show you how his firm has successfully competed against Large CRE brokerages,
Lisa Rothstein, the owner of a Creative Agency and former Madison Ave Assistant Creative Director.
Lisa will teach you powerful messaging tips for your marketing,
Richard Chichester, CEO Faris Lee & Past President of Brokerage for Colliers International.
Rick will provide insider secrets of North America’s top agents and,
Michael Beattie, Chief Investment Officer, Grosvenor Americas.
Michael, will discuss what he seeks in service professionals. Hear directly from a buyer of your services!
You’ll have winning methods to securing the business you deserve facilitated by Peter D. Morris of the Greenstead Consulting Group. You’ll also get 1 full year of complimentary access to Peter’s exclusive, private LinkedIn group of CRE professionals where you can access further training, post questions, join discussions and learn from many others. Plus 90 days of coaching and mentoring by Peter Morris*.
Only 20 people will be able to attend this exclusive, and intensive workshop.
We are so confident that this proven system works that if you don’t acquire at least one new commercial real estate assignment within 90 days of the boot camp, you will receive a full refund.
It is a fact: Marketing and selling in the Business to Business (B2B) environment is very different than the Business to Consumer (B2C) selling you may be used to.
We know of no other academic or trade association sponsored courses pertaining to this critical area of the business. Managing Brokers of residential real estate companies simply don’t have the tools to deal with B2B commercial marketing and sales.
This boot camp combines course material with hands-on activities so you learn how to grow your commercial real estate business effectively and efficiently. You will learn how to stand out from the competition in what you do, what you say – and don’t say, and how you perform.
The workshop gives you proven ideas, concepts and systems with in-class learning and extensive homework assignments.
The workshop takes you from the very beginning of developing a market niche, through the 11 marketing and sales process steps in the same order you will apply the information and processes starting the next day.
| Section | Content | Learning Outcome |
| 1. Developing your niche | Importance of becoming a SMETypes of nichesHow to evaluate a niche | Learn why specialization is important to sales success and to develop your specialization |
| 2. Prospecting | Building a prospecting campaignResearch techniques and how to use research | Learn why it is a process and not just calling.Learn the elements of the campaign |
| 3. Messaging | How to write effective messages.The “new” elevator pitch.Developing case studies, sales stories and testimonials.How to use email, mail, social media effectively. | Creating messaging that works by not focusing on the seller.How often to message.Message content that works and content that does not.How to write case studies and testimonials. |
| 4. Prospecting calls | The purpose of prospecting calls.Getting past gatekeepers and getting them on-side.Using voicemail.What to say and what not to say. | How to develop a prospecting call system.Number of calls to obtain results.How to enjoy the cold call process.How to use voicemail to get returned calls.What to say and what not to say. |
| 5. Initial Client Meeting | Learn the “Sharing” Technique.How to uncover issues/ opportunities. Avoiding ‘Bake-offs’ | Learn how to conduct a successful client ‘interview’, what it means and what you should come away with. |
| 6. Proposal Writing | How to write an effective proposal by bridging the value gap. How to use action words | How to write a proposal that stands out from the pack |
| 7. Presentation | Presentation techniques. Presentation development. Actual presentation process. | Learn three different presentation styles, how to construct an effective presentation and how to give a presentation that creates dialogue. |
| 8. Handling Objections | What they mean, how to respond to overcome. | What they mean, how to respond to overcome and move the sale forward. |
| 9. Closing | The natural closing technique | Buyers want to buy, not be ‘sold’.Learn a low pressure, natural closing technique. |
| 10. Client Retention | Techniques to retain and reinforce the client relationship. | Techniques to become a trusted advisor and block the competition. |
| 11. Referrals | How to ask and obtain referrals.How to use referrals effectively. | How to ask for, obtain, and leverage referrals.Effective ways to use referrals and testimonials throughout the sales process. |
What You Get!
Here is what you get with our exclusive two day boot camp:
- 14 hours of in-depth instruction and hands on activities to learn and hone new skills
- Direct dialogue with three different industry professionals; include hearing from a buyer of CRE Services. That alone is invaluable.
- Networking and interaction with industry peers
- 90 Days of coaching from Peter Morris*
- 1 year of access to Peter Morris’ exclusive LinkedIn community
- Comprehensive workbook
- Light breakfast and lunch each day
OUR SIMPLE GUARANTEE
You will obtain at least one new assignment by using these methods and my coaching within 90 days of the boot camp. If you don’t get at least one new assignment, simply ask for a full refund and we will send it to you the same day.
YOUR INVESTMENT IN YOUR FUTURE
Your investment to securing the business you deserve in 2018 – and beyond – is just $4,499.00 (+GST). Get a great return on your investment. Just one new assignment will pay for this boot camp many, many times over. For example, just one, small transaction of $2,000,000 with a net commission to you of 0.75%, after cooperating and brokerage splits, pays you $15,000.00
