Post-Licensing Course
(First Year Licensees Only – not for Continuing Education)
NAC 645.4442
Monthly
Prudential Americana Group, REALTORS is proud to offer a 42 hour Post-Licensing course approved by the Nevada Real Estate Division that meets the educational requirements of NAC 645.4442 for first year licensees. We offer the course quarterly. Check the online training calendar for dates/times. The course consists of 14 three-hour modules scheduled over a 30 day period and includes a review and comprehensive final examination (Module 14).
MODULE 1: Introduction to Real Estate and Ethics
MODULE 2: Goals and Business Plan
MODULE 3: Agency
MODULE 4: Working with Buyers Part 1
MODULE 5: Working with Buyers Part 2
MODULE 6: Working with Buyers Part 3
MODULE 7: Working with Sellers Part 1
MODULE 8 Working with Sellers Part 2
MODULE 9: Financing
MODULE 10: Escrow and Negotiating
MODULE 11: Land and Property Management
MODULE 12: Risk Management
MODULE 13: Advertising
MODULE 14: Final Review and Comprehensive Exam
Americana Continuing Education Series
Prudential Americana provides all the required continuing education courses to renew your license (second and subsequent renewals). The classes are FREE to company sales executives.
Agency Relationship: And It’s Urgency Monthly
CE# 3463000.RE - (Agency)
This goal of this 3 - hour class will help you to recognize various forms of agency and the creation of agency in the State of Nevada. Learn how to explain what the licensee’s duties are in an agency relationship and how to explain dual agency. What can I say/do and not say/do when I am a dual agent? Participants will complete a Duties Owed and Consent to Act form along with Buyers Brokerage Agreements and Confirmation of Agency. What is the agent’s responsibility regarding a Sellers Real Property Disclosure? Learn what terminates an agency relationship.
2008 – Legislative Law & How it Affects You Monthly
CE# 3480000.RE - (LL)
The goal of this 3 - hour class is to enable the participants to have a working knowledge of disclosure requirements, licensing requirements, and any changes to the Nevada Administrative Code. Class also includes discussion of current legislation from the Division level to the Senate. Participants will also review property taxes, exemptions, property management, common interest communities and manufactured housing.
Talk About Ethics Monthly
CE# 3632000.RE - (Ethics)
This 3 - hour course meets the requirement for ethics designation for renewing your license. The purpose of this training class is to show you how understand the Nevada Admin Code and the application to ethical decision making. Upon completion of this class you will understand the Nevada Revised Statues, Regulations of Practices and the application to ethical decision making. Plus, provide agents with a clear understanding of Ethics and Real Estate. Understand how the law and regulations are applied in specific situations, and learn a broad basis for discipline in Nevada.
Completing the Listing Contract
CE# 2523000.RE - (Contracts) Jan, Apr, Jul, Oct
This 4 - hour workshop instructs you on the use of the forms used in taking and completing a listing agreement. You will use Tax Star information and properly fill out the following forms: “Duties Owed by a Nevada Real Estate Licensee”, “Confirmation Regarding Real Estate Agent Relationship”, “Consent to Act”, “Exclusive Right to Sell Brokerage Listing Agreement”, and the “Residential Data Forms”. The “Seller’s Real Property Disclosure (SRPD)” and “Mold Disclosure”’ are discussed in depth; all other forms and disclosures normally found in a Prudential Listing Packet are also reviewed.
Writing & Presenting the Offer to Purchase March, June, Sept, Dec
CE# 2528000.RE - (Contracts)
This 4 - hour class will provide you with the contracts designations required for renewal. This class will explain and review how to completely execute the Offer & Acceptance page by page and paragraph by paragraph plus related disclosure forms. The instructor will also utilize specific examples and situations as they pertain to the various sections of the contract.
Advanced Analysis of the Residential Purchase Agreement
CE# 3633000.RE - (Contracts) Feb, May, Aug, Nov
This 3 - hour advanced contracts class meets the requirement for contracts designation.
