Capstone Education Series Schedule & Fresh Start

This is a list of the core curriculum of Capstone Realty & Associates training in rotation as taught by the company.

Capstone Education Series Schedule 

Client Relationships

1. Client Protection & Risk Reduction 

• Legal Aspects of Inspections
• Client Protection
• How to Avoid Violating the Code of Ethics
• How to Conduct your Business within the Bounds of Laws & Ethics

2. Listing Presentations 

• Seller Counseling
• Benefit
• Real Marketing Steps
• Close Marketing Steps

3. Negotiating

• Are you a Messenger or a Negotiator?
• Managing Expectations
• Negotiating Low Offers
• Securing Higher Offers

4. Selling with Personality

• Learn Professional Communication - Clear, Concise & Effective Dialog
• Different Personality types & How to adjust your Personality.
• Body Language
• Reading & Interpreting Non-Verbal Cues
• Creating great relationships with Clients.

5. Dealing With Difficult People

• Learn the Benefits of Spotting & Managing Difficult People
• The Trouble Signs 
• Physical Signs
• Situational Signs
• Physical or Visual Cues
• Approaches & Coping Strategies
• Setting Ground Rules. Termination Dialogs.

Productivity

6. Time Investment & Management

• Scheduling A Great Life
• Goals
• 2 Hours - All the Difference
• Assumptions, Ankle-biters & Weapons
• Top Producer Habits

7. Buying vs Renting

• The Advantages of Residential Ownership - The Best Investment in the World
• Home Ownership Advantages -Appreciation, Principal Reduction, Equity, etc
• Rental Advantages - Mobility ,No Maintenance, No Upgrades etc.
• How to Calculate the Financial Difference between Renting & Buying AND MORE!

8. Call Conversion

• Questions that turn Prospects into Clients
• Determine who is ready, Willing & Able -NOW
• Converting Sign and Ad calls
• Overcoming the Fear of Rejection
• Develop the Skills to turn a Cold call Warm

9. Showing & Selling Houses

• Five Steps to a Good Presentation
• How to Fire a Buyer
• Advantages of Buying from You
• How to get Purchasers

Sellers

10. Property Evaluation

• Real Estate Appraisal is an important skill for the real estate professional because:                           
• Property-priced homes sell
• You will have better relationships with your buyers and sellers
• Your professional reputation in the real estate industry will be as a professional who prices property properly
• You will attract more & better buyers from accurately-priced listings
• Knowing how to evaluate rental property can provide an additional client base from which to draw and increase income

Lead Generation

11. The 10 Key’s

• 10 keys for Agents
• Everything you need to know to build a great career
• The 10 keys of Capstone Realty & Associates, principles by which we run the company, teach the business and run our lives
• Key Principles and our Core Beliefs

12. Hot Market Marketing

• The Housing Situation
• Seller’s Market - New Realty
• 3 kinds of Marketing    

- Open House Strategies

- Hot Market Tactics     

- Creating Value for Private Sellers

13. Prospecting & Expired's

• Prospecting - The Game Changer
• Learn the Importance of Prospecting
• The systematic Accumulation of Potential Clients
• Consistent Income
• Self-Confidence
• Listing Attract Buyers
• Better awareness of your service area

14. FSBO's

• For Sale by Owner - The fastest Source of Business Opportunity
• Expectations, the Process & the Facts
• Follow-up and deserve the business
• Things not to do AND MORE!

15. Geographic Farming

• Importance of Listening to The Ultimate Business Model
• Picking a good area
• Tactics & Strategies
• Marketing, Active & Passive Business Development
• Open House for Image Development

Objections

16. Objections - Part 1

• Create breaking points in Presentation
• Objections or Opportunities?
• Making it Work
• Get a Great Foundation
• Fundamentals and Skills
• Observation vs Objection
• Paraphrasing, Clarifying & Disclosure 

17. Objections - Part 2

• Review 5 reasons to buy now
• Roleplay some of these rejection responses
• Objections or Opportunities
• Fundamentals and Skills
• Observation vs Objection
• Paraphrasing, Clarifying & Disclosure

18. Objections - Part 3

• Buyer Objections
• Listing Objections
• Commission Objections
• Fundamentals and Skills
• Paraphrasing, Clarifying & Disclosure

Financing

19. Financing

• What is considered income to qualify for a loan?
• What are a few red flags that indicate that you should have this person see a qualified lender before showing houses?

20. Financing Alternatives

• Come and Learn!
• This class deals with non- conventional financing FHA VA and USDA

21. Tying It All Together

• Goal Setting, refresh on the 10 Keys. Growing your Business.

Fresh Start Classes

Part 1: 

• Everything you need to become effective for your clients in Real Estate
• Help you create the mindset of a business owner
• Integrity Selling - In your product, your industry, your company and in yourself.
• 4 Business Models - with the Social Sphere of Prospecting and Lead Generation.
• Dialogs -The Goal is the Appointment, Buyer & Seller appointment dialogs.
• Specific scripts & dialogs for conversations
• Set up systems to manage your business profitably
• Manage your database to close more deals
• Prospect in a seller's market to find buyers & sellers
• Listing Presentation - Virtual Tours, Brochures & Signage, MLS, Websites, Comparative Market Analysis & flyers.
• Client Services Portfolio Presentation - What is the best way to find properties and financing - Free One Stop Shopping

Part 2:

• How to avoid pitfalls and lawsuits with today's complex transactions
• How to fill out contracts & negotiating offers
• Interacting with the Board of REALTORS
• Communication expectations
• Capstone Realty & Associates Website and Tools Tour
• appFiles & CRM Training - Learning how to use these tools to build your business!