Skill Shop Training - Rich Casto

Session #6: Friday 9/14/2007 9am
Pasta Grille - Hampstead, NC

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Exit Realty is pleased to bring this training to our agents. As Rich Casto describes it "it's The Building of Success from the Inside Out!" Mr. Casto will train one day a month on a full day session for 6 months. This is a concentrated very effective training for those seeking results not excuses. Accountability is at the heart of this program - Sign up today (email key@realexit.com immediately...)

The Program 

Simply put Skill Shop creates results.  Skill Shop’s purpose is to have agents experience growth in three areas.

1.    Skills

2.    Productivity

3.    Personal

Skills: What’s trained:

1.    Business planning:  This is critical to an agent’s developing their sense of intentionality.  Without a blueprint an agent reacts instead of creates.  We work with the agent on their business plan commitments.  We are more concerned with what they are going to do not what they hope to do.

2.    Building their Business:  All aspects of prospecting and marketing are covered. 

a.    Phone skills: closing on the benefits of an appointment

b.   For Sale By Owner Prospecting

c.    Expired Property Prospecting

d.   Farming

e.    Database Farming

f.     Capturing Listing/Buyer Appointments with Technology

g.    Personal Marketing: Creating the Agent as an Attraction

h.    Creating appointments with Open House

i.      The Zen of Real Estate: Referrals

3.    Listing Skills: This is the one time an agent truly verbalizes their broker’s value proposition.  We model and have the agent skill practice a specific presentation that is truthful and educational to the seller.  We video the agent so they can best understand and develop their presentation skills.

a.    Presentation Skills

b.   The Value Proposition

c.    Testing the Market

d.   Pricing the Property

e.    Asking for the Listing

f.     Handling any Concerns

g.    Negotiations

h.    Creating more Listings

4.    Working with Buyers:  This module helps the agent create a plan so they can serve each buyer…not sell. 

a.    Pre Qualifying

b.   The Elimination Process

c.    How to Show Property

d.   Asking for Commitment

e.    Negotiation

f.     Handling Concerns

5.    Understanding their Competition:  This module is designed to give the agent the awareness of other value propositions they are competing against. 

a.    Statistical Evidence in Your Value Proposition

b.   Results Equals Advocates: Attracting Clients

c.    Understanding Customer Service

6.    Understanding the Real Estate Economy Macro and Micro:  If agents are to deliver true value to their clients then they must understand what creates market fluctuations and interest rate behavior.  Our intention is to help create the most knowledgeable, educated and skilled agents in Real Estate.

a.    What Drives the Market?

b.   Economic Indicators

c.    How to Communicate Real Estate Economics to Clients

d.   How to Stay Current and Knowledgeable

Productivity:  Training creates an educated and skilled agent.  Productivity is a choice each agent makes for themselves.  We create a condition for each agent in the program to make that choice.

1.    Teams:  Teams are formed to create the declaration process.  The more people an agent tells their commitments to the more tension that is created for the agent to keep them.

2.    Commitment:  Agents make commitments that are designed out of their own business plan and vision. At each session these are measured.  Are they keeping there commitments?  What is getting in the way?  The commitments are specific, measurable and actionable.  There will be a true increase in the group’s listings and sales.  But unlike other productivity trainings they will acquire the life skills to continue after the training is over.

3.    Accountability:  Our commitment model in the training creates a self- discovery process for the agent.  We notice without judgment. We also train your leadership to continue the coaching and accountability after the training is over.  This is critical to the process.

Personal Growth:  Increased productivity is a direct reflection of a person’s increased capacity.  Our training has the agent examine themselves from the inside out.  Their personal growth will create a better business and personal life experience. We create a condition for self discovery through educating on possibility and intention. Break throughs are not uncommon in our trainings. 

1.    Textbooks Used:

a.    The Four Agreements

b.   7 Habits of Highly Effective People

c.    Blink

d.   Life Strategies

e.    The 8^th Habit  

● Month #1

Introductions

Expectations of the class

Lay out of the next six months

Module #1 Power Listing

a.    Presentation Skills

b.   The Listing Presentation

c.    Pricing the Listing

d.   Negotiation Dialogue

e.   Overcoming Concerns

Listing Presentation Breakdown with Skill Practice

Overcoming Concern Skill Practice

Module #2 Open House

a.    Importance

b.   Selecting the Right Home

c.    Driving attendance

d.   Closing for Appointments

e.   Follow-up

Commitments for the next 30 Days

Review of last months commitments

● Month#2

Skill Practice Listing Presentation

Skill Practice Overcoming Concerns

Module #3 Pattern Interview

a.    Give and Take

b.   Asking the Right Questions

c.    Pre Qualifying

d.   Closing on Benefit before Closing

Skill Practice Pattern Interview

Skill Practice Overcoming Concerns

Module #4 Data-Base Farming

a.    Selecting the Right Farm Area

b.   Introduce Yourself

c.    Reporting Market Activity

d.   Screening for Your Data Base

Commitments for the next 30 Days

Review Last Months Commitments

● Month#3

Skill Practice Pattern Interview

Skill Practice Farming Dialogue

Skill Practice Overcoming Objections

Taping of Listing Presentation

Module #5 Business Planning

a.    Vision Statement

b.   ROI

c.    Prospecting Deliverables

d.   The Plan

Skill Practice Pattern Interview

Skill Practice Farming Dialogue

Taping of Listing Presentation

Module#6 10-10-20

a.    The effect

b.   Getting Started

c.    Six contacts equals 85%

Go Over Business Plans

Commitments for the next 30 Days

Review last 30 Days

● Month#4

Skill Practice Pattern Interview

Skill Practice Overcoming Objections

Finish Taping of Listing Presentations

Module#7 Building Referrals

a.    Your Job to Train

b.   Contact Management

c.    The “Quick Six” system

Skill Practice Pattern Interview

Skill Practice Listing Presentation

Module#8 Technology and Your Business Part #1

a.    History of Real Estate Technology

b.   A Review of Good Agent Sites/Not So Good

c.    Attributes of a Site that Works

d.   Search Placement

e.   Drip system

Commitments for the Next 30 Days

Review Last 30 Days

● Month#5

Skill Practice Pattern Interview

Skill Practice Listing Presentation

Module #9 Technology and Your Business Part 2

a.    Prospecting with Electronic Newsletters

b.   Garnering Home Owner E-mail Addresses

c.    Newsletter Content

d.   Electronic Open House Invites

e.   Electronic Property Announcements

Finish Review of Listing Presentations

Module#10 Inside/Out Training

a.    Personal Accountability

b.   Drama Triangle

c.    Yours’ and your clients Personalities

d.   Principle Based Real Estate

Commitment for the Next 30 Days

Review Last 30 Days

● Month#6

Skill Practice Overcoming Objection

Skill Practice Listing Presentation (full speed all)

Module#11 7 Habits

a.    Four Hour Module on the 7 Habits of Highly Effective People

b.   Life Principles

Commitments for the Next 30 Days

Review Last 30 Days

Review Last 30 Days

Commitments for the next 12 months

Review

Feedback

Graduation

Understand that both programs can be customized for the broker. 

Results of the Program

Unlike other accountability agent programs Skill Shop is designed to have long lasting effects.  Skill Shop is not a short term agent training solution.  It is meant to endure.

Prudential California Realty:  Production Increase of 13,000,000 million in GCI in an 18^th month period.

-Contact:  Ed Krafchow, President, Prudential California/Texas/Nevada Realty (Program was for 300 agent region of a 4500 agent company)

Coldwell Banker West Shell Realty:  Production Increase of  4 million GCI over a twelve month period.