The course objective is for the agent to improve the intermediate licensee's professional knowledge and enable them to better explain contracts. Students will also learn to
to identify the required disclosures using the RPG. Provide current information on the Residential Purchase Agreement including the latest changes for 2008. Identify problem area of writing a contract and understand FIRPTA, multiple offers and financing addendums.
Financing the Sale Feb, Apr, Jun, Aug, Oct, Dec
CE# 2188000.RE - (General)
This 4 - hour class is an introduction to creative financing. You will learn some of the pitfalls, as well as, the benefits of using "All Inclusive Trust Deeds, Assumable Loans and Seller carrybacks" to secure a sale. You will also learn about the Foreclosure Process. The Buyer Cost Sheet/ Seller Net Proceeds is a detailed line-by-line explanation of this vital form and how you can use it to effectively create a "Client for Life". You will need to bring your HP 10B II financial calculator to this class.
Communicate, Negotiate & Resolve Conflict Effectively
CE# 3534000.RE – (Professional Development)
Jan, Mar, May, Jul, Sep, Nov
This 3 - hour - advanced sales class will allow the attendee to identify their own dominant personality type and communication style; identify the major characteristics, positive and negative traits for the types; identify what motivates the behavior of various personality types; know what someone would be looking for in a selling presentation; understand how people communicate using the three communication styles; how to identify your prospect's personality and communication style quickly; implement conflict resolution tools; understand the rules of fair fighting and how to apply in a business or personal conflict; identify and effectively use the components of the Sales Cycle.
Core Broker Management Skills in the REAL World
CE# 3533000.RE (Broker Management) Feb, May, Aug, Nov
This 3 - hour class will cover licensing issues concerning brokerages and brokers, broker-salesman; licensing, renewals and continuing education requirements for all licensees; the broker’s responsibilities regarding associated licensees (NRS 645.600); concepts and requirements for agent supervision, training and accountability; applicable NRS/NAC statutes/code regarding disclosures, disciplinary action and misconduct of licensee; the requirements regarding Division inspections and audits; complaints and penalties; and administrative fines. Participants will also learn how to utilize the behavior matrix tool to identify the personality styles and to effectively manage their agents.
Monthly Guest Speakers Classes
Prudential Americana will also bring in qualified speakers to help instruct agents on a variety of current topics. Topics that is both current and important to help boost
agents real estate knowledge and career.
Watch for promotional emails and flyers and be sure check the online calendar of classes at http://www.amegtraining.com/
1031 Exchange Advantage Company Quarterly
1031 Basics & Essentials CE 3622000.RE (General)
Exchange Advantage will conduct a 4 – hour CE class to help Prudential agents understand 1031 Basics. Students will learn the 4 simple rules / basics of 1031 Exchange, tax strategies and much more. Help boost business, build relationships,
Avoid liability gain referral fees and motivate sellers.
Learn how to increase transactions for 2008. Find vertical market to attract investors and increase your gross commissions using 1031 tips! The Platinum Program is available with NO FEE EXCHANGE for top seasoned agents.
Come to class and find out more!
OnlineEd for Continuing Education
Need to renew your license? Prudential Americana Group has partnered with OnlineEd to provide a solution for to help you complete your continuing education and provide you with a printable completion certificate completely over the Internet.
Included with our continuing education:
- Online course material
- Online immediate test scoring
- Online completion certificate delivery
Online Level 5 Skills Training
Prudential Americana’s Level 5 Leadership model is divided into 4 distinct levels with corresponding skills and systems. Sales Executives can enroll in these courses
This course is taught entirely online and includes class assignments, required reading, quizzes and a final exam. Go to this website: http://www.amegtraining.com/ and select online courses to access the site. To obtain a login, contact Forrest Barbee at our corporate office: forrestb@americanagrp.com, 702-796-7777
Level 1 Skills Training This course explores those skills and systems that support the Level 1 sales executive. Level 1 skills are designed to maximize the opportunity for new agents to get in front of potential buyers. However, there is also an introduction to a Basic Listing Presentation as every agent must be prepared to work with sellers as well as buyers.
