CD Two (38 minutes): “Stabilizing Your Business”
• Daily Detailed Planning
• Reviewing and Analyzing Results. Am I on Track?
• Time Blocking and Time Management (Optimum Times to Prospect)
• 5 Principles of Accountability

CD Three (35 minutes): “Systematize Your Business”
• The Power of Referrals
• How to Build a Business-To-Business Referral System
• Special Events
• Assembling and Managing Your Database

CD Four (31 minutes): “Optimize Your Business”
• Understanding Your Database
• Strategic Alliance
• Preferred Service Provider Directory
(“Download template for the Directory here”)
• 21 Ways to Build Your Business-To-Business Network

CD Five (30 minutes): “Face-To-Face Contacts”
• Home Warming Celebrations
• High Impact Farming
• The Sudden Encounter
• Just Listed/Just Sold/Open House Promotional Opportunities

CD Six (36 minutes): “Mining For Gold”
• For Sale By Owner
• Expired Listings
• Thinking About Selling?

Appendix with Sample Letters and Personal Note

• Patterned Interviews for both Sellers and Buyers
• Competitive Prices Line (presentation template)
• Marketing Activity Report (presentation template)
• Buyer Interview Questionnaire, including
  Pre-Purchase Checklist
• Sample Listing Presentation (scripts)
• Sample Buyers Appointment (tracks)
  
  
  +PLUS The Effective Negotiation -
  Tools & Assessment:
• Self-Evaluation Test Preparing Your Client
• 21 Things to Include
• 27 Things to Avoid
  
  
  +PLUS Bonus Offer:
• Tool Box CD assuring crisp copies for every presentation.
  

+PLUS Extra CD:
An audio CD that describes page-by-page each of the Tools in the Tool Box.

• Determining the Needs of the Buyer and Seller
• The Guide to Preparing the Listing Presentation
• Preparing & Taking Control of the
  Listing Presentation
• Effective Buyer Presentations
• Handling Seller Objections in Today’s Market
• Negotiating in a Changing Market - Part I
• Negotiating in a Changing Market - Part II
  
  Includes a CD with follow-along Course Outline for each class above.
  
  
• + PLUS the Short Sale Support Materials and Sample Letters:
  
  For Sellers:
  - What to Include in your Pre-listing Package
  - Developing Property Specific Marketing Plans
  - How to Present the Comparison Flow Chart
  - The Marketability Evaluation
  - The Overpricing Dilemma & How to Handle It
  - Presenting Price in a Listing Presentation
  - Eleven Questions a Seller Should Ask and Agent
  
  For Buyers:
  - Your Initial Consultation with the Buyer
  - Buyer Orientation
  - “Buyers Home Needs” worksheet
  
  For Lenders:
  - Foreclosure vs. Short Sale Comparison Sheet