Course Curriculum

Winning More Tenant Rep Assignments

Industry Rent to Revenue Ratio's
Calculating Dollars to Occupy
Lease Resolution Worksheet

Performance Leasing

Developing a Sales & Leasing Plan
Prospecting Pyramid
Accountability Scoreboard
Business Development
Transaction Management

Investment Brokerage

Special Sauce
Selling Team Advantage
Model for Winning Presentations
Tracking Team Activity

Presentations That Win

Model for Winning Presentations

Selling by Phone

Developing A Call List
Eight Step Program
Questioning Techniques

Perfect Tour

The Tour Team
Ten Step Approach
Feature & Benefits

Schedule Your Success

The Great Equalizer
The Power of the Calendar
Calculating Your Fee
Reverse Time Management

Identifying Emerging Markets

Intuitive VS Intentional (Strategies)
Your Market, Useful Tools

Team Brokerage

Personal Insight
Characteristics of a High Performing Team
Team Structure
Accountability Measurement

Negotiations

Psychology of Negotiating
Tactics & Neutralizing Techniques
Settlement Range
Strategies for Leverage

Client Discovery & Needs Analysis

Needs Analysis Using Run Clear
Questioning Techniques
Stair Step Interview
Handling Objection

Consultative Brokerage

Services That Sell
Menu of Advisory Services
Methods of Compensation
Assembling the Team

Broker Opinion of Value

Cost of Capital
Investor Expectations
Calculating Broker Opinion of Value’s
Justifying Your Value

Blend & Extend

Establishing Appropriate Market Rent
Present Value
Appropriate Discount Rate
Six Step Process for Valuation

Best Database Wins

Which CRM is Best
Connecting the Team
Targeting New Prospects