VICTORIA & TASMANIA Training
McGRATH WAY
The McGrath Way is the key philosophy of our business that brings together the best strategies, processes & world class culture into a single network of offices. Maximising your potential with McGrath is achieved by everyone working together towards a common goal; to create the best real estate company the world has ever seen.
Course Outline
Our DNA and core values
Our history
McGrath today, who is who
McGrath specialist services
Marketing resources
Our standards
Technology used in McGrath
McGrath training
Recognition and awards
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FAST TRACK
A must attend course for all sales agents and sales associates commencing their career at McGrath, whether new or experienced.
This course will give attendees a ‘need to know’ guide on where to find and how to use all McGrath tools.
Course Outline
1. McGrath Tech Stack
2. Listing Presentation
3. Listing a property
4. Handling enquiries
5. Open homes
6. Vendor service
7. Selling
8. Creating momentum
9. Database setup
10. Further development on offer
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LISTING
Course Outline
Understanding issues agents have with their presentations
Key concepts that need to be included in a presentation
How to make a good first impression
Understanding persuasive types and client personalities
The 3 step listing structure
Questions based concept
Articulating buyer behaviours
Pricing positioning and delivery
How to use process diagrams
Understanding the McGrath USPs
Selling the importance of property presentation
Delivering marketing strategies and budgets
Pathway to better fees
Handling objections
Effective closing techniques
Post listing strategies
Abridged demo of the McGrath Sales system
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AUCTION
Course Outline
Benefits of Auction
Winning the listing
Marketing strategies
Set to sell meeting
6 Star viewings
Effective Vendor Management techniques
Effective buyer management techniques
Week by week structure in campaign
Selling and negotiating prior
The reserve meeting – buyer and seller
Auction day setup
Auction day strategy
Working the floor
Passed in – the Post Auction strategy
Law and order – contract law
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LISTED TO AUCTION
Course Outline
The ultimate success of an auction comes down to two main factors - how the campaign was run and how well the property was listed. In this course, you will learn techniques on how to construct your listing presentation to not only allow you to list more effectively but also set the property up for a smoother auction campaign. As well as listing techniques, you will learn how to enhance your auction campaign management to run a transparent process for both buyers and sellers and increase your auction clearance rate.
Morning Session - Listing
Afternoon Session - Auction
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MIND
THE GAP
Course Outline
Building a robust Business Plan for sales agents
The numbers don’t lie – how to review to measure.
Goal setting
The ideal week and understanding your personal rhythms
EBU statement of duties – who does what?
Business Development concept and Strategies
18 layers of prospecting and Marketing vs Lead generation
What is social media marketing?
Social media concepts for lead generation and top of mind
Digital techniques for lead generation
Effective prospecting scripts through phone calls,
Effective doorknock scripts
Effective prospecting with letters
Creative marketing ideas and concepts
Click the link to register your place for our inroom sessions:
McGRATH WORKS
Our special workshop series going through ‘how to do’ guides for many McGrath necessities.
SESSION: LISTING PRESENTATION DOCUMENT
You will be shown how to structure your listing presentation using the document and given suggested dialogues and techniques to include it in your own authentic presentation. You will also receive your own copy of the listing document to take home.
The workshop will also include a ‘how to’ guide on using McGrath's digital pre-list and marketing submission through ‘Realtair’ and also how to produce and execute a digital agency agreement.
All these tools used together form a compelling system to help you close more listings.
SESSION: AGENTBOX WITH MEL SPENCER
This 1 hour webinar will focus on Call lists, Prospector and SMS playbook
EXTERNAL TRAINERS
JOSH PHEGAN
Exclusive Training for McGrath Agents with sessions for Property Management, Sales and Principals.
Josh Phegan is the internationally renowned go-to speaker, trainer and coach for high-performance real estate agents and agencies. He is the number one preferred trainer for Australia's top 100 agents and top 50 women in real estate.
Click the link to register your place for our inroom session (Please register for your session time):
LEE WOODWARD
& Realtair
Throughout his thirty-plus year award-winning real estate career, Lee Woodward has always been a step or two ahead of the industry he serves with a passion. As an innovator and disruptor, Lee's dynamic, world-class business systems, educational courses, and leadership solutions have enabled thousands of real estate professionals and leaders to excel in their chosen careers and countless businesses to thrive in all conditions.
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KYLIE WALSH
@ Regrowth
Recognised as one of the most influential professionals in property, business, and leadership expert Kylie Walsh has more than two decades of experience in the real estate industry. Kylie has been the recipient of several industry and business accolades including the Gold AREA at the REA Excellence Awards and a finalist of the Telstra Business Woman of the Year award.
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DANIEL SPENCER
@ Activate Growth
Not only has Daniel coached and trained a number of Australia's most successful entrepreneurs and biggest property brands, Daniel has also run and grown a number of businesses across Australia. Having developed and implemented training curriculum for most of Australia's largest brands, Daniel believes as competition shifts, so to does the need for a new paradigm in how a business re-invents themselves via sales process and sales technique. With an ever present focus on integrity and the highest levels of customer service and professionalism, Daniel's philosophy is about tailoring a market specific approach to the overall business plan of the organisation.
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