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Sales 101
Planning for Success in Commercial Real Estate
Growing Your "R Factor"
Negotiations
Prospecting
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©copyright 2014, Innovative Learning, LLC

Non-Technical training focuses on the communications and the everyday strategies of the business. Through a series of workshops the commercial practitioner will learn the best practices in several key areas of the business.

Sales 101 - The 6 things my father taught me about fishing - A 1 day workshop designed to bring you up to speed on 21st century selling. A fishing metaphor is used to present and practice the steps of the sales process. Tell me more...

Consultative Sales - Big ticket sales strategies - A 1 day workshop for experienced associates only. If you're not using the newest 21st century sales techniques then this course is for you. Learn the skills involved in solutions selling and why your old sales techniques will no longer work. A consultative sale doesn't mean you have to become a consultant, least of all begin charging hourly fees, it is simply a better way of selling to the "C" suite.

Persuasive Presentations - Winning more business - A 1 1/2 day workshop designed to help you become more effective at business development presentations. Successful business development presentations don't just happen; they are planned and follow a specific pattern. This workshop reviews each step of a successful commercial real estate, business development presentation. Participants leave with a model "track" to use for their own presentations. The workshop includes the use of lots of video taping and critiques and every participant will leave with their own videos on DVD.

Target Planning for Success in Commercial Real Estate -A 1 day workshop designed to help commercial brokerage associates improve his/her productivity through the development and implementation of a well thought-out personal business plan. It starts by evaluating where you are, what's working and what's not. It uses this personal evaluation to build a vision, goals and a 12 month action plan. To watch a 5 minute video describing the program click HERE. For a brochure click Tell me more...

Getting to the Next Level - There comes a time in your career when you must "re-engineer" your practice if you want to reach the next level. You must change your knowledge, attitude, skills and habits to reflect how your business needs to work at the next level. You cannot continue to do the same things and expect significantly better results. If you're interested in learning the action steps needed to jump-start yourself to the next level, then this workshop is for you. Tell me more...

Building Your Business by Growing Your "R" Factor - Calling on total strangers is for rookies! The commercial real estate business is a "relationship business"; it's all about who you know, who knows you and your existing relationships. If you've been in the business for more than 3 years, you may never need to make another "cold call". This workshop will give you strategies to grow your business exponentially by simply improving your "R factor". Tell me more...

Successful Negotiations in Commercial Real Estate - There is probably not a more important skill set than being proficient in negotiations, you do it all the time. Understanding the negotiating process and then developing negotiating skills are the outcomes of this workshop. Participants will actually engage in commercial real estate negotiations and throughout the workshop will see individual negotiating skills improvement. Tell me more...

Time and Productivity Management - You say you just don't have enough time, you need to get organized, you feel like you're not on top of things. This workshop is designed for you. Focusing on doing the "right" things needed for success in commercial real estate, this workshop helps you identify the keys for you of getting more of the right things done.

Prospect's Top Objections - Some say objections are good things, some say they're not; both are right. This workshop focuses on identifying your prospect's objections and anticipating them with strategic responses. Next it teaches a fool proof way of handling any objection. You'll practice this trainable skill and leave the workshop prepared to professionally handle your prospect's top objections and complete more transactions.

Prospecting - The business consists of three parts, finding business opportunities, winning them and fulfilling the assignments. Of the three parts the most critical is finding new business opportunities. The best prospectors in the business generally are the most successful. This workshop covers everything from the business funnel, contact management systems, targeting, prospecting scripts to qualifying opportunities. This workshop will move you rapidly toward becoming a better prospector. Tell me more...

Teaming - "The Five Dysfunctions of Commercial Real Estate Teams" - Teaming is one of the most significant trends in the commercial real estate business today. However, many teams are not operating effectively, in fact, they are only cooperative workgroups, not a real team. This workshop is for the group that is interested in getting to the next level through a sustainable and effective team. Tell me more...

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