Mindful, Meaningful, Masterful

 

Unscripted Sales -  A unique and game changing workshop!

And earn 5 CE Credits!

Finally, a workshop to help realtors gain the skills to make sales conversations easy, natural and effective. Masterful sales is a graceful dance, not a push or an awkward, uncomfortable struggle. Drop the scripts and learn how to have authentic, meaningful sales conversations that will dramatically change the way you do business.

The Curriculum
Advanced Communication Skills

Effective communication is a critical element to masterful sales.  First you must learn to truly listen, hear, understand, and learn about your prospects, clients, or colleagues.  It is equally important to have them know that you are really listening, hearing, understanding, and being curious about them specifically.  We begin with understanding the importance of self-management, being fully present for our client, prospect, or colleague, and operating with a mindset of openness and curiosity.  We will then take a deep look at the art of listening, the nuances of direct communication, and the impact of
powerful and intentional questions. 

Personality Types

Understanding people and how they operate is imperative to masterful sales.  We use a model based on The Leadership Wheel, created by C. Clinton Sidle of the Park Leadership Fellows Program at Cornell University.  This model works with the idea that we all have access to the many different
elements of human personality and that we have certain elements that are stronger and more dominant.  We will study the model, place ourselves within the wheel and learn how to interact
with prospects, clients, or colleagues while looking at where they sit in the personality wheel.  This is a fun and interactive learning experience that will have a remarkable impact on your ability to understand people. 

Creating Conversations that are both deliberate and Natural

We use a model called the CANDO approach to conversations developed by Dorothy Greenaway, author of The Leadership Coach’s Advantage.  This model was created exclusively for The Nature of Real Estate.  We will learn a process of leading a conversation in a natural way to obtain the trust, rapport, and likeability that is so very important to masterful sales.  The model has both a process element and a mindset element.  While the art of masterful sales conversations is complex, our model is easy to understand with a strong platform to begin using the skills in the field, thereby creating
excellent outcomes.

The Psychology of Making Decisions (or not making them)

Human nature leads us to procrastinate on two things:  change and making decisions.  Home buying and selling is one of the biggest decisions people make and so follows procrastination, which becomes a significant factor in selling real estate.  Using our abilities to help clients understand the buying process; to be skilled in helping people move towards decisions; to build trust and create the
environment for them to say yes, is where we bring value to the  process.  Without these skills we would merely be order takers. 

Understanding Mindsets— Ours and Theirs

Our mindset influences our emotions and feelings which directly influences our actions and behaviours. 
To understand prospects, clients, or colleagues outer-world actions, we need to be aware of and accepting of their inner-world influencers.  We will look at the Learner Judger Mindset Model created by Marilee G Adams.  We will begin by taking an honest look at our mindset, the choices we have, and
the outcome of those choices.  We will then use the model to reflect on how the mindset of others affect us, and most importantly, how it can affect the process of buying and selling a home. 

Powerful Presentations and Natural Closings

We will bring it all together to apply our new learning to create winning presentations—for buyers, sellers and offers.  We will create natural closing processes and practice our skills in role playing scenarios so that the language will flow
naturally for you in the field. 

Implementation

The six follow up one hour group coaching calls will ensure that you are able to implement the skills into your real estate business and get them working for you.  You will be invited to submit questions in advance of each call.  The calls will be interactive, fun, and highly effective at turning new skills into
habits.

Register Now!