Sales Team Training

Give your team the competitive advantage they need – with unique, customised training delivered by the stand out sales trainer of the next generation.

 

Josh conducts over 200 In-House Training sessions each year, working across Australia and New Zealand. We work for boutique independent firms, national franchise groups and owners of multi-office networks. Typically a training session can vary in size from a team of 5 to a team of 300.

We develop a custom learning and development program, from one session through to 10 sessions over a 12 month period. Each session is delivered live in person by Josh, at either your preferred location or at our training room in Double Bay Sydney. The sessions are customised to the challenges of the day, together with one of our core modules as listed below. Training sessions run from a half day through to full day seminars, with full integration of the clients’ language, systems and tools including their chosen database solution. Additional support materials such as audio cd’s and development of customised learning tools are also included on a case by case basis.

Before we develop the learning and development plan, we first assess the level of agents within a team as follows:

  • Level 1 – up to $250,000 in gross fees, 1 to 3 transactions per month
  • Level 2 – up to $450,000 / $600,000 in gross fees, 4 to 6 transactions per month
  • Level 3 – $600,000 to $1 million in gross fees +, 10 to 12 transactions per month

Please note this is calculated on an average fee of $10,000.

Type of content?
Our learning and development plans are specifically tailored for our clients’ needs. We focus on high value, leveraged learning, keeping it simple, direct and on brand (including support of your agency’s tools including database, listing kits and brand values). Each module has its own manual, which is continually updated for current market conditions.

Foundations:

  • Vision & direction
  • Prospecting
  • Listing presentations
  • Buyer work
  • Vendor work
  • How to grow

Transformations:

  • Handling objections
  • Energy management
  • Benchmarking stock
  • Working pipelines of potential sellers
  • Assessment – Listing presentations
  • Assessment – Individual sales people
  • Assessment – Issues of the day, one-hour directors meeting, then one on ones for the balance of the day.

 

How does it work?
We hold a needs assessment meeting face to face at our office in Double Bay Sydney, or via phone for interstate clients. Once learning outcomes are established we build a training and development plan for your desired time frame, including type and frequency of sessions. Pricing is developed based on travel, accommodation, number of attendees and frequency of the training program.

Where do we train?
We train anywhere in the world or at our training room in Double Bay Sydney.

How long does each session take?
Most clients have short attention spans. Our training is highly interactive using the Format For Learning Model: Engagement – Sharing Knowledge – Practice and Doing.
Sessions are typically 3 hours in length, broken into 2 x 1.5 hour stints.

What are the learning outcomes?
These are developed at the commencement of the program with our extensive pre-session briefing. These can range from individual assessment through to delivery of core brand values and messages throughout the content. Full integration of your existing tools and systems is essential to gain traction for the training program.

What do participants receive?
Each participant receives:

  • A hard copy manual with the content of the day, templates, scripts and dialogues.
  • Access to receive additional soft copy versions of any forms and additional scripts.

What are the options?
Option 1 – Manual, highlighter and pen.
Option 2 – Manual, highlighter, pen and audio CD to reinforce the learning from the session.
Option 3 – All of the above, plus staying on for additional one on one coaching time or small group issues of the day coaching.

How do I get started / find out more information?
We will develop a custom learning and development program with you and provide pricing options dependent upon your needs and our availability. Most clients book us for a 10 session program over a 12 month period, however we are flexible to meet the training requirements of our customers.


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