Into GREAT! Success Training for New Agents
Metropolitan School of Real Estate
490 Broadway, Somerville, MA 02145
Class Dates: September 19 & 23 and October 3 & 7
You’ve completed your licensure process. By now you’ve realized that being licensed doesn’t mean knowing how to sell real estate. In fact, industry average says that:
70% of the agents starting in the business today will be out of the business in a year
But that’s not true of our students. In fact, if you take this course, you MORE THAN DOUBLE YOUR CHANCES OF SUCCESS! In fact, those taking our course are 900% more successful than industry average over 5 years.
In this 4-day intensive training course, we teach you the basics of everything you need to know to sell real estate. Here’s a sampling of the topics the course covers:
- How to find people to buy and sell houses with you
- How to give a stellar listing presentation
- How to get the buyer to sign on with you every time
- How to handle any objection
- Negotiation techniques used by the pros
- A Complete understanding the process from contract to closing
- Understanding your role and responsibilities
- Tips and Tools for running your real estate business profitably
- How to make more money than most other agents
- Goal setting & Time management
- How to do a competitive market analysis – to give sellers a price for their home
- Techniques for dealing with stressed-out buyers and sellers
- How to leverage your current knowledge and network to your best advantage
- Rules for taxes, budgeting, and financial planning for your business
In short, this course will give you what you need most to succeed in this business. It will give you the CONFIDENCE to go out and tell buyers and sellers that you are the right person for the job!
Here’s What Our Students Have To Say:
NAMED ROOKIE OF THE YEAR FOR GMAC NATIONAL AFTER TAKING OUR CLASS – “This class was extremely helpful. I am leaving this class with confidence that I will do a great job. I feel that this class has given me the edge that other agents do not have.” – Diana Digirolamo
NAMED ROOKIE OF THE YEAR OUT OF 9 OFFICES AFTER TAKING OUR CLASS – “(What I liked most was) the enthusiasm Kelle brought to every part she taught – Great, Applicable, Motivating information.” – Julie Tonkonogy
“After completing (the) training, I was not only able to understand the real estate business, but I was also the highest producing new agent in the office after just six months! I don’t know where I would have been without (it). – Isaac Arbouet
“The training and accountability program that you have initiated are outstanding. Thank you also for your guidance and leadership. I have greatly enjoyed working with you.” – Randy Stabile
“(This program) makes what could be really boring material fun and exciting.” – Maria Albano
“I previously worked for another real estate (company) 15 years ago. I left because of the negativity about the real estate profession…. (Into GREAT) helped me tremendously in being pro-active and motivated.” – Dee Kresco
“provides the perfect formula of knowledge, motivation, and entertainment for a better understanding of a potentially overwhelming new career in real estate.” – Deborah Neumann
“Gave me the tools and the Desire to go out and kick some serious Butt.” – Laura Poulin
“Thank you so much for the Into GREAT – Success Training Program! The training I have received from your program was way more than I ever imagined I would receive. After going through this training I feel more prepared to meet people where they are while they may be going through major life-changing transitions.
This training was exactly what I have been searching for a long time.
This training was an awesome experience for me. I have never experienced any other training like it! I found it to be informative, educational and in the most unusual way spiritual. This training helped me to see that Real Estate is not just about getting paid but it is also a service where people are helping people.
This is a great class for those who are new to Real Estate because it gives them a fresh, new and real perspective about this business.” – LaTanya Hayward
“I thought the course was very informative. It gave lots of tools and examples that will help me with my career. I thought it did a great job of covering every area of Real Estate. Definitely worth the time and money.” – Marla Medlock
“I highly recommend this class to All Agents whether you are a rookie or a seasoned professional in the business for years. This is the self-improvement, motivational course for real estate agents. I have seen none other like this course and Kelle Sparta speaks with honesty and tells it through her many years of experience.” – Barbara Bourdon
Here’s Everything You’ll Learn!
Want to make sure you reach your goals? This weekly tracker has everything you need to track how you are doing in getting to your goals.
First Impressions Matter
Buyers and sellers make up their mind about you in the first few seconds when you meet. Learn how to improve the odds that the first impression you make will be a positive one.
Stay safe on the job. Learn self defense techniques and ways to spot and avoid problems.
Relationships in the Industry
Learn how to improve your sales by improving your relationships with other agents in the industry.
