Session Outcomes

On completion of this session, you will have:

• A clear picture of where you are going and what you need to do to get there
• Your personalised 2024 Focus and Action Plan
• Clarity around what to say, what to send and what to do to achieve your ideal number of appraisals and listings for the year
• An easy-to-follow sequence of repeatable performances
• Commitment, structure, direction and measurable outcomes
• A simple roadmap for achieving your professional and personal goals
• A success plan tailored to you with 4-5 actions you can readily commit to
• Clarity around your 5 core listing streams
• The fuel to kickstart your business or get back in the game
• Eagled-eyed focus and commitment to make this year your best one yet

Session Outcomes

On completion of this session, you will have:

• Understand the importance of staged marketing
• Know what to send and when to send it
• Be armed with the most effective ways to respond to unrealistic price expectations
• Have the confidence and words to raise the price adjustment discussion
• Have a solid sales process in place with milestones, steps and actions
• Understand the power of competing properties
• Know what facts and evidence to include in your progress reports
• Understand the benefits of templated communications for readily repeatable performances
• Be able to negotiate the best possible initial offers from qualified buyers
• Know what it takes to earn the ultimate goal of any professional sales agent - a delighted seller and the right to be referred to others

Session Deliverables

In this high-impact webinar, Lee will walk you through the 10 steps to building an effective prospecting program:

1. The calls to make to which data tribes and what to say
2. The right system, technology and repeatable process to generate new business
3. The best items to send as connection points and how to send them
4. Confirming your prospecting sequence to gain visibility
5. Effective ways to warm up your data
6. The words and concepts that will get you invited into your claimed doors
7. Committing to 5 quality strategies (you don't have to do it all)
8. Leveraging mainstream social marketing
9. Creating further opportunities through the established client re-engagement program (love the one you're with)
10. Knowing what works and what doesn't to convert prospects into listings

Session Deliverables

Attending this hands-on workshop facilitated by Lee Woodward will teach you how to:

• FIND and LIST more business consistently
• Plan, build and implement a successful prospecting program
• Warm up your data effectively
• Get invited into your claimed doors
• Make prospecting a professional habit by committing to just 5 quality strategies
• Manage your time effectively using Lee's game-changing Visual Business Framework
• Create your unique point of difference in the lounge room
• Use the 'Complete Selling Plan' via Lee's custom live listing presentation
• Focus on the process rather than the promise
• Convert more prospects into appraisals and listings

Session Deliverables

You will learn:

• The value of goal setting and the essential daily/weekly steps to achieve it
• The latest methods to build your profile and brand, including how to become a social media and video ninja for organic growth
• Why technology will never replace technique - the key is to combine them
• How to plan, build and implement a successful prospecting program to claim more doors
• A series of compelling reasons to call so you never have to cold call again
• The difference between a listing presentation and a listing conversation
• How to accelerate your results and income using the power of digital
• That modern marketing doesn't have to be complicated or expensive to be effective
• A series of triggers and set plays using the right words and concepts
• The formula for a powerful listing presentation, including the visuals to incorporate

Session Deliverables

In this hands-on session, you will learn:

• What the 2024 vendor is looking for
• How to align your selling plan to each vendor's unique situation and goals
• How to create a powerful listing presentation that showcases your energy, ability and genuine desire to maximise the sales price of an owner's home
• Powerful words and concepts to weave into your presentation framework
• Effective ways to respond to questions and objections
• Lee Woodward's latest structure for delivering a selling plan
• The props, hooks and influential tips that demonstrate your experience, professionalism and depth of knowledge
• How to break your presentation into winning set play moments
• The most effective ways to clarify the value and structure of your sales process
• How to take your vendors on the journey of having you as their consultant

Session Deliverables

In this powerful webinar coaching session, Lee Woodward will teach you:

• The art of mastering the listing conversation when presenting your marketing strategy
• The power of words and concepts - why flipping the focus from Vendor Paid Advertising to Value Performance Advertising makes all the difference
• Why realestate.com.au is such a powerful marketing channel and how to maximise it
• The benefits of staged marketing
• How to create a staged marketing campaign on realestate.com.au that positions a property for take-off
• How various buyer types respond to different forms of VPA
• How to select the right VPA to attract your target buyers for a property
• The most effective visual props to use when selling the benefits of VPA to an owner
• How to present marketing like a consultant rather than a sales agent
• How to blend tech with technique to optimise the marketing dollar

Session Deliverables

In this interactive workshop with Lee Woodward, you will learn:

• How to 'master qualify' through scripts and questions
• What to say when discovering a buyer is also a potential vendor
• The benefits of providing all facts, figures and features in writing
• A step-by-step process to deliver offers
• Lee's Signature Negotiation Process and how to master it
• How to think on your feet when faced with objections and deal-breaking questions
• How to remove the chance of blame regarding the price or other decisions
• The 6 buyer types and their key motivations
• The most effective ways to communicate with today's purchasing community
• How to take control of the negotiation process while managing client expectations

Session Outcomes

On completion of this session, you will:

• Understand the benefits of transitioning from an 'ideal week' to a week of patterns and rhythms
• Know what works best for you when managing your commitments - digital or paper-based
• Learn a series of time tips, including how to run split days
• Know how to create your ideal performance day
• Appreciate the importance of workflow versus general tasking
• Understand the power of creating leverage with part-time or full-time support
• Know what to include on your to-do list and what to leave out
• Appreciate the benefits of managing small business improvement projects and the kinds of projects that deliver the greatest impact
• Have established your personal digital or paper-based folder/diary
• Have locked down your plan for a productive 2024

Session Outcomes

On completion of this session, you will have:

• Have a clear picture of the role and responsibilities of each person needed on your team.
• Understand why you need a dedicated person responsible for claiming doors and lead generation.
• Know how to develop a team-based social media communications plan that consistently generates new leads.
• Appreciate the importance of an established client program for future business and why every team member needs to focus on it.
• A pay structure and system that considers the team's break-even point.
• Understand the benefit of introducing an incentive program for all team members.
• Have a Listed to Settled checklist outlining how your team sells real estate.
• Have a listing presentation leave-behind that communicates your team-based approach.
• Know how to quickly and easily create an effective digital team-based proposal and video explaining what the team offers.
• Realise that your team-based approach will become the number one reason people list with you.