The following are some of Mike’s favorite courses in abbreviated format that have been offered throughout the
Variations and time adjustments are available for specific needs. All courses can be 90 minute to 3 hours format except for Ninja and CRS courses as they are full day or 2 day format only. Contact us for details.
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Ninja Selling
Description:
Ninja Selling© is a powerful one day seminar which is modeled after the methods and philosophy of one of the most successful real estate companies in the country. Using unique processes, systems, and dialogs that they have developed, The Group, Co. Inc., of Northern Colorado with 245 partners, averages 44+ transactions per year per agent, without "cold-calling", working with strangers, expired's or For Sale By Owners, and they help each other become wealthy. Mike will show you how this system worked for him and can work for you as well.
In the seminar, participants learn the specifics on:
Course Topics:
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·Referrals
·Listing
·Negotiation
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Ninja Selling II - Life Planning
Description:
The Group, Inc. in
Course Content:
· Understanding the importance of staying in communication
· formulating an investment plan to help customers achieve financial independence
· Identifying the major important areas of our lives and how to stay in balance
· Writing new goals and understanding the mental and physiological process
· Identifying productive, indirectly productive and non-productive time
Course Topics:
· Time Management
· Goal Setting
Ninja Selling III - Business Systems
Description:
Brand New for 2009! Ninja Selling III brings you the concrete systems that support the Ninja Selling methodology. You'll learn from Mike Selvaggio, CCIM, CRS about, The Monday Morning Routine, The Ninja Business Plan, Give Your Kids a Chance, Customers with Change, a Simple Stay in Touch System that is included in your course fees, along with other master scripts and dialogs. You will also learn how to recognize customers with changes and what it may mean to your business.
Course Content:
Course Topics:
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Course title:Digital advantages to make you smile
Teaching Objective: Upon completion of this course, the student will be able to better understand digital image capturing, manipulation, and distribution. The process and appropriate use of digital photography and how it applies to real estate is examined form the click of the camera as it travels across the internet to printers and web based applications.
Orientation, class self-assessment
A. Situational Analysis/ Class introductions and goals
B. Photo use discussion
C. 4 phases of digital discovery
D. Changes in the industry
Hardware, reading, and software
A. Text recommendations and book review
B. Camera advantages, features to look for
C. Photo samples, aerial, portrait, and landscape
A. Internet usage
B. Course review
C.Wrap-up, evaluations
Instructor and
Course Author:Michael Selvaggio GRI,CRS,CCIM
Cell:(302) 584-5590
Email:Mike@Selvaggio.com
Website:www.Selvaggio.com
Postal:
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Mike's Silver Bullet Solutions
Originally written and developed for a presentation at the National Association of REALTORS® Annual Convention in San Diego, California this session has grown in popularity. Because of the nature of the content, its’ “use it right now” approach to everyday challenges with buyers and sellers, today’s agent should find several useful tools to use with buyers and sellers. Value added resource material, scripts, data collection tools and techniques in this course have been compiled in this course for your consideration.
Student comments:
The personal slides were useful. This was the best instructor I have ever had.
Clint Simpson—Houston, TX
Mike combined humor, knowledge and life stories to create a powerful seminar.
Joel Taylor—Inglewood, CA
The scripts for handling objections and bringing buyers to close were the most helpful. Professional and well done! Bill Kolb – Clermont, FL
The entire course was useful. Mike was full of information. Tobias Semerenko—Palmdale, CA
Meet the author:
Mike Selvaggio entered the real estate business since 1975. He is a licensed broker and REALTOR in Delaware and Pennsylvania. He sells and lists homes and also actively markets new-home communities.
Selvaggio was named REALTOR of the Year in 1990 for the state of Delaware. He has served as President of the Delaware Association of Realtors and President of his local board. He has been published internationally and continues to write articles and instructional DVD,CDs, and tools such as the K.I.T. Chart, The Script Doctor, Silver Bullet Solutions, and Getting Started in Real Estate.
He continues to bring sales and marketing ideas to students that not only work, but have been “field tested.” Selvaggio opened his own Ninja style real estate company, Delaware Homes, (www.YourDeHome.com ) in 2007.
Course title:Creating your own P.O.D. (Point of difference)
Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of providing the consumer a different way to achieve their desired results in the selling or buying of real estate. Class activities focus on the challenges in today’s real estate business and how we can better set and meet the consumer expectation level.
Orientation, class self-assessment
A. Situational Analysis/ Class introductions and goals
B. Local custom discussion
C. What is our P.O.D.?
D. Do we need one?
Communication and Bibliography review
A. Text recommendations and book review
B. Class exercise to measure objectivity vs subjectivity
C. Customer management skills
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A. Predictability exercise
B. Course review
C.Wrap-up, evaluations
Instructor and
Course Author:Michael Selvaggio GRI,CRS,CCIM
Cell:(302) 584-5590
Email:Mike@Selvaggio.com
Website:www.Selvaggio.com
Postal:
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Course title:New Homes Marketing
Teaching Objective: Upon completion of this course, the student will be able to better understand the needs of today’s new home buyers. The student will also be better prepared to handle new home construction questions concerning actual construction techniques and the unexpected delays and challenges associated with new construction.
Additional digital tour of the International Builder Show may be included.
