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The Course
Hey there! Get ready to unlock the secrets of successful telephone prospecting with this dynamic course designed to turn conversations into meetings, and potentially listings, and revenue. Dive deep into the core aspects of prospecting calls, from crafting your opening pitch with confidence to closing deals with finesse. You'll learn how to handle objections like a pro and use the power of persuasion to your advantage. Mastering these techniques means you won’t just be making calls; you'll be making bank.
But it's not all talk – you'll also get your hands dirty with practical, real-world scenarios that test and refine your newfound skills. By the end of this course, you'll be equipped not just with theories but with battle-tested strategies that will help you thrive in any sales-driven industry. Whether you're a newcomer to the world of prospecting or a seasoned vet looking to up your game, you'll walk away with valuable tools to help you hit those numbers and reel in the rewards.
Curriculum
- 1: Starting with no prospecting plan (19:53)
- 2: Establishing a call planning system (16:59)
- 3; The key prospecting indicators to watch (13:16)
- 4: Establishing your local area marketing plan (14:01)
- 5: Developing research systems for leads (14:27)
- 6: Typical top agent daily routines (18:18)
- 7: Solving call hurdles (25:35)
- 8: How not to give up - ever (20:11)
- 9: A proven basic call script to use (21:58)
- 10: Creating a prospecting fast track with script practice (23:29)
- 11: The call mindset that converts meetings (13:23)
- 12: The key questions to ask clients and prospects (13:26)
- 13: First meeting tips and strategies (20:45)
- 14: How to create a persuasive presentation (21:00)
- 15: Building a VIP prospect list (14:17)
- Video 1: Commercial Scripts (9:39)
- Video 2: Commercial Scripts (9:50)
- Video 3: Commercial Scripts (5:55)
- Call Script Short
- Call-Direct-Scripts-Commercial
- Prospect Calling Script_VERSION 1
- Prospect Calling Script_VERSION 2
- Prospect Door Knocking Script_VERSION 1
- Prospect Door Knocking Script_VERSION 2
- First Contact Questions
- Audio 1: Establishing the right call mindset
- Audio 2: Setting rules and creating commitment
- Audio 3: Setting up your typical day for prospecting
- Audio 4: Knowing the ratios to watch and improve
- Audio 5: Using the 50/50 ratio to your advantage
- Audio 6: How to avoid the ups and downs of calling
- Audio 7: How to increase commissions from calling
- Audio 8: The little things that mean a lot when calling
- Audio 9: Creating a grip on the market
- Audio 10: Call closing strategies
- Audio 11: The four proven steps to call success
- Audio 12: Improving client contact systems
- Audio 13: How to move forward with calling results
- Audio 14: How to define and find your ideal prospects
- Audio 15: Why you should count the 'no' answers
- Audio 16: Using the ups and downs of the market
- Audio 17: Interruption marketing process
- Audio 18: Call pitch and catch skills
- Audio 19: Creating attention and indentification
- Audio 20: The real reason for the call
- Audio 21: Working the prospect 'store'
- Audio 22: So they dont interupt you
- Audio 23: Handling the 'happy now' bounces
- Audio 24: When they are not interested
- Audio 25: When they ask you to send them something
- Audio 26: How to handle direct questions
- Audio 27: Putting the call together professionally
- Audio 28: How to leave messages
- Audio 29: Revisiting previous clients and prospects
- Audio 30: Putting all your call strategies together
What you will learn
When I first designed this course, my goal was to deliver a practical blueprint for success in the world of sales and telemarketing. I meticulously assembled each module, focusing on the strategies and tactics that I know make all the difference when you're kicking off your career. We're talking insider tips on crafting compelling scripts, managing customer objections, and closing deals with confidence. What's really exciting is the structure of the course – it's paced perfectly to keep you motivated without feeling overwhelmed. You'll find every lesson is packed with actionable content that's been tried, tested, and proven to work. And as you dive in, you'll notice there's a strong support system built right in. So whether you're new to the scene or just looking to sharpen your skills, rest assured you're in good hands, and by the end of this journey, you'll feel not only educated but truly empowered to turn those calls into cash.
Your instructor
John Highman brings to the forefront an illustrious career spanning over three decades in the dynamic world of commercial real estate. As an esteemed International Commercial Real Estate Coach, Author, and Broadcaster, he has honed a keen acumen in Sales, Leasing, and Property Management. His extensive field experience has ripened into insightful strategies and innovative ideas that he fervently imparts to industry professionals across the globe.
Beyond his significant contributions through books and broadcasts, John’s passion truly ignites when he engages with motivated individuals in the classroom. His commitment to nurturing the next generation of real estate experts shines through his interactive teaching approach, ensuring that every course he leads, including "Dialing for Dollars," is not just informative but also an empowering journey toward excellence for brokers and agents worldwide.
Strategic
Mastering the Art of Persuasive Communication
Efficient
Accelerating Your Sales with Precision Calling
Profitable
Unlocking the Secrets to Lucrative Phone Sales