10 Training Topics for Experienced Salespeople

  1. Marketing: build a niche, identify marketplace trends, analyze demographics
  2. Advanced prospecting and listing techniques: incorporate new technologies and develop computer-based presentations, refine a personal style, overcome objections with tact, turn around a failing listing presentation, build a referral base
  3. Building a career plan: create a mission statement and a business plan, budget for businesses, pursue specializations
  4. Home construction and design: understand how house systems work, evaluate existing conditions, identify signs of trouble, recognize architectural styles
  5. Financing: gain a deep understanding of the mortgage process and paperwork involved, analyze the costs of loan origination, learn more about new and non-standard loan options
  6. Appraisals: understand the basics of the appraisal process and what factors affect value
  7. Technology: learn new tips and techniques for using PDAs, use contact management software effectively, improve digital photography
  8. Internet: build and improve a Web site, develop your own virtual tours, use e-mail for effective marketing, use multiple Web sites for greater niche penetration
  9. Negotiating skills: dynamics of negotiations, assess motivation, develop negotiating techniques
  10. Team-building: work with personal assistants, supervising skills
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