Seminar Topics


 

Ed has been delivering educational sessions since 1990 throughout the U.S., Brazil, Malaysia, New Zealand, Singapore, South Africa, Sweden, and the United Kingdom. Regardless of your profession, the seminars not only are tailored for your business area but are also customized to accommodate the specific needs of your culture.

To see what an Ed Hatch Seminar can do for you and your organization please contact us.



General or Keynote:

Use Your Head... For a CHANGE!

90min to Full Day

In everyone’s professional and personal life CHANGE is inevitable; growth, on the other hand, is optional.  Whether you are progressing from one predictable stage of professional growth to another or trying to deal with the ever-changing market, there are 5 Essential Steps for successfully creating and managing change that will enable you to SUCCEED in any market.  If you are READY and WILLING, this session is for you because you will certainly leave … ABLE!

Negotiation Topics:

New Negotiating Edge ... First You Connect, Then you Convince

75min to 3 hrs

Your success in any negotiation is not so much what you say … but how you say it.  People are different from each other; and, no amount of “getting after them” is going to convince … influence … or persuade them. Understanding the “evidence procedures” used to identify the personality type you are attempting to influence and modifying your delivery STYLE and FORM to accommodate what they want and need from you is the solution to reaching agreement.

New Negotiating Edge ... Gaining Trust & Loyalty
75 min to 3 hrs

You can give advice to clients who do not trust you … they just won’t take it!  So, the successful resolution of any negotiation begins with overcoming the most predictable form of resistance … DISTRUST.  In this session you will learn the 3 essential elements that affect the outcome of any negotiation and application for each, the 3 predictable forms of resistance, the implementation of 4 specific strategies for gaining the TRUST & LOYALTY of the client.

New Negotiating Edge ... Getting Past NO!
75 min to 3 hrs

YES, BUT … “your commission is too high” … “we need to sell for more” … “we want to offer less” … are just a few examples of the objections that arise CONSTANTLY!  Since they do would it not be smart to learn a PRESENTATION to AVOID them … a STRATEGY to successfully HANDLE them … along with the specific LANGUAGE for OVERCOMING them?  If that makes sense to you, then this is the session for you!

New Negotiating Edge ... Mastering the Language of Persuasion
75 min to 3 hrs

What to say, when to say it, and how it should be said, is the essence of any negotiation.  In mastering the language of negotiating, it is important to understand that the form – style – design of communication is as important as the content.  The following trilogy is designed so the student has a more in-depth understanding of the importance of and strategies for “connecting” with the client before attempting to convince … influence … and negotiate with and for the client.

New Negotiating Edge ... Motivation is Always THE KEY
75 min to 3 hrs

You are about to commit to investing your most valuable assets … your time and energy … to a new client.  The question is … is this a “REAL” buyer or seller … is this client TRULY MOTIVATED to buy and/or sell and what is the motivation?   In this session you will learn the fundamental difference between “reasons” and “motivations”, a 3 Step Process developed at the Stanford Research Institute for quickly and accurately determining “dominant” motivation, and 5 basic counseling principles in probing for specific customer/client motivation.

The New Negotiating Edge ... A 5-Step Behavioral Model
CRS Approved 1-Day Course

Participants will leave this seminar with not only a complete understanding of the most current, innovative and effective negotiation strategies, but also with specific real estate applications for their day-to-day negotiations with and for their clients.
Upon completion of this course, participants will:
  • Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
  • Understand the 3 fundamental axioms of negotiating and the application of each in their real world negotiations.
  • Identify the 5 barriers to agreement and be able to implement the appropriate “breakthrough” strategy for each.
  • Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style, and how they “PLAY THE GAME”
  • More successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”.
  • More successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal”, wanting to write a “low ball offer.” 