-Contact Robert Stanley, President, Coldwell Banker West Shell Realty

(Program was for 65 agents of an 800 agent company)

Rich Casto BIO

- Ten year United States Army Officer/Air Borne/Air Assault/Jungle Expert

- Former owner/broker Prudential Franchise (Texas)

      Former #1 agent, closed units, Listings, GCI (Prudential) every year. (Texas)

      Former #1 closed units (Entire state of Texas) for Prudential 

- Corporate Trainer and Branch Manager for Coldwell Banker (Cincinnati)

- General Manager Century21 (Las Vegas)

1. Grew company from 150 agents to 350 agents in two years
2. Grew company from 2 to 5 offices
3. Grew personal branch from brand new into the top ten in closed units among 6500 Century21 offices in its first year opened. (Century21 MoneyWorld, Stephanie branch)

- General Manager and Branch Manager Prudential California Realty.

1. Grew Roseville branch to #1 in closed units among 130 Prudential California Realty offices in its first year opened.  Made branch profitable in its 4^th month opened. ($320,000 net profit in it’s first fiscal year)
2. Recruited 120 agents in twelve months.  75% were experienced.
3. Branch net profit was $745,000 in its second fiscal year.
4. Took Sacramento Region from start-up to 350 agents in two years. (Ranked third in the market after two years) (14 Million GCI second year opened)
5. All five branch managers in the top ten in agent recruits each year to include #1 and #2.

      Responsible for recruiting over 5,000 agents.

      Spent 7 years averaging 10 recruiting appointments per week

      Personally Recruited 5 experienced agents with over 1 million in GCI

      Focused recruiting on 100,000 and above GCI/Strong focus on $300,000 and above.

      Have trained over 15,000 agents (specifically in prospecting and listing)

These quotes were taken from third party evaluations.  All original quotes and evaluations delivered by request.

 “ Rich was dynamic and excellent!”

-Julia Kazantsen, Walnut Creek, CA

“Very motivational speaker!”

-Paul Lee, San Francisco, CA

“Best Speaker I have ever seen and I have 10 years in the business”

-Kim Roulias, Dallas, TX

“Best Presenter out of 24 trainers I have seen”

-David Sutton, Walnut Creek, CA

“Terrific Informative presentation…best of all”

-Analinda Reyes, Sunnyvale, CA

“Phenomenal”

-Gary Pope, Discovery Bay, CA

“Wow!”

-Linda Martinez, Healdsburg, CA

“Outstanding Speaker…better than the others”

-Barbara Simpson, Tracy, CA

“Casto is a master salesperson. I loved his presence and his thinking”

-Nathan D. Olivas, Lafayette, CA

“Useful information and a lot of fun!”

Feryal Abdulkader ,Burlingame, CA

“The Best”

-Laurie Fuller, Orinda, CA

“Just Great!”

-Patricia Turner, Richmond, CA

“Rich was wonderful”

-Pete Dickson, Grand Lake, CA

“He had my attention. Very motivating”

-Teresa Fiorentino, Fremont

“Outstanding! 5 stars!”

-Julie Fox, Mission Bay, CA

“Sensational Speaker!”

-Michele Olivas, Lafayette, CA

“Most Valuable”

-Gregg Zepp, Tracey, CA

 “I was completely blown away.  Rich was the most inspiring.  Rich’s ability to effectively capture the class was both motivational and completely informative.  He didn’t push so much information that we could not grasp, but made it clear, imaginative and for me made me feel I can achieve my goals.”

-Marian Forman (licensed since 1975) El Cerrito, CA

“The Listing Presentation (training) by Rich Casto was awesome!”

-Sanya Burns, San Leandro, CA

“Rich’s presentation cut across the lines of all careers and life. The emphasis of ‘learning the business’ and ‘serving the client’ struck a cord with me because I doubt it is a consideration of most people. Rich’s presentation confirmed the belief that I will do well in the business”

-Aaron O’Brien, San Leandro, CA

Rich Casto started as a top producing agent owning his own company. He then went on to help lead some of the most successful real estate companies in the country and now has his own consulting firm. Rich’s trainings inspired over 15,000 agents and brokers! He is known as one of the nation’s top recruiters. Recently Rich added Reece & Nichols as a client. Not only did he double their recruitment, he increased GCI by $100 million.

The Pasta Grill is located at Olde Point Club House at 513 Country Club Drive in Hampstead.

Make sure you attend this important Training; you will be glad you did!