Level 2 Skills Training This course is focused on listing skills refinement and increasing your listing production. Key topics and systems covered are target marketing, listing presentation and marketing proposal, servicing the listing, effective farming techniques, objection handling techniques, written business plan, follow-up and tracking systems, and a personal website.
Level 3 Skills Training The Level 3 Skills Course is about fine-tuning your sphere of influence and past client referral system. Topics covered include advanced referral techniques, personal promotion and branding, hiring an assistant, and real estate portfolio management.
Level 4 Skills Training Level 4 focus is Team Building. This course provides step-by-step instruction on how to implement the key team real estate and business systems; an overview of the model and philosophy of building a team; how run your business like a business and create a successful exit strategy.
AMERICANA SCHOOL OF REAL ESTATE
CANCELLATION POLICY / REFUND POLICY
With 48 hours notice, with either verbal or written communication, a student is entitled to a full refund of any monies paid as tuitions for admittance to the course.
CHARGE FOR MISPLACED AND/OR LOST CERTIFICATES
Please be advised if you request duplicate certificates for either continuing education or post licensing there will be a charge. Fee will need to be collected / paid at time of pick up at the corporate office located at 3240 E. Tropicana Avenue Las Vegas, NV 89121.
$20.00 per CE certificate and $30.00 for Post Licensing
DISCLAIMER
Nothing contained in these course materials is to be considered as the rendering of legal advice for specific cases, and readers are responsible for obtaining such advice from their own legal counsel.. These materials are intended for education and information purposes only. References to bills and statues addressed in the course deal with limited sections of statues and many of these statues have not yet been updated as of the date of publishing of these course materials. Always check that you are using the current statue and always review the entire chapter on which you are relying.
You may check for updated statues at http://leg/state/nv/us/law1.cfm
Any information supplied to Americana School of Real Estate will be used only for the purpose of providing services requested by the user. No information gathered by Americana School of Real Estate including, name, email address, or other information is provided to anyone outside Americana School of Real Estate.
Americana School of Real Estate did not use any copyrighted source material in the composition of the courses being submitted for approval.
New & Transitioning Sales Executives
In addition to the various training programs offered at the company, the following orientations and special training classes are highly recommended for all new and seasoned sales executives joining the company.
Check the monthly calendar for specific dates & times at http://www.amegtraining.com
Company Orientation
This class provides an overview of Prudential Americana Group, REALTORS – company tools and resources, the Intranet, and programs and divisions of the company. Participants will receive valuable information about training, marketing and advertising, brokerage, accounting, agent services, mail services, awards and recognition program, charitable foundation, and home benefits. Also included is information and an overview of our high rise, relocation, strategic growth, and risk management (legal) divisions.
Branch Orientation
The branch orientation is a must for all new and transitioning sales executives to learn about the operations and administrative support available at the branch office. Participants will receive a comprehensive Branch Orientation Handbook and a detailed briefing on everything from how to use the telephone system and copy machines to commission check and transaction file processing procedures. A familiarization tour of the office with emphasis on all of the administrative support is also included.
Tools, Technology & Transaction Point Training Monthly
This workshop is an introduction to the Americana Family and all the resources Prudential has to offer. Plus, you will learn the basics of our new paperless system
“Transaction Point” we will cover profiles, passwords, and how to create a transaction
This is only a basic class on Transaction Point. This class will also consist of basic
Instruction to the Americana Intranet, Americana Email, Instant Info, Buyer Acquire,
EREBS, Online Seller Advantage (OSA), Ameriforms and the PREA center.
Negotiating, Presentation & People Skills Quarterly
Instructor: Mark Stark
Participants will learn the specific mindset of how to effectively present a listing proposal. By the end of this class, you will have a step-by-step approach to preparing and delivering your presentation while utilizing company marketing and visual aids to solidify future inventory. You will also learn the nuances of proper negotiating and objection handling.