I. Orientation, class self-assessment, new vs. used homes.
A. Situational Analysis/ Class introductions and goals
B. What we need to know to better serve our customers
C. Measuring needs versus wants
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II. Bricks and Sticks
A. Foundation
B. Framing
C. Mechanicals
D. Fit and finish
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Break
III. Customer contact management
A. Builder relations,
B. Demand Side economics
C. Supply side economics
D. Long term customer care, wrap-up, evaluations
Instructor and Course Author: Michael Selvaggio GRI,CRS,CCIM
Cell:(302) 584-5590
Email:Mike@Selvaggio.com
Website:www.Selvaggio.com
Postal:
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Course title:Taming the Wire Jungle
Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of the proper application of hardware and software in the real estate profession. Class activities focus on the intricacies of new products, regular maintenance of equipment, disaster prevention, to better serve the consumer and communicate with our clients.
Environmental scan
A. Historical overview
B. Value of speed in communications
C. Frequency and dependability factors
D. How to manage the communications needed in today’s business world
Hardware and Software
A. What’s new
B. The value of free and trial software
C. Pitfalls to avoid
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Putting it into prospective
A. Making it easy to use
B. Getting help and the learning curve
C. Wrap-up, evaluations
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Course title:Bones, Phones, and the Jones.
Teaching Objective: Upon completion of this course, the student will be able to better understand the latest building materials available as shown at the International Builder Show. In addition, information will be provided on industry specific challenges, customer contact management, and marketing skills to better serve and meet both builder client and buyer expectations.
Orientation, class self-assessment, new vs. used homes.
A. Situational Analysis/ Class introductions and goals
B. What we need to know to better serve our customers
C. Measuring needs versus wants
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Scenes from the International Builder Show in
A. Kitchens
B. Plumbing
C. Framing and outside entrance innovations
D. Windows and roofing
Software and manual follow-up systems
A. Customer contact management
B. Frequency and systems
C. Customer expectations
D. Long term and short term care
E. Builder relations, wrap-up, evaluations
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Course title:A visit with the Script Doctor
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Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of a prepared sales presentation. This class demonstrates the importance of “scripts” and “word tracks” for the real estate professional. Core focus is on handling virtually any objection and why “knowing your lines” is important in all industries. Don’t miss your session with the “Script Doctor”!
Orientation, class self-assessment
A. Why scripts?
B. When to use scripts.
C. Psychology of phrasing
Objections
A. Defined
B. Demonstrated
C. Live interactive session
D. Client/customer needs
Continuing education
A. Audio usage
B. Practicing what is important and where?
C. Successful selling with scripts for customer advantages
Wrap-up and evaluations
Instructor and
Course Author:Michael Selvaggio GRI,CRS,CCIM
Cell:(302) 584-5590
Email:Mike@Selvaggio.com
Website:www.Selvaggio.com
Postal:
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Course title:Websites and Insights
Teaching Objective: Upon completion of this course, the student will be able to understand the key components of a user friendly, content rich, effective website. Demonstrated in the class will be actual sites that are available in the market today and serve the needs of successful REALTORS. This is a great course for anyone who either does not have a website or is not absolutely delighted with their present website.
Why have a website?
A. Customer use
B. Agent use
C. Client use
How to pick a website that works
A. Questions to ask
B. Research data
C. Pitfalls to avoid
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Price and Terms
A. Design versus placement
B. Optimization
C. How to make it work for you
Working with Online Customers
A. How consumers are changing as a result of the Internet
B. How your role as an agent has changed as a result of the Internet
C. Getting customers to your website
D. Communicating with online customers
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Fundamentals of Real Estate Technology (CRS 106)
Description:
Knowledge of fundamental real estate technologies is an absolute necessity for the active real estate agent. Fundamentals of Real Estate Technology gives today's busy real estate agent the necessary tools to understand existing and evolving technologies. Understanding these essential skills and tools is the root of this one-day technology course, giving agents a base foundation for success.
Course Content:
·Navigating Windows and Windows-based Software using basic skill sets
·Recognize what current hardware provides the most value to today’s real estate agent
·Using the Internet and e-mail to save time and increase effectiveness
·Staying in touch using technology to generate more qualified buyers and sellers
·How to find help when you need it
Course Topics:
·Technology
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Technology Course (CRS 206) 2 days
Description: Technologies to Advance your Business demonstrates the latest tools and systems that enable sales associates to become more productive, increase their profits and to differentiate themselves in the market place. Topics include: taking e-mail to the next level for various marketing campaigns, learning new ways to use digital imaging, examining a variety of virtual tours and their marketing applications, understanding the power of PDA’s and other handheld computing technologies and much more.
Course Content:
• Using a contact manager
• Creating printed and multimedia presentations
• Online services, e-mail and the Internet
• Improving time management
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Sales Course (CRS 202) 2 Days
Description: Top sales associates enjoy a competitive advantage because they understand what motivates and influences their customers.
Sales Strategies gives students the inside track to win over prospective buyers by teaching them the necessary strategies that make their sales quick and efficient. Students will learn how to work with today's new buyer through counseling, salesmanship and negotiation. These effective strategies will give agents customers for life.
Course Content:
• Understand buyer motivation
• Eliminating sales resistance
• Creating trust and loyalty from buyers
• Negotiating skills
Course Topics:
·Customer Service
·Sales
·Negotiation
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Mastering the Art of Selling New Homes (CRS 107)
Description:
New home sales continue to be one of the fastest growing segments of the real estate industry. This means additional opportunities for residential professionals who want to tap into this market. Students learn the builder-buyer-agent relationship, how to create a marketing plan and servicing techniques.
Course Content:
Course Topics:
