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Brokerage Jumpstart for Rookies 
21.1 Brokerage Jumpstart for Rookies
21.2 Getting Past Your Call Reluctance Part I
21.3 Getting Past Your Call Reluctance Part II

Brokerage Management
22.1 Accountability for Rookies
22.2 Building a Brokerage Firm Part I
22.3 Building a Brokerage Firm Part II

Maintaining and Expanding Existing Relationships
23.1 10 Steps to Nurture – Grow – Protect

Selling by Phone 10.0 
2.1 Rain Making Check List
2.2 The Bridge: Lipsey’s 55
2.3 No Scripts Required
2.4 Exercise – RUNS CLEAR & Questioning Techniques
2.5 When to Make the Call

Best Practices for Tenant Rep/Occupier 
3.1 Tenant Rep/Occupier Toolkit – Prospecting
3.2 Tenant Rep/Occupier Toolkit – Research
3.3 Tenant Rep/Occupier Toolkit – The Budget
3.4 Tenant Rep/Occupier Toolkit – Blend & Extend

Best Practices for Landlord Rep/Agency
4.1 Landlord Rep/Agency Toolkit – The Leasing Plan
4.2 Landlord Rep/Agency Toolkit –Leasing by Space
4.3 Landlord Rep/Agency Toolkit – Best in Class Tours
4.4 Landlord Rep/Agency Toolkit – Using Your CRM to Win the Listing

Winning Assignments Through Whiteboarding
5.1 Components of a Discovery Whiteboard Session
5.2 Live Discovery Whiteboarding Session

Presentations that Win 10.0
6.1 The Yellow Brick Road
6.2 Two Models – 5 Step Classic
6.3 The Money Question
6.4 Two Models – 25/75 Yellow Pad
6.5 The Five Touch Points
6.6 It’s Go Time – Presentations Best Practices

Negotiating to Win 10.0
7.1 The State of Negotiating
7.2 Negotiating Tactics: Avoid the Dirty Tricks

Managing Objections 
8.1 Recognizing Objections
8.2 Handling Objections
8.3 Live Exercise – Stump the Chump

Managing Objections  
8.1 Recognizing Objections
8.2 Handling Objections
8.3 Live Exercise – Stump the Chump

Your CRM 
9.1 Creating a Living Database Part I
9.2 Creating a Living Database Part II

Your Next 90 Days 
11.1 Schedule Your Success
11.2 Your Plan Becomes Action
11.3 Mind over Matter – Getting Across the Goal Line

Thriving in a Secondary Market
12.1 Define Your Value
12.2 Creative Ways to Make It in a Secondary Market
12.3 The Pearls Part I
12.4 The Pearls Part II

The Business Development Machine
1.1 Laying the Prospecting Foundation Part I
1.2 Laying the Prospecting Foundation Part II
1.3 CRM: Your Bread and Butter
1.4 Prospecting with Intent: Top of Mind, Easy to Find

18 Ways to Market Commercial Listings
13.1 Blueprint for Success
13.2 Tools for Prospecting
13.3 Monitoring Your Activities

The Whole Brand
14.1 The Whole Brand – 7 Keys
14.2 Building a Marketing Plan around Your Brand

Best Practices for Teams 10.0
10.1 What Makes a Team
10.2 Team Plans & Compensation Plans

How to Create a High Performing Team
18.1 Team Types: Teams, Partnerships, Alliance
18.2 Personality Insight – What are Your Strengths
18.3 Building the Team Machine
18.4 Measuring the Team Machine and Compensation

How to Create a High Performing Team
19.1 Components of a Team
19.2 Personality Insights Part I
19.3 Generational Gaps
19.4 Personality Insights Part II
19.5 Accelerating Your Career with DISC

Financial Literacy for Commercial Real Estate
16.1 Commercial Real Estate Rules of Thumb
16.2 Calculator Basics
16.3 Basic Financial Calculations Part I
16.4 Basic Financial Calculations Part II
16.5 Advanced Calculations Part I
16.6 Advanced Calculations Part II
16.7 Six Steps to BOV
16.8 Underwriting Essentials