Jersey Shore Market Center
325 W. Water Street, Toms River, NJ 08753
732-505-1101

Building Careers Worth Having, Businesses Worth Owning and Lives Worth Living

Training Classes

Keller Williams training is available, at no charge, to Salespeople from all companies. If you would like to attend a course or class please contact: Darlene Haug, Assistant Team Leader to register. 732-505-1101

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The Shifting Market will cause a dramatic paradigm shift in the real estate industry over the next 3 to 5 years. Consumers, both buyers and sellers, will demand a much higher level of service from their real estate agent. Agents will have to be much more knowledgeable as the consumer has increased access to unlimited information via the internet. Agents who fail to adopt and commit to continuosly improving their knowledge and skills will ultimately fail in the business.

Keller Williams is committed to providing the most advanced, highest level training available.

March 2007 training includes a high intensity Advanced Lead Generation Course. This is normally a 3 day course covering all aspects of lead generation. It has been broken into 8 two and a half hour classes in order to allow you to continue to conduct business as usual.

The shifting market makes this course more important than ever. The agents who learn how to generate an abundance of leads will become the Top Producers in the market in the next 3 years.

The course covers the following:

Camp 4:4:3
This course is focused on moving your production to the next level - 16 listings and 16 sold units in 12 months. (4.5 million) If your production for 2006 did not meet or exceed this level, you NEED this course.

Power Session 1: CAMP 4:4:3 Path to Success

Power Session 2: Customer Service Selling

Power Session 3: The Basics of Lead Generation

Power Session 4: Lead Generation: Your Mets

Power Session 5: Buyer Consultation - Initial Steps

Power Session 6: Buyer Consultation

Power Session 7: Buyer Consultation - Final Steps

Power Session 8: Finding a Home

Power Session 9: The Listing Consultation - Initial Steps

Power Session 10: The Listing Consultation - The Presentation

Power Session 11: Responding to Listing Objections

Power Session 12: Selling a Home

Power Session 13: Open Houses

Power Session 14: For Sale by Owners

Power Session 15: Expired & Withdrawn Listings
Power Session 16: Prospecting to a Farm

Power Session 17: Making, Receiving & Negotiating Offers

Power Session 18: Closing

Success Series
This eight week series is designed to bring focus to your career and provide the foundation for moving your production to the Mega Agent level. You'll learn how to start looking at your career as a BUSINESS!

Listing Presentation & Unique Service Proposition
This 2 hour course will assist you in developing and delivering a strong presentation focusing on why sellers should retain your services over any other agent.

Listing Clinic
Listings are obtained by the agent that makes the best impression on the seller. Learn how to WOW! sellers.

Buyer Clinic
Learn how to gain control of your buyers and have them make a comittment to you!

Interactive Voice Response
Learn how to dramatically increase and capture leads by properly implementing and using this great system.

Fundamentals of Lead Generation

1. Principles of Lead Generation

a. Evolution of Lead Generation

b. Ten Lead Generation Truths

2. Building a Powerful Contact Database

a. Build a Database

b. Feed it Every Day

c. Communicate with It in a Systematic Way

d. Service All of the Leads That Come Your Way

Prospecting to Grow Your Business

3. Principles of Prospecting

a. Nine Prospecting Rules of Thumb

b. Objection

c. Script Building

4. Prospecting Methods

a. Prospecting Strategies

b. Networking

c. Telemarketing

d. Door-to-door Canvassing

5. Prospecting Events

a. Open Houses

b. Client Parties

c. Seminars

d. Social Functions and Community Events

e. Personal Meetings

6. Prospecting Warm Leads

a. IVR

b. FSBO�s

c. Expired/Withdrawn Listings

7. Prospect Farming

a. Sphere of Influence

b. Geographic Farm

c. Apartment

d. Just Listeds

e. Just Solds

8. Prospecting Success through Others

a. Past Clients

b. Allied Resources

c. Getting out There

9. Prospecting for Core Advocates

a. Builders

b. Corporations

c. Banks

d. Targeting Your Prospecting

Marketing for Massive Leads

10. Principles of Marketing

a. Marketing Strategies

b. Creating and Maintaining a Positive Image

c. Creating Your Message

d. Branding Your Business

11. Marketing Your Brand in the Community

a. Sponsorships

b. News Articles/Advice Columns

c. Personal Brochure

d. Logo Shirts/Name Badges

12. Advertising through Print and Signage

a. Print Ads

b. Signage

c. Personalized Vehicles

d. Website Design

13. Advertising through Technology

a. The Internet

b. Media

14. Marketing through Targeted Contact

a. Direct Mail

b. Broadcast

c. Promotional Items

Referrals for Life

15. Building a Referral Machine

a. Referrals

b. Educate

c. Ask

d. Reward

e. The Five Parts of Your Referral Machine

Planning to Succeed

16. Knowing Your Numbers

a. Your Annual Lead Generation Goal

b. The Cost of Success

c. Weighing Your Options

17. Putting It All Together

a. Summary

b. Action Plan