Level 1
Focus is “Open for Business”
The Level 1 mindset is Open for Business. This mindset is the foundation for every retail business in the world. By mastering these introductory skills of open houses, inventory knowledge, basic referral building techniques, contracts, and negotiating skills, our sales executives create a solid foundation for future success.
Open for Business/Open Houses Monthly
This class is the primary focus of the Level 1 sales executive and the key to your initial and continued success. When you effectively implement the techniques taught in this class, you will enjoy instant results. Topics include: “Open for Business” mindset; open house preparation; methods to build rapport, gain trust and obtain visitor’s name, phone and email; understanding how to use the exchange of value approach to converting clients; and an overview of the four personality types to understand how you can meet your clients needs and maximize your results.
Creating & Managing Your SOI/ Jan, Mar, May, Jul, Sep, Nov
Building a Referral–Based Business
You will learn a proven task organization and management system; how to develop and sort your personal sphere of influence through specific mailings and follow-up calls; dialogue and scripts to use with your SOI to obtain more referrals. This class also teaches you the basics of the Brian Buffini Referrals by Design system – how to train your database to send you referrals.
Listing Presentation, Role Play & Feb, April, June, Aug, Oct
Servicing the Listing
This class contains an overview of the actual steps in a listing presentation and marketing proposal from arriving at the home, the walk through, presenting the proposal and closing for the listing contract. Also covered – how to service the listing, review of negotiated advertising schedule, submit advertising and communicate with the seller from date of listing to a successful sale. Prerequisite: You must bring your listing presentation book to attend this class.
Homefinding Guide for Buyers Monthly
Participants will learn how to customize the Prudential Homefinding Guide to
educate and precondition buyers to the home finding process; build a strong professional relationship that results in greater buyer loyalty; explain the services you and Prudential Real Estate can provide; differentiate yourself from the competition. This class will show you how to order and customize the various pages in the Home finding Guide.
Negotiating, Presentation & People Skills Quarterly
Instructor: Mark Stark
Participants will learn the specific mindset of how to effectively present a listing proposal. By the end of this class, you will have a step-by-step approach to preparing and delivering your presentation while utilizing company marketing and visual aids to solidify future inventory. You will also learn the nuances of proper negotiating and objection handling.
Additional Level 1 Office Training Classes
The following classes are scheduled and conducted at the office level throughout the year. Pick up the current month’s schedule to get the specific classes, dates, times and locations.
Net Sheets
You will learn the proper use of this important financial tool. The net sheet is used for both buyers and sellers to help estimate their individual costs and gains in the transaction. The net sheet also educates the client about the varying closing costs in relation to the type of loan and shows the client exactly where their money is going. When properly completed, the net sheet is one of the most valuable tools in assisting the client in their decision making process.
MLXchange
This internet-based software program is your access to the GLVAR multiple listing service and more. You will learn how to search for and evaluate different types of properties; generate informational reports such as CMA’s; manage your contacts; and create advertising pieces such as flyers and letters.
Salestraq
This software program contains all the present and proposed new home communities. You will learn how to search for a client’s needs, send the results via e-mail, and research floor plan archives. Updated regional sales statistics are also on this program to help you educate the new home buyer and to use with sellers.
AmeriForms/Zip Forms
You will learn how to utilize the most advanced computer program for on-line forms. ZipForms uses updated capabilities to auto populate information and e-mail the form, thus saving precious time in both crucial negotiating situations, and long distance transactions.
Floor Training
Floor Opportunity is available to all sales executives who have met all the requirements and qualifications for floor time including this class. This class will cover the rules and guidelines for signing up and conducting floor; how to effectively handle a floor call; and the difference between a floor and ad call.
