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The Top Dogs Commercial Real Estate Training Program: small logo
"How To Run With The Big Dogs In Commercial Real Estate"

What Agents Need to Know:

This is a complete and total solution for understanding how to build a successful commercial real estate career.

Real Estate Knowledge That Includes:
  The Basic Types of Leases
  Square Footage Calculations
  Information on the Measurement of Building Space
  Rent Calculations
  Pass Through Expenses
  Escalation Clauses and more
Tenant Representation Knowledge Including:
  Eight Steps to Effective Tenant Representation
   How to Conduct a Comprehensive Needs Analysis
  How to Ask for an Exclusive Agreement
  Understanding Leasing Time Lines
  How to Preview Potential Locations
  How to Conduct Site Inspections with Your Client
  How to Write Winning Letters of Intent
   Subleasing: Risks and Drawbacks
  How to Prepare for a Space Plan Review Meeting
  Economic Analysis of a Lease
Property Listings:
  How and Why to Go After Listings
  Steps for Getting a Lot of Great Listings
  Where to Look for Listings
  Scripts for Setting Listing Appointments
  What Information to Send About Yourself Before a Listing Appointment
  Tips for Your First Meeting With a Property Owner/Manager
  How To Do a Great Listing Presentation
  Basic Elements of a Listing Proposal
  How to Put Together a Listing Proposal
  Marketing the Property
Property Sales:
  Typical Reasons for Buying or Selling Commercial Real Estate
  Different Types of Buyers
  Listing Property for Sale
  How to Calculate and Use Cap Rates
  How to Calculate and Use Cash on Cash Returns
  How to Explain Correct Pricing to a Seller
  Valuing Vacant Property
Marketing / Lead Generation Skills:
  Establishing an Ideal Clientele, a Niche, Identity, or Area of Expertise
  Steps for Setting Up an Area of Responsibility
  Owner Prospecting Call Scripts
  Tenant Prospecting Call Scripts
  How to Pre-frame an Appointment and Build an Identity
  How to Establish Marketing Channels, or Pillars
  How to Find the "Back Door"
  How to Set Up a Leads Group
  The Power of Flow Charting
  How to Predict the Success of a Marketing Plan
  The Power of Testing
  How to Manage Your System
  How to Write a Business Plan
  How to Set Up and Use a Personal Web Site
  How to Make Sure People Return to Your Site
  How to Create a 30-Second Personal Commercial
  Tips for Effective Networking
  How to Use Direct Mail
  Image-Building Mail
  Direct Response Mail
  Ideas of What to Offer
  Tips for Getting Good Results from Direct Response Mail
  The Elements of a Great Sales Letter
  How to Get Testimonial Letters
Sales Skills:
  Sales Psychology
  Steps to Lead Conversion
  How to Build Rapport
  Steps to Effective Compliments
  Matching, or Mirroring
  Steps to Creating an Attention-Grabbing Statement
  Probing & Qualifying ? Information Gathering Questions
  Emotion Inducing Questions
  The Principle of Contrast
  The Principle of Commitment & Consistency
  Ways to Pre-frame Objections
  How to Deliver a Dynamic Sales Presentation
  The Key Elements of a Great Sales Presentation
  Test Closing
  The Steps to Handling Objections
  Negotiating Skills
  How to Close the Sale
  Steps for Transitioning to a Close
  How to Assume the Sale
  Client Follow-Up
Personal Productivity:
  Commitments Necessary for Success
  The Keys to Behavioral Modeling
  State Management
  The Importance of Your Mental and Emotional State
  How to Put a Dollar Value on Your Time
  The Power of Goals
  Using Flow Charts to Help Achieve Goals
  Time Management Basics
  The Necessary Tools for Effective Time Management
  The Planning Ritual
  A Key to Success: Wealth is the Experience of Flow
  The Importance of Congruency
  The Importance of Beliefs and How to Adopt Empowering Beliefs

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