Open to today's competitive market place. Learn and develop basic sales skills.

• Develop the right attitude.
• Learn how to write ads.
• CMA.
• Learn how to manage your time.
• Letters to send.
• Listings.
• Self-marketing
  

At the Start

• What you need to buy.
• How to work effectively.
• Home office.
• Office away from office.
• How to work effectively.
• Getting started.
• What to wear.
• Personal assistant.

Attitude

• What about your attitude?
• Ways that you can improve sales.
• Make more in less time.
• Attitude with buyers.
• Attitude at home.
• Attitude at the office.
• Attitude at open houses.
• Attitude with sellers.
• ABCs of a successful attitude.
• Guaranteed stress reducers.
• Stress.
• Twenty-one-points plan.
• Weekly objectives.

Advertising

• Placing ads in newspapers.
• Right and wrong way of writing ads.
• When writing the ad.
• Ad writing.
• Thesaurus for real estate.
• When answering an ad call.
• Dialogue for answering the phone.
• Additional advertising pointers.

Buyers

• Dealing with human rights and fair housing issues.
• How to get a buyer today!
• Who do you work for disclosure?
• When working with buyers out in the field.
• A plan for working with a buyer.
• Pledge of performance to buyers.
• How to get referral business.
• Where do buyers come from?
• Purchasing a home from start to finish.
• Sample closing remarks to a buyer.
• Buyer information needed for a mortgage application.
• Buyer closing cost guide.
• Kinds of mortgages for a buyer.

CMAs
(competitive market analyses)

• What is the Best CMA?

Computers

• What about the computer and follow-up?
• Computer points of interest.
• Computer modems.
• Computers.

Daily Schedule
(time management)

• Daily schedule.
• My Monday schedule.
• My Tuesday schedule.
• My Wednesday schedule.
• My Thursday schedule.
• My Weekend schedule.
• Daily schedule fill-ins.
• Weekly charts.
• Diary of an agent.
• What i do daily.
• Agent activity monthly chart.

FSBOs
(for sale by owners)

• F.S.B.O.s.
• Ten best ways to get that appointment.
• Calling the For Sale by Owner.
• Getting the appointment.
• Calling on For Sale by Owners.
• For Sale by Owner costs.
• Other expenses in selling your own home.
• Prospecting FSBO dialogue.
• 6-2-6 system.
• FSBO six week follow-up.
• Letter to a For Sale by Owner.
• Twenty questions to give to the For Sale by Owner.
• Case study 1.
• Case study 2.
• Case study 3.

Letters to Send

• "Prospective Buyer" letter.
• "Expired listing" letters.
• Letter to seller when your listing is ready to expire.
• "FSBO" letter.
• "Just Listed" letter.
• "For Sale by Owner" letters.
• "Farming" letter.
• "Open House" letter to buyers.
• Holiday letters.
• "Just Listed" letter to a neighbor.
• "Just Sold" to a neighbor letter.

Listings
(getting, keeping, and selling them)

• Dealing with human rights and fair housing issues.
• What to do to get a listing.
• Who do you work for disclosure?
• In going to a seller's house.
• Listing luggage.
• Twelve tough questions before seller lists.
• Masterpiece market plan.
• Checklist for a new listing.
• Filling out a listing.
• Servicing a listing.
• Highlight sheet.
• Helpful home selling hints.
• Seller questions: "After we have listed, now what?"
• Monthly listing action plan.
• Listing service record.
• Seller acknowledgment statement of home condition.
• Build a highlight sheet.
• Feedback fax on showing with cobroked.

Open Houses

• How important are open houses?
• Open house plan of action.
• Questions to ask at an open house.
• What to do at an open house.
• What to do if an open house is slow.
• Ways to achieve the best open house.
• How to get the right names and numbers at open houses.
• Letter to seller/selling agent.
• Open house dialogue.
• Sample of preprinted open house profile, to be distributed at the open house.
• Disclosure verbal or written.

Self-Marketing
(personal brochure, farming, mailers)

• Have everything personalized.
• Self-marketing.
• Clues for promoting yourself.
• Twenty ways to promote yourself.
• Educational ways to promote yourself.
• Postcard promotional ideas.
• Self promoting ideas.
• How to set up a farm.
• Fantastic farming ideas.
• Suggested mailings.
• Ways to promote yourself to get sellers.
• Ways to promote yourself to get buyers.
• Perfect prospecting.
• Personal logo.