Broker Hosted Agent Training

Power Results Agent Training

“The Power Up agent program tripled our listings and doubled our sales during a six-month period. And the manager training brought in a record number of experienced agents, recruiting over 100 agents from our biggest competitor in a year.”

Mike Reidman, General Manager

NP Dodge, Oldest, most established real estate firm in the US

A six-month program that combines a live monthly session with Rich Casto with powerful and accountable online training

Power Results Training is a turn-key, basic-to-specific training program for brokers to implement with their agents on an annual or semi-annual basis that can be wholly self-funded by agents.

It includes one session a month with Rich Casto on location training agents face-to-face plus access to a library of self-administered or group-administered online training and the direction on how to implement, monitor and sustain.

This training is fully encompassing and tested and has proven to create real results. The program is rolled out and implemented by Rich Casto & Company in conjunction with the brokerage’s leadership. This collaboration and reinforcement creates maximum and measurable outcome.

Retention of great agents is a direct reflection of the value the broker provides.

The value of this program is clear when delivered and because it is presented under the broker’s name with the broker’s complete participation, agents associate the value with the broker.

After the first Power Results Training, the broker has an option to train it themselves periodically or have us come in and facilitate. The critical piece is that the broker owns the training.

Simply put, Power Results Training creates results and lets agents experience growth in three areas.

1. Skills 2. Productivity 3. Personal Growth

Skills:

1. Business planning: This is critical to an agent developing a sense of intention. Without a blueprint, an agent reacts instead of creates. We work with agents on business plan commitments. We are concerned with what they are going to do, not what they hope to do.

2. Building Business: All aspects of prospecting and marketing are covered.

• Phone skills: closing on the benefits of an appointment
• For sale by owner prospecting
• Expired property prospecting
• Farming
• Database farming
• Social networking applications and how to use them
• Capturing listing/buyer appointments with technology
• Personal marketing: creating the agent as an attraction
• Creating appointments with open houses
• The zen of real estate: referrals

3. Listing Skills: This is the one time an agent truly verbalizes their broker’s value proposition. We model and have the agent practice a specific presentation that is truthful and educational to the seller. We work with the agent on their skills through mock presentations.

• Presentation skills
• The value proposition
• Testing the market
• Pricing the property
• Asking for the listing
• Handling any concerns
• Negotiations
• Creating more listings

4. Working with Buyers: This module helps agents create a plan so they can serve each buyer…not sell.

Pre-qualifying

• The elimination process
• Creating a sales funnel
• How to show property
• Asking for a commitment
• Negotiation
• Handling concerns

5. Understanding the Competition: This module is designed to give agents the awareness of other value propositions.

• Statistical Evidence in Your Value Proposition
• Results Equals Advocates: Attracting Clients
• Understanding Customer Service

6. Understanding the Real Estate Economy Macro and Micro: If agents are to deliver true value to their clients, then they must understand what creates market fluctuations and interest rate behavior. We want to create the most knowledgeable, educated and skilled agents in real estate.

• What drives the market?
• Economic indicators
• How to communicate real estate economics to clients
• How to stay current and knowledgeable

Productivity:

Training creates an educated and skilled agent. Productivity is a choice each agent makes. We create a condition for each agent in the program to make that choice.

1. Teams: Groups are formed to create a declaration process. The more agents share their commitments, the more tension they create to keep the commitments.

2. Commitment: Agents make commitments that are designed out of their own business plans and visions. We help them articulate and keep their commitments. At each session the commitments are measured. Are they keeping their commitments? What is getting in the way? The commitments are specific, measurable and actionable. Brokers will see true increases in the group’s listings and sales. But unlike other productivity trainings, agents acquire the life skills to continue after the training is over.

3. Accountability: Our commitment model in the training creates a self-discovery process for the agent. We notice without judgment. We also train the broker’s designated leadership team to continue the coaching and accountability after the training is over. This is critical to the process.

Personal Growth:

Increased productivity is a direct reflection of a person’s increased capacity. Our training has agents examine themselves from the inside out. Their personal growth creates a better business and personal life experience. We create a condition for self discovery through educating on possibility and intention. Breakthroughs are not uncommon in our trainings.

1. Textbooks Used:

• The Four Agreements
• 7 Habits of Highly Effective People
• Blink
• Life Strategies
• The 8th Habit