Generate Leads Using the Buyer Acquire/Instant Info System
Learn how to use this exclusive rapid response system as a marketing and listing tool as well as a lead generation system. You will learn how to get up and running with the system and how to customize your personal settings. The system has additional features such as caller ID, text messaging and call forwarding to you can receive live, direct calls from the prospect calling the system.
HUD/VA
You will learn how to research, evaluate, and make offers on homes, which have been taken back by HUD or the Veteran’s Administration. Since these homes are not always marketed on the mainstream venues, you will better serve your clients by expanding their options. HUD/VA homes are exclusively sold utilizing an online bidding system and require unique contracts and disclosures.
Foreclosures / REO / Short Sales
You will learn the different rules and regulations regarding foreclosed properties in Nevada. The course includes understanding timelines, vocabulary and basic computation of the reinstatement period. This training also enhances your expertise in working with investor clients.
1031 Exchanges
Performing a 1031 tax deferred exchange allows you to defer Capital Gains taxes on real estate bought and sold for investment purposes. Learn how the process works and get the information you need to do a successful 1031 exchange. You will learn how to identify appropriate properties, arrange for an intermediary, and assist the client with the timelines and requirements of this type of transaction.
Level 2
Focus is “Listings”
The Level 2 focus is the mastery of listings…..attracting, securing, marketing, negotiating and successfully closing escrows. Our Level 2 Sales Executives understand the need for strategic target markets and farming to generate listing appointments. Level 2’s deliver powerful listing proposals that incorporate customized, target marketing for proven results. They follow a written business plan and incorporate solid systems that ensure additional success.
Effective Farming Techniques Jan, Mar, May, Jul, Sep, Nov
This is not your ordinary farming class! Your focus as a Level 2 agent is mastery of listings and this class teaches the essential tool to creating more of those listing appointments. You will learn a proven, unique, new technique for effectively “farming” geographical neighborhoods. Topics include: how to select a farm; specific mailing content, packaging, delivery and cost of mailers; analyzing your results as well as techniques to leverage your success from farming.
Home Selling & Marketing Proposal Jan, Mar, May, Jul, Sep, Nov
This course teaches the process of installing the Homeselling Proposal (HSP) onto your personal computer, customizing the HSP to reflect your specific marketing plan for the subject property, personalizing the HSP to reflect the goals you want to achieve for each client and to highlight your past accomplishments.
Target Markets, FSBO, & Expireds Feb, May, Aug, Nov
This class will teach the techniques, programs and follow-up systems for effectively working with For Sale By Owners, Expired listings and additional target markets beyond your sphere of influence. The focus will be on methods to obtain more listing appointments from these target markets.
Business Plan Jan, April, July, Oct
This course utilizes two custom designed Excel-based programs created to support the success of Level 2 through 4 Sales Executives. Training will cover the specifics of the business plan development; including Income/Production Goals, Expense Projection, Target Markets and associated Goals/Costs, Monthly Task Development, and the business plan goals summary. The income and production goals are then transferred to the Prudential Dashboard Tracking system, which tracks and graphs actual achieved goals related to the previous years' production and current years' projections.
Internet Marketing & Personal Websites Feb, May, Aug, Nov
This course will enable you to create an economical and viable web presence that is designed to augment and support your business. You will be exposed to web sites offered by MLXChange Professional, Realtor.com, as well as other commercially maintained offerings; e.g., Advanced Access. You will be introduced to Internet Data Exchange (IDX) as it relates to the ability to provide MLS search capability to your websites. State, GLVAR, and Prudential Americana Group policies and compliance requirements for website marketing will be covered in this course.
Lead Generation and Follow-up Systems Jan, April, July, October
Are you effectively using Buyer Acquire, Yahoo and other lead generation systems to build your business? Discover what is available to you for free and for a fee. Learn the basics of follow-up techniques and systems from a simple card file system to Microsoft Outlook and Top Producer. You will learn techniques to follow-up with prospects; communicate with your clients and to track your transactions.