Working Your Sphere of Influence
How do you get your friends and family to refer business to you? Find out in this class.
In this class agents learn how to set good boundaries so that they can have a successful business AND a life at the same time. To avoid agent burnout we teach you client management skills.
Writing an offer is a complicated process. There are many aspects to take into account to make sure your clients get what they want and have a defensible contract if they end up in court.
General Financing Information
Learn the underlying reasons for why the banking industry works the way it does. A basic understanding of bank financing.
Choosing a Mortgage Officer
How do you choose a good mortgage officer? How do you make sure you don’t get left out in the cold with your deals? What should you expect from your mortgage officer? All this and more is in this class.
Other Loan Products
Learn the details of different types of specialty loan products: what you can expect when applying for them and how they differ from standard loan products.
Lead Paint Disclosure
How to properly fill out a lead paint disclosure. Doing it wrong could cost you and your client thousands of dollars.
How to send a referral to another agent and what to expect when you do.
Prospecting for Buyers
How do you find buyers? How do you get them to sign on with you? How do you convince them to come into the office?
Converting Buyer Calls
This is a truly unique approach to converting buyer calls. Learn how to pull yourself and the buyer out of the script and change your role from adversary to advocate in no time flat.
Buyer Agency Contract
Learn the elements of a buyer agency contract and how you should write them to best handle your needs and the needs of the client.
Building Your Buyer Presentation Book
Every good sales presentation has a proper order of events that elicits the best response from the prospect. Learn how to create your own winning buyer presentation.
The Buyer Agency Presentation
Learn how to give a stellar buyer agency presentation. This presentation uses the Sparta Success Systems Buyer Presentation Book as an example for how to give this presentation.
Efficient Scheduling of Appointments
One of the biggest challenges for a buyer’s agent is time management. Learn how to figure out how much time to schedule for each appointment and how to make the most of your showing day.
What to Bring With You to a Showing
What you need to have with you for a showing. Put all these items in a box and you’ll never be without something you need.
How to handle a showing most effectively. What to say and, more importantly, what NOT to say.
Ethics and Showings
How do you handle it when a prospect approaches you during a showing you’re having with a buyer client? This class explores the ethics of showings.
Learn the clues that tell you when a buyer is ready to buy.
Writing a Marketing Plan for a Home
In this class you’re given many options for ways to market a home. Go through the list and work with the class to develop your personal marketing plan for your sellers’ homes.
Creating Your Listing Presentation Book
Every good presentation has certain elements in a specific order that help you close the sale. Learn what those elements are and the order in which to present them.
Before the Listing Appointment
Learn all the questions you should ask BEFORE you go on the listing appointment.
One-Stop vs. Two-stop Listing Appointment
When you should do a one-stop vs. a two-stop listing appointment. What the elements are of each situation and how to make the best of each.
Creating the Competitive Market Analysis (CMA)
Learn the art of creating a good CMA. From what types of properties can be compared to accounting for differences between properties.
At the Listing Appointment
How you should handle the listing appointment: from how to greet the sellers to where to sit during the presentation.
The Listing Presentation
Learn how to give a stellar listing presentation. This presentation uses the Sparta Success Systems listing presentation book as an example for how to give this presentation.
Presenting the CMA
How you present the CMA is almost more important than what is in it. The ways in which you approach the seller about this very sensitive subject can be the difference between getting the listing and going home empty-handed. Learn how to get the listing every time.
Learn how to turn “yeah, but” into “where do I sign?” Techniques and answers for every type of objection.
Prospecting for Listings
Learn how to list Expireds and FSBO’s using techniques such as postcards, free reports, door-knocking, calls, etc.
Systems and Procedures
Why it is important to have systems and procedures in place in your business and how to put them in place – even when you’re already overwhelmed.
The Business End of Real Estate
How to set up your real estate business. Bank accounts, taxes, etc.
Budgeting and Tax Planning
Learn how to keep more of what you earn, and how to ALWAYS have the money when your taxes are due.
The Process of Change
Your clients are going through major life transitions when they move. These transitions are very stressful. You can be their hero if you can learn to understand and manage the stresses associated with those changes. This program teaches you the stages of change and gives you tools to help your clients through these stages. A must for any agent looking to build a consultative business.
Learn how to set goals that actually work and program your subconscious mind for success.
Learn how to be more efficient and make the most out of each day.