Business Development Modules

  • Developing an Electronic Footprint
  • Personalized Approach
  • Major Accounts
  • Measuring and Tweaking the Machine
  • Intuitive VS Intentional (Strategies)
  • Your Market, Useful Tools
  • Win More Tenant Rep Assignments
  • Industry Rent to Revenue Ratio’s (I-RRR not to confused with IRR)
  • Forecasting Dollars to Occupy
  • Understanding User’s Discount Rate
  • Developing a Measurable Leasing Plan
  • Allocating the Team Resources for Maximum Performance
  • Balancing Business Development and Transaction Management
  • Model for Winning Presentations
    • Investments Sales
    • Tenant Rep
    • Agency
    • Property Management
  • 5 Step Classic
  • Yellow Pad 50/50
  • Developing a Client Centric Executive Summary

Best Practices for Today’s Technology

  • Research
  • Getting Past the Gatekeeper
  • CCS – Client Centric Statements
  • Establishing Rapport and Asking Questions
  • Setting Meetings
  • Who Should be on the Tour Team
  • Setting the Scene – Refreshments, Welcome Signs, etc
  • Use of Today’s Technology
  • The Way Forward
  • Personal Insight
  • Characteristics of a High Performing Team
  • Team Structure
  • Accountability Measurement
  • Psychology of Negotiating
  • Tactics & Neutralizing Techniques
  • Settlement Range
  • Strategies for Leverage
  • The Value of Time
  • Goal Specific Prioritization
  • Time-of-Day Scheduling
  • Sustainable Planning

Make it a Habit!

  • Needs Analysis Using Run Clear
  • Questioning Techniques
  • Stair Step Interview
  • Handling Objection
  • Services That Sell
  • Menu of Advisory Services
  • Methods of Compensation
  • Assembling the Team

Financial Literacy

  • Creating the Auction
  • Finding the Outlier
  • Investor Expectations
  • Calculating Broker Opinion of Value’s
  • Justifying Your Value
  • Understanding the Three Distinct Types of Private Clients
  • Tiered Client Business Development for Maximum Efficiency
  • Maximizing Value on Every Listing
  • Team Architecture – The Future of Your Business and The Industry
  • Establishing Appropriate Market Rent
  • Calculating the Delta
  • Balancing the Blend and Extend
  • How to Get Paid
  • Present Value
  • 1031 Exchange
  • Lease vs Own
  • Creative Structuring for Investment Sales

For Team Leaders, Principals and Managers

  • Developing a Market Deployment Plan
  • Rookie Recruiting
  • Free Agent Market
  • Courting the Franchise Agent
  • The Mentoring Relationship
  • Coaching at All Levels
  • Collaboration and Competition
  • The Foundations of Morale
  • Competitor Poaching
  • Visionary Leadership