Negotiating, Presentation & People Skills Quarterly
Instructor: Mark Stark
Participants will learn the specific mindset of how to effectively present a listing proposal. By the end of this class, you will have a step-by-step approach to preparing and delivering your presentation while utilizing company marketing and visual aids to solidify future inventory. You will also learn the nuances of proper negotiating and objection handling.
Level 3
Focus is “Referral Business”
The Level 3 focus is referral business. Level 3 Sales Executives build on their successes from Levels 1 and 2 to master the art of building and maintaining their business by referral. Our Level 3 Sales Executives master the techniques of creating referral business intentionally by training their past clients and personal database to send them referrals. Level 3’s are experts at real estate investments and managing real estate portfolios. They also learn to leverage their success through effective personal promotion and branding. Prudential Americana assists Level 3 Sales Executives in hiring, training and effectively utilizing an administrative assistant – a critical step in the art of team building.
Personal Promotion/Branding Feb, May, Aug, Nov
Learn to drive clients to you with specific person to person promotion. Develop an exclusive “brand” for your business. Implement these tactics into your business for increased repeat and referral business.
Advanced Referral Techniques Mar, Jun, Sep, Dec
This workshop will show you how to take your referral business to the next level through proven techniques and systems. Topics include developing and generating more business to business referrals; client appreciation program ideas; networking; creating a referral directory and training your personal database to send you more referrals.
Hiring an Assistant/Employment do’s and don’ts April, October
This course include topics that all business owners need to know to reduce their liability and understand how to effectively hire, train and manage employees
Topics include: Interviewing techniques and what can and can't be asked;
payroll laws and pitfalls - salary vs. hourly; harassment and diversity issues; workplace safety; driver safety; worker's compensation insurance; benefits the company offers without cost to the agent; employment law; participant handbook.
Negotiating, Presentation & People Skills Quarterly
Instructor: Mark Stark
Participants will learn the specific mindset of how to effectively present a listing proposal. By the end of this class, you will have a step-by-step approach to preparing and delivering your presentation while utilizing company marketing and visual aids to solidify future inventory. You will also learn the nuances of proper negotiating and objection handling.
Level 4
Focus is “Team Building”
The Level 4 focus is the art of team building. The Level 4 Sales Executive understands that team building is a detailed process that requires commitment, passion, and the vision to create a great, enduring small business. As a small business owner, the Level 4 Sales Executive focuses on building an asset out of their business and begins to plan their exit strategy. Branch Managers provide the required coaching, leadership, systems and knowledge to take the small business owner from good to great! Training is provided in one-on-one, recurring, individual consultation/coaching sessions.
Tools, Technology and Transaction Point “The Basics” Monthly
This is only a basic class on Transaction Point plus an introduction to Americana family and the resources Prudential has to offer.
All agents and assistants encouraged to attend
This workshop is an introduction to the Americana family and all the resources Prudential has to offer. This class will consist of a beginner/basic hands on teaching of the intranet, Americana Email, Instant Info, Buyer Acquire, Online Seller Advantage (OSA) Ameriforms and PREA center. Participants will learn how to effectively use these tools, resources and services. This workshop is a must for those who want to take their career to the next level. Plus, you will learn our new paperless system "Transaction Point" which will cover profiles, passwords and how to create a transaction.
Team Building Basics Feb, May, Aug, Nov
Get an overview of the systems recommended to effectively build a team. Highlights include: Team Vision, Mission and Core Values; customizing the Team Associate 90 Day Success Plan; Team Listing, Farming and SOI/Past Client Systems; Team Goals, Business Plan and Dashboard; hiring and retaining team associates; tracking leads and escrows. The class also covers all company policies and contracts regarding building a team as well as risk management and liability.
Level 5 Leader Certification Program
The purpose of this unique leadership development and certification program is to train and develop future leaders at both the branch management and individual team leader levels. The program is required for all individuals seeking management positions in the Prudential Americana network. The program is open to anyone who is interested in developing their leadership and management skills or who plans or is currently building a team (Team Leaders/Team Managers).