Business Planning Topics:

Mind Your Own Business ... Designing a Focused Profitable Personal Plan

75 min to 3 hrs

There are fundamental design elements in any successful personal plan.  First, the FOUNDATION … choosing and committing to the essence of what will make you “famous” to your clients … your UNIQUE – COMPELLING – VALUEPROPOSITION. Second, the CORNERSTONE … an accurate and measurable “financial target” which represents the quality of life you wish to create for yourself and family.  In this session we will … DESIGN that vision … IDENTIFY appropriate operating and marketing expenses … CALCULATE a financial target … TRANSLATE that target into a number of settled units … and ANALYZE your personal promotion options to assure SUCCESS.

Successful Personal Promotion ... A Winning Hearts & Minds Approach
75 min to 3 hrs

If you are about to COMMIT or recommit your time, money, and energy to an effective personal promotion strategy … this session has been designed for you!  We will create an effective on-going strategy based on NAR “hard fact and data” to assure your plan is … FOCUSED on how most clients find their agent … PROACTIVE with step-by-step strategies for “connecting” with those clients … and, PURPOSEFUL – FORWARD THINKING to not only attract clients first … but also keep THOSE CLIENTS AND ALL THEIR FRIENDS – FOREVER!

The Personal Assistant ... Find Hire Train
75 min to 3 hrs

An in-depth look at the specific role a personal assistant plays in their agent’s success.  Information will include: finding the “right” assistant, creating an appropriate job description, interviewing, determining appropriate status … (employee vs. independent contractor and licensed vs. unlicensed), determining compensation, and creating specific prospecting, promotion, and administrative systems and strategies.
CDs or Audio cassettes both with Workbook


Referral Business Planning Topics:

Exclusively By Referral ... The PROgram

75 min to 3 hrs

This program is unlike any other program you have attended.  It is not a listen and learn program … it is a listen and DO program.  It includes not only the 5 Basic Principles for creating a successful repeat and referral business, but also, a step-by-step … month-by-month implementation of those principles in the form of specific strategies, techniques, and dialogues.  This is a self-administered “coaching program” that will guide you to a more FOCUSED … PROACTIVE … PURPOSEFUL … ENJOYABLE … and SUCCESSFUL REFERRAL BUSINESS.

Exclusively By Referral ... The PROgram
CRS Approved 1-Day Course

This program is unlike any other program you have attended.  It is not a listen and learn program … it is a listen and DO program.  It includes not only the 5 Basic Principles for creating a successful repeat and referral business, but also, a step-by-step … month-by-month implementation of those principles in the form of specific strategies, techniques, and dialogues.  This is a self-administered “coaching program” that will guide you to a
more FOCUSED … PROACTIVE … PURPOSEFUL … ENJOYABLE … and SUCCESSFUL REFERRAL BUSINESS.
Goal:
The participants will leave this seminar with not only a complete understanding of the 5 Principles of a successful repeat and referral business model, but also, a specific 10 step “self coaching” program implemented over a 12 month period.
Students will:
  • Understand the changes required in their present business practices to accomplish a more proactive and productive referral based business.
  • Determine personal benefits to them for making the transition
  • Understand the 5 Basic Principles of any successful customer-centric referral based business
  • Will leave with a specific 10 step “self coaching” program to implement step-by-step over a 12 month period leading to a proactive, purposeful, and successful referral business 

Customer Service Topics:

EXTRAordinary Client Service ... DURING the Transaction

75 min to 3 hrs

98% customer satisfaction – SO WHAT!  Satisfaction is NOT THE TARGET – LOYALTY IS!  If you are about to COMMIT or recommit your time, money, and energy to an effective customer service package strategy … this session has been designed for you!  We will create an effective step-by-step strategy FOCUSED on creating raving – referring fans with PROACTIVE elements to exceed their wildest expectations … a complete package FOCUSED on turning every ordinary situation into and EXTRAordinary experience.

EXTRAordinary Client Service ... BEYOND the Transaction
75 min to 3 hrs

ABANDONED … is how clients describe how they feel after the conclusion of a transaction.  It is also the number one reason why at settlement almost 80% say they would use their agent again … but only about 12% do!  If you are committed to a long-term career, it is time to stop thinking transaction and begin FOCUSING ON RELATIONSHIP!  In this session we will create a PROACTIVE – PURPOSEFUL – FORWARD-THINKING strategy for keeping your CLIENTS AND ALL THEIR FRIENDS – FOREVER!

