Dave Knox Classes

Managing Leads and Listing Presentations


This seminar answers the question: “What do I do when technology actually works?” Technology is a wonderful tool for attracting leads, managing the process and following up systematically. The fundamental selling skills of interacting with people must be practiced in this virtual world. This seminar will focus on techniques for converting leads from these key sources: 

  • Being good vs. being there
  • Setting up systems
  • Time blocking
  • Prospect activity log
  • Questioning skills to qualify and convert
  • Sphere of Influence
  • Open house
  • For Sale by Owner
  • Calls, clicks and texts
  • Canvassing
  • Expired listings
  • Breaking into the upscale market 

Cost:

FREE for OCR Members
$25 for Nonmembers

Sessions:

Check back for future dates.

Are You a Messenger or a Negotiator?


Negotiation is one of the most important skills of a real estate agent. Instead of merely relating the wishes of one party to the other, agents must provide objective standards and realistic feedback to assure that parties don't allow their position to interfere with their interests. Agents will learn the skills of effective negotiation to move parties closer to agreement while representing their client's interests.

Major points:
  • Get Ready to Negotiate
  • Remove Barriers to Negotiation
  • Example of a messenger vs. negotiator
  • Manage expectations
  • Question their position
  • Focus on client interests
  • Provide an objective standard
  • Help parties see the opposite position
  • Feedback vs. Advice
  • Law of Contrast
  • Four Steps to Handling Resistance

Cost:

FREE for OCR Members
$25 for Nonmembers

Sessions:

Check back for future dates.