Real estate trainer and coach Tom Panos will teach brokers how to generate leads with simple prospecting strategies at a new training event next month.
The Adviser's two-day training program will give brokers cutting edge scripts, dialogues and templates specifically created to deliver increased referrals, leads and volumes.
The Ultimate Broker Sales System will be conducted by Mr Panos on 16 and 17 May. Brokers will learn essential influencing and persuasion skills needed to supercharge sales, build their brands and close more deals.
Mr Panos told The Adviser he sees real estate agents and mortgage brokers as “extremely similar” professions.
“Some of the things I see [that] make them closely aligned are, generally speaking, the agent or broker who makes the most amount of appointments wins in the end,” he said. “So we pretty much know it’s a job of lead generation.
“The next thing I see that is very similar is, when we talk about prospecting, without a doubt, the best form of prospecting is providing incredible customer service.
“If you do it very well, what you are doing is recruiting and creating an army of salespeople for you. And they are happy customers that go off and create other happy customers.”
Mr Panos said the job of an agent or broker is “process driven”, adding that he finds it interesting that engineers make excellent salespeople because they have “logic in the steps”.
“What we clearly know is that in broking and in real estate, the person who has the most amount of conversations and stays in contact with those people [will be] on the shopping list at a time when a client needs to make a decision,” he said.
“But it’s having this ability to stay on the shopping list, when they are not making a decision, where a lot of brokers and agents seem to drop out.”
Mr Panos said many agents and brokers are not prepared to keep doing things without getting an immediate reward for their effort.
“So I would say that real estate and broking are pretty much the same – it is not a sprint. It’s a marathon.”
The Ultimate Broker Sales System consists of two days of training, with eight modules covering core content. Classes will include face-to-face training, role playing, case studies and real life examples. Brokers will also receive a detailed action book with full course content, scripts, dialogues, templates and forms.
The course will run on 16-17 May at The Adviser's Training Centre in North Sydney, NSW.
James Mitchell has over eight years’ experience as a financial reporter and is the editor of Wealth and Wellness at Momentum Media.
He has a sound pedigree to cover the business of mortgages and the converging financial services sector having reported for leading finance titles InvestorDaily, InvestorWeekly, Accountants Daily, ifa, Mortgage Business, Residential Property Manager, Real Estate Business, SMSF Adviser, Smart Property Investment, and The Adviser.
He has also been published in The Daily Telegraph and contributed online to FST Media and Mergermarket, part of the Financial Times Group.
James holds a BA (Hons) in English Literature and an MA in Journalism.
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