Course curriculum

  • 1

    Get Started Here!

    • Schedule a Coaching Call

    • ISA Training Manual

    • Script Book

    • ISA eBook

    • Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group

  • 2

    Module 1: Online Lead Sources

    • Printable Workbook: Sourcing Online Leads and Setting Expectations

    • Online Lead Sources

    • 2-Week Assault Plan

    • Module 1 Quiz

  • 3

    Module 2: Making Initial Contact with Online Leads

    • Printable Workbook: Making Initial Contact with Online Leads

    • Making Initial Contact with Online Leads

    • Online Lead Script Book

  • 4

    Module 3: Online Lead Follow-Up Plans

    • Printable Workbook: Online Lead Follow-Up Plans

    • Online Lead Follow-Up Plans

    • Lead Nurturing Follow-up Campaigns

  • 5

    Module 4: Online Lead Nurturing Scripts

    • Printable Workbook: Online Lead Nurturing Scripts

    • Online Lead Nurturing Scripts

  • 6

    Module 5: Tracking Online Lead Key Performance Indicators

    • Printable Workbook: Tracking Online Lead Key Performance Indicators

    • Tracking Online Lead Key Performance Indicators

    • SMART Goals Fillable Form

    • Sample Scoreboard Dashboard

    • Dashboard Template

    • Prospecting Accountability Chart Fillable Form

  • 8

    Module 7: Conversation Skill Development - Mirroring & Matching

    • Learning Objectives

    • Printable Workbook: Conversation Skill Development - Mirroring & Matching

    • Conversation Skill Development - Mirroring & Matching

    • Learning Styles Language

    • What Type of Learner Are You?

    • Quiz: Conversion Skill Development - Mirroring & Matching

  • 9

    Module 8: Downswings, Embedded Commands, Tie-Downs & Trial Closes

    • Learning Objectives

    • Printable Workbook: Downswings, Embedded Commands, Tie-Downs & Trial Closes

    • Downswings, Embedded Commands, Tie-Downs & Trial Closes

    • ISA Scripts

    • Trial Closes & Tie-Downs

    • DISC Profiles

    • Step + Value + Tie Down

    • Step + Value + Tie Down (BLANK)

    • Embedded Commands Practice

    • Trial Close Practice Tracker

    • Quiz: Downswings, Embedded Commands, Tie-Downs, & Trial Closes

  • 10

    Module 9: Tracking, Analytics & Organized Sales Process

    • Learning Objectives

    • Printable Workbook: Tracking, Analytics & Organized Sales Process

    • Tracking, Analytics & Organized Sales Process

    • Organized Sales Process: Phases Flowchart

    • Quiz: Tracking, Analytics, & Organized Sales Process

  • 11

    Module 10: Alternative-Choice Close & Objection-Handling

    • Learning Objectives

    • Printable Workbook: Alternative-Choice Close & Objection-Handling

    • Alternative-Choice Close & Objection-Handling

    • Methods of Closing

    • Objection Handlers

    • Quiz: Alternative-Choice Close and Objection Handling

  • 12

    Module 11: Creating Urgency

    • Learning Objectives

    • Printable Workbook: Creating Urgency

    • Creating Urgency

    • Top Ways to Create Urgency

    • Organized Sales Process: Phases Flowchart

    • Quiz: Creating Urgency

  • 13

    Module 12: Nurturing & Cultivation

    • Learning Objectives

    • Printable Workbook: Nurturing & Cultivation

    • Nurturing & Cultivation

    • Weekly Nurture Checklist

    • Are You Nurturing?

    • Nurture Contact Formula Flowchart

    • Real-Deal Trust Builders

    • Organized Sales Process Phases Flowchart

    • Quiz: Nurturing & Cultivation

  • 14

    Module 13: Pre-Qualification

    • Learning Objectives

    • Printable Workbook: Pre-Qualification

    • Pre-Qualification: Process, Scripts & Methods

    • Pre-Qualification Do’s and Don’ts

    • Phrases to Get Back on Track

    • Buyer Questionnaire & Lead Sheet

    • Buyer Questionnaire & Lead Sheet (fillable PDF)

    • Seller Questionnaire & Lead Sheet

    • Seller Questionnaire & Lead Sheet (fillable PDF)

    • Quiz: Pre-Qualification

  • 15

    Module 14: Closing & Conversation Models

    • Learning Objectives

    • Printable Workbook: Closing & Conversation Models

    • Closing & Conversation Models

    • Methods of Closing

    • 3 Deep Questions

    • L.P.M.A.M.A. Qualifying Conversation Model

    • Quiz: Closing & Conversation Models

  • 16

    Module 15: Building Value

    • Learning Objectives

    • Printable Workbook: Building Value

    • Building Value

    • Building Value

    • Organized Sales Process Phases Flowchart

    • Real-Deal Trust Builders

    • 3 Deep Questions

    • Quiz: Building Value