Lipsey Company’s 2017 Training Menu


Presentations That Win is one of The Lipsey Company’s most sought-after programs. Commercial practitioners find the task of communicating effectively and persuasively to win business to be particularly daunting, making it a challenge for most teams.  Prospects and clients will judge the effectiveness and strength of a team by its presentation. With so much at stake, this is your team’s opportunity to showcase their market knowledge and best practices that will make the difference in winning this business opportunity. Mike provides expert, industry-specific, advice which will enable you to rise above the competition and win more business.

  • Perform an effective client discovery and needs analysis
    • White boarding session
    • Use of webinars
    • Developing a client centric agenda
  • Create a powerful 50/50 Yellow Pad Presentations
    • Develop the 5 sections of a presentation: structured, yellow pad and morph
  • Engage clients as your present
    • The 4 C’s: Comfortable, Confident, Concise, Conversational
    • Use of Placemats, Playbills, PowerPoint, IPad and Android devices
  • Taking your visuals to the next level with punch that makes the difference
  • Improving the skills of individual presenters and how they are combined to make an effective team presentation
  • Ensuring the presentation is client centric – NO books!
Win More Tenant Rep Assignments

How to Survive and Thrive in Tenant Representation

More than half of new commercial real estate professionals are trying their hand at tenant representation, and it’s no wonder why. With the potential for higher commission and greater deal velocity, it’s quickly becoming one of the most competitive segments of the industry. Through extensive research, Mike Lipsey has identified the best practices of tenant reps who dominate their local markets. In this module, he shares his insight into:

  • Why more brokers are choosing tenant representation
  • The one thing all phenomenal tenant rep brokers have in common
  • Two things tenants reps should bring into every presentation
  • Building effective electronic campaigns
  • Prospecting tools to win more assignments
  • Using Industry Rent to Revenue Ratios to guide clients with knowledge of their local market
  • Using the Dollars to Occupy Ratio to give clients realistic estimations of costs
  • Differentiate between various market proposals to compare space present values

Seasoned and young brokers alike have consistently praised this program as insightful, practical, and effective. With more than 35 years in the industry, Mike has trained thousands of tenant rep brokers to be more effective, win more deals, and differentiate themselves from the competition.

Team Brokerage

Assembling diverse, productive teams is one of the most effective ways for brokers to take their practices to the next level. We have consulted with hundreds of teams, both large and small, across the nation. Without exception, teams with quality leadership, high retention, and high performance will tower above their competitors. In this module, we share the core beliefs and daily practices of dynamic teams. Mike shares his insights into:

  • Assessing team dynamics
  • Partnerships vs. Teams – Leveraging skill sets
  • 11 characteristics of high performing teams
  • Using personality assessments to assemble diverse teams
  • Leveraging the strengths of different personality types
  • The distinct responsibilities of a leader
  • Boosting retention of junior brokers

Building an effective team is essential for moving past a performance plateau. With more than 35 years of experience, Mike has observed the best practices of rainmaking brokerage teams both large and small. With his advice, you will see a noticeable difference in team effectiveness, client service, and performance.

 

Rain Making, Selling by Phone

The ability to sell by phone is one of the greatest predictors of success for a broker. However, many brokers never manage to call enough prospects to win more business. Whether the obstacle is anxiety, poor planning, or gatekeepers, Mike offers practical advice for making more effective sales calls to prospects. In this module, Mike instructs in:

  • Selling strategies
  • Developing call lists
  • Getting past the gatekeeper
  • Asking effective questions to win more business
  • Selling from your website
  • Engaging prospects
  • Using a CRM

We propose a system of strategic action for making sales calls, engaging prospects, and closing deals. With our advice, both you and your team will see a measurable difference in the number of calls you make and the number of meaningful conversations that result. Our clients rate this as one of their favorite programs.

Performance Leasing

The crux of performance leasing is simple – create a plan of measurable, specific action for leasing a space, and empower landlords to evaluate your performance. With this model, clients receive a commitment of time, effort, and service. In exchange, brokers may receive additional compensation. Brokers who use this method win more business, lease more space, and dominate their competition. In this module, we explain the ins and outs of:

  • Creating a Performance Leasing plan
  • Presenting a Performance Leasing plan to win assignments
  • Receiving recognition and compensation for your efforts
  • Empowering landlords with confidence in your performance
  • Recording and measuring activity
  • Increasing net operating income
  • Create measurable goals for leasing a space

We have trained thousands of brokers across the globe, and we’ve noticed a pattern. Brokers with a plan dominate those who do not. Performance Leasing is not only a best practice for winning assignments, it is an incredible method for closing more deals in less time.

