Course curriculum

  • 1

    Introduction

    • Intro

    • Course Outline

    • Definitions

  • 2

    Module 1: Foundation

    • ISA/Agent Daily Schedule

    • Definitions

    • Lead Gen Theory

    • Lead Types Buyers

    • Lead Types Sellers

    • Lead Type - Renters, Landlords, Investors

  • 3

    Module 2: Lead Assembly Line

    • Lead Gen Metrics

    • Lead Standards & Priority Order

    • Dialers

    • Lead Gen Tips

    • Database Management, Tagging, Timeframes, Segmentation & Automation

    • Nurtures & Nurture Requirements

  • 4

    Module 3: Conversation Principals

    • Mechanics of a call

    • 6 Scenario Questions

    • Conversation PRIORITIZATION

  • 5

    Module 4: SCRIPTS!

    • Full Downloadable Script Manual

    • Script Manual Explainer

    • Buyer lead type & mindset

    • Seller lead type & mindset

    • EXP/WTH Script

    • FSBO Script

    • Zillow/Realtor/Trulia Script

    • Secretary Script

    • Website/Social Media Registration Script

    • Radio/TV/Direct Mail Response Script

  • 6

    Module 5: Objection Handling

    • Objections overview

    • PPO process

    • Follow the NO

  • 7

    Module 6: Closing Principals

    • Closing Overview

    • Closing Process

    • Unique Selling Proposition

    • Appointments

    • Closing Summary

  • 8

    Module 7 Personality Types

    • DISC Personality Profile Overview

    • Dominance

    • Influence

    • Steadiness

    • Conscientiousness

    • Dealing With Your Own DISC

  • 9

    Module 8: Mindset

    • Mindset Matters

    • Avoiding Negative Thinking

    • Daily Power Techniques

    • The Power Of Presence

    • Your Story VS Reality

  • 10

    Module 9: Time Management

    • Time Blocking & Time Management Strategies

Instructor

Dale Archdekin

Dale Archdekin is the founder of Smart Inside Sales, a coaching and training company serving residential real estate agents and brokers. As former Director of Lead Generation for a top-5 Keller Williams Realty mega team, Dale was instrumental in more than doubling the team’s sales to over $200 million in just 3 years. Dale’s journey to becoming a trusted voice in residential real estate lead generation began with a high school job in telemarketing. Dale is now a celebrated author, speaker, and mentor in building and managing inside sales agent teams and lead generation departments.