This certification program consists of:
- Level 5 Leadership Management Online Training Course
- Level 1-4 Skills Series
- Recruiting & Hiring
- Effective Real Estate Coaching
- Leadership vs. Management
- Balancing Your Personal & Business Life
- Branch Administration and Operations Training
Additional Requirements for Sales Management Team:
- Sales managers with a goal of becoming a branch manager must obtain their broker-salesperson license.
- Management Orientation Training is scheduled and conducted by our Corporate Office when a sales manager is assigned to an office.
- Attend the following CE course offered through Americana: Core Broker Management Skills in the REAL World (Feb, May, Aug, Nov)
Required Reading/Listening:
“Good to Great” by Jim Collins
“The 8th Habit” by Stephen Covey
“The e-Myth Revisited” by Michael Gerber
“Execution – The Discipline of Getting Things Done” by Larry Bossidy
Level 5 Leadership / Management Online
Training Course
All members of the branch management team and qualified team managers and leaders can access this Online Training Course by completing a login request form and submitting it to Forrest Barbee, forrestb@americanagrp.com, 702-796-7777.
Go to this website: http://www.amegtraining.com/ and select online courses to access the site. This course is taught entirely online and includes class assignments, required reading, quizzes and a final exam.
- To learn and embrace the company core values
- To develop a working knowledge of how to apply the Level 5 Leadership principles as a newly hired manager
- To acquire the knowledge and specific skill sets to be able to effectively recruit, train, coach and develop new agents/team associates to the company/team.
- Required reading: “Good to Great” by Jim Collins
- Level 2 Leader Managers will generally be developing and coaching newer sales executives that have had some measure of success, but are looking to take their business to a higher level.
- To develop and master Level 2 skill sets that will enable the Level2 Manager to coach the Level 2 Sales Executive to continue to expand their business by building systems that target specific markets and generate listings.
- Required reading: “The 8th Habit” by Stephen Covey
- To develop and master the that Level 3 skill sets that will enable the Level 3 seasoned Sales Executive to continue to expand their business by building systems that tap into their referral potential.
- To understand how to coach the Level 3 sales executive to implement the systems and increase their profitability
- Required reading: “The e-Myth Revisited” by Michael Gerber
- Level 4 Managers will generally be developing and coaching seasoned sales executives that are successful while coaching them to build more refined systems that allow them to run their business as a business, build a productive team and create an exit strategy.
- Mastery at this level is all about execution of the business and its various systems.
- Required reading: “Execution – The Discipline of Getting Things Done” by Larry Bossidy
- To learn and effectively implement the phases of the recruiting process: Opening-Rapport Building; Presentation of the Americana Opportunity; Trial Closing; Answering Objections; Closing
- To master presentation of the Company’s 3 Key Value Propositions
- To understand the Agent Transition Plan and learn the administrative requirements to hire, transfer and terminate a sales executive
- To learn how to develop a culture of agent referrals in your office
- For Team Leaders: How to develop a custom affiliate proposal and your unique value proposition
Effective Real Estate Coaching
Course Objectives:
- To learn the basics of being an effective real estate business coach
- To develop and refine communication and listening skills
- To understand the benefits of coaching and the 3 keys to effective coaching
- To familiarize the manager with the resources and tools available to track progress, results and to hold the coachee accountable
Leadership vs. Management
Course Objectives:
- To discuss differences between leader and manager roles
- To define leadership; leadership styles and key attributes of a leader
- To review leadership lessons from key historical individuals
Balancing Your Personal and Business Life
Course Objectives:
- To learn how to balance your wheel of life; reduce stress; be a winner
- To use the keys to an achievable outcome to set and achieve your goals
- To develop character and personality ethic - and master positive mental attitude, people skills, and a win-win mindset.
- To integrate the four basic principles of excellence; and 7 Habits of Highly Effective People