 

Closing Techniques

After conducting a thorough needs analysis, making a fantastic presentation, and crunching the numbers, it may be time to close the deal. It is a critical moment. Brokers must quickly identify the close that will get the potential buyer to sign on the dotted line. With our advice, closing can become a natural extension of the conversation about the clients’ needs. This module covers:

  • The Closing Continuum
  • 12 closing techniques – How and when to use them
  • Using the needs analysis in closing
  • Mike’s favorite closing technique
  • The Deal Swagger Close – How legendary brokers close deals

After 35 years in the commercial real estate industry, we have learned that the best closing technique is the one that fits your client’s personality and needs. With our proven advice, you will be able to identify the most effective technique for your client and win the deal.

The Perfect Tour

Imagine the perfect tour. Your potential tenants would fall in love with the space. Your team would make a fabulous impression. Most importantly, it would generate a proposal. The Perfect Tour will help you to do just that. With our approach, you will conduct a thorough needs analysis as you tour the space and sell the features of your listing to meet the client’s needs. The Perfect Tour covers:

  • The Perfect Tour Team
  • The 10 Sales Steps to the Perfect Tour
  • Describing The Perfect Tour in your listing presentation
  • Selling features and benefits of the space
  • Conducting needs analyses during the tour
  • Increasing the likelihood of generating a proposal from a tour
  • Standing out from the competition

Tours are a chance to make a memorable, positive impression on potential tenants. With our trusted and effective approach, you can seize the tour as the perfect opportunity to sell your listing and generate a proposal. Our hope is that you will be the clear choice above your competitors.

Negotiating

The objective of a skilled negotiator is to reach a resolution as efficiently as possible while securing a great deal for their client. Throughout their careers, brokers will encounter many negotiation tactics which could potentially slow their transactions to a crawl and diminish the value of their deals. In this module, Mike shares negotiation insights gained from over 35 years in the commercial real estate industry. They include:

  • The Parent, The Adult, and The Child – Understanding emotional states in negotiation
  • How to respond to emotional arguments with reason
  • Understanding the Negotiating Continuum
  • Recognizing and neutralizing 14 negotiation tactics
  • Transitioning from negotiating to closing
  • Understanding the settlement range

Great negotiators play to win, and their understanding of the tools and tactics of the trade help them secure more value for their clients. In Negotiating to Win, we explain common tactics to help you identify them, neutralize them, and succeed in negotiation.

Client Discovery & Needs Analysis

You will win more business, not by the statements you make,
but the questions you ask.

– Mike Lipsey

At The Lipsey Company, we firmly believe that discovering your client’s needs is the first step to forming a meaningful business relationship. That’s why we believe it’s so important to conduct a thorough needs analysis for each client and prospect. The substance of this conversation will become your true north, guiding you through each interaction from presentation to proposal to close.

  • Doing your homework- How to research prospects
  • Conducting a thorough needs analysis
  • 8 considerations in assessing a client’s needs
  • Identifying clients’ priorities
  • The best questions to ask prospects

With more than 35 years of experience, The Lipsey Company has unparalleled insight into the commercial real estate industry. Our clients include some of the world’s largest multinational firms such as CBRE, Jones Lang LaSalle, and Colliers International. Our trusted approach has helped hundreds of brokers center their presentations and proposals on their client’s needs. Let our experienced, practical advice help you to rise above your competition and win more deals.

Investment Brokerage

Valuation is an essential skill for investment brokers, and nearly every broker will be called upon to give a valuation in a listing presentation or proposal. An inaccurate estimation of the value of a property can compromise your credibility as a broker, and it may even cost you the listing. In this module, The Lipsey Company presents a step-by-step guide to calculating valuation. Over 35 years, we have developed a proven method for considering all the factors relevant to the valuation of a property. Let our experience guide you as we cover the following topics:

  • The Lipsey Company’s step-by-step guide to calculating valuation
  • Practice exercises to hone financial analysis skills
  • The 6 different types of buyers
  • Avoiding common mistakes in calculating cap rates
  • Presenting with a value range in listing presentations
  • Creating an ideal environment for both buyers and sellers

Forming an accurate valuation is crucial to the credibility of an investment broker. Our proven methods have helped hundreds of brokers master the financial analysis of the deals they encounter on a day-to-day basis. In addition, our insight will help you to present with value ranges that reassure both buyers and sellers that the methods used to calculate the valuation are accurate and fair. Our clients include some of the world’s largest multinational commercial real estate firms, and we are eager to share our in-depth knowledge of industry best practices with you and your team.

Identifying Emerging Markets

Selling to key players in emerging markets can be a major source of business for the savvy broker. With our techniques, you will learn how to identify the fastest-growing industries in your area and build contact lists of potential buyers. Next, we’ll show you how to integrate your contact lists into your CRM to build a monster database of prospects. Finally, we share our best practices for selling by phone, a crucial skill for commercial brokers. This module covers:

  • Identifying the fastest-growing industries in your market
  • How to build a Monster Database
  • Connecting to business associations
  • Networking for success
  • Identifying VIPs—Very Important Prospects
  • Contacting prospects by phone

With our experienced guidance, you will learn how to connect with key decision makers in the emerging markets of your area. Hundreds of brokers of have benefitted from our industry-specific approaches to networking and selling by phone. Let our trusted expertise become part of your strategy for developing new prospects.

The Black Swan

Most commercial brokers will be called upon to do a broker opinion of value at some point in their careers. Although the math is important, a savvy commercial broker will focus on creating an auction market – getting buyers to stretch in order to deliver the most value for clients. This module covers both the mathematics and sales skills involved in offering a broker opinion of value. It includes:

  • The Six Step process to Calculating BOVs
  • The 6 different types of buyers
  • Getting buyers to stretch
  • Leveraging the skills of analysts as team members
  • Describing The Perfect Tour in your listing presentation
  • Creating an auction market among buyers
  • Presenting with a value range

“Commercial brokers are not appraisers,” says Mike Lipsey. While commercial brokers must have an accurate process for approximating the value of a property, their ultimate is to gather potential buyers and encourage them to stretch for the deal. With Mike’s experienced advice, brokers will learn to offer BOVs that appeal to both buyers and sellers.

See below for the Lipsey Company’s 2017 Training Menu. This menu is a selection of some of our most popular training topics.

Our training and consulting can be delivered in person, by interactive video webinar or conference call.

Need additional information? Contact us today by calling 407.774.2558.


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Lipsey Company's 2017 Training Menu in PDF

Call Now for our Newest Course

Mike Lipsey’s Business Development Machine

Call (407) 774-2558

Our most comprehensive Business Development Course to date. In this program, Mike addresses how to build a Business Development Machine. We’ll introduce a series of best practices.

  • Which CRM – Selecting the right one and using it to engage prospects
  • Electronic footprint – e-touch, e-gift, e-comp, social media, and which eblast service
  • Print – Various mailer, flier and postcard examples and how to target
  • Personalized approach – Hand written notes, calls, drop ins, referrals
  • Major Accounts – Which associations to join, Lipsey’s 55, direct mail campaigns
  • Expand – Create a comprehensive campaign to provide additional services to your clients

By following Mike’s formula, you will be able to dramatically increase your business development results.

play1.1 Client Discovery & Questioning Techniques
1.2 Model for Winning Presentations
1.3 Client, Market & Measurable Approach
1.4 Yellow Pad 50/50
play3.1 Personal Insight
3.2 High Performing Teams
3.3 Team Structure
3.4 Measuring Accountability
play5.1 Developing a Sales & Leasing Plan
5.2 Identifying Emerging Opportunities
5.3 Business Development
5.4 Transaction Management
play7.1 Ten Step Approach
7.2 Questioning Techniques
7.3 Feature’s & Benefits
7.4 A Winning Tour
play9.1 Needs Analysis Using Run Clear
9.2 Questioning Techniques
9.3 Stair Step Interview
9.4 Handling Objections
11.1 Services that Sell
11.2 Menu of Advisory Services
11.3 Methods of Compensation
11.4 Assembling the Team
13.1 The Great Equalizer
13.2 The Power of the Calendar
13.3 Calculating Your Fee
13.4 Reverse Time Management
15.1 Introduction: HP 10 BII
15.2 Key Financial Concepts
15.3 Calculations for Commercial Real Estate
15.4 Practice Problems
17.1 Market Leasing Assumptions
17.2 Tenant Credit Underwriting
17.3 Bakke Lipsey
17.4 Modeling Cash Flows
19.1 The End of BOV’s
19.2 Defining the Black Swan
19.3 Understanding Buyer Types
19.4 Black Swan Analysis
play2.1 Associations, Membership and Participation
2.2 Industry Rent to Revenue Ratio
2.3 Calculating Dollars to Occupy Ratio
2.4 Lease Resolution Worksheet
play4.1 Developing a Call List
4.2 Identifying Emerging Opportunities
4.3 Client Discovery & Questioning Techniques
4.4 Eight Step Process
play6.1 Questioning Techniques
6.2 Closing Situation
6.3 Lipsey Closing Techniques
6.4 Attitudes that Produce Results
play8.1 Psychology of Negotiating
8.2 Tactics / Neutralizing Techniques
8.3 Settlement Range
8.4 Strategies for Leverage
play10.1 Team Advantage
10.2 Model for Winning Presentations
10.3 Tracking Team Activity
10.4 Accountability Timeline
play12.1 The Right Market
12.2 Getting Involved
12.3 Intuitive vs. Intentional
12.4 Forms of Contact
play14.1 Cost of Capital
14.2 Investor Expectations
14.3 Calculating Value
14.4 The Black Swan
16.1 Calculating Dollars to Occupy Ratio
16.2 Present Value of a Lease
16.3 Lease Comparison, Blend & Extend
16.4 Lease Buyout Analysis
18.1 Discount and Interest Rates
18.2 Example Problems
18.3 Comparison using Net Present Value
18.4 Comparison using IRR
20.1 Articulating Key Financial Terms
20.2 Selling Services
20.3 Winning More Assignments
20.4 Closing Techniques