The Little EXTRAs ... In EXTRAordinary Customer Service
Full Day

The client's confidence is the most precious asset for anyone who "sells" the promise of unique ... compelling ... EXTRA-ordinary service.  Superb execution of that service CONSISTENTLY is the cornerstone of confidence building and happens only with a FOCUSED - PROACTIVE - FORWARD THINKING plan.  By failing to develop that plan and deliver on that promise you risk losing your clients' - confidence - trust - repeat business - referrals - EVERYTHING!
To insure "the promise" is kept the attendee of this session will:
  • UNDERSTAND the Fundamental Principles of Customer Service
  • CREATE a SPECIFIC ... 6-Step Client Service "Package"
  • ITEMIZE the SPECIFIC ACTIONS ... for each step of the "Package"
  • DEVELOP CHECKLISTS ... to assist in IMPLEMENTATION
  • MEASURE the results
  • DESIGN and FORMAT a CLIENT-FOR-LIFE ... SERVICE PRO-gram 

Key Success Strategies Topics:


5 KEY Success Strategies... POWER UP Performance 

75 min to 3 hrs

Using NAR DATA – long-term TRENDS – and the EXPERIENCE of successful agents we have identified 5 key strategies to PROPEL your PERFORMANCE.  Included are strategies FOCUSED on attracting a large quantity of QUALITY clients … PROACTIVELY indentifying and delivering unique/compelling VALUE … PURPOSEFULLY keeping those clients repeating and referring … and a REAL WORLD time-management system to increase PROFESSIONAL PRODUCTIVITY and PERSONAL BALANCE.  If you are looking to POWER UP your business … this session is for you!


5 MORE Key Success Strategies... HIGH POWER Negotiating
75 min to 3 hrs

If you are increasingly being confronted with seller and buyer objections and would like to be much more MASTERFUL in handling them, this session was designed specifically for you!  You will learn not only the most recent and innovative 4 STEP FORMAT for handling ANY OBJECTION but also specifically what to say … and when and how to say it … to effectively overcome the most common objections of … price … commission … and “low-ball” offers.


5 BONUS KEY Success Strategies ... Take ACTION NOW!
75 min to 3 hrs

CHANGE is inevitable in everyone’s professional and personal life; GROWTH, however, is optional.  Whether you are progressing from one predictable stage of professional growth to another or trying to deal with the ever-changing market there are 5 Essential Strategies for successfully creating and managing change that will enable you to SUCCEED in any market.  Attend this session and leave ready to take ACTION – NOW!


Power UP Performance … KEY SUCCESS Strategies
Full Day

CHANGE is inevitable in everyone’s professional and personal life; GROWTH, however, is optional. Using NAR DATA and the EXPERIENCE of successful agents we have identified 7 key strategies to PROPEL your PERFORMANCE.  Included are strategies FOCUSED on attracting a large quantity of QUALITY clients … PROACTIVELY indentifying and delivering unique/compelling VALUE … PURPOSEFULLY keeping those clients repeating and referring … a time-management system to increase PROFESSIONAL PRODUCTIVITY and PERSONAL BALANCE … and the most CURRENT and INNOVATIVE negotiating strategies.  If you are looking to POWER UP your business … this session is for you!


Leadership Topic:

Leadership ... Winning Others Over vs. Winning Over Others

3 hrs Full Day

What percentage of your day would you say you are actively attempting to influence … persuade … negotiate with others?  We are living in a world fraught with strongly felt differences that end up in conflict, and the intuitive path for most of us whether in business or our personal relationships is to win even at the expense of others.  The road from confrontation to agreement is not the elimination of these differences … that is not even possible.  So, how do you go about winning the cooperation of others in an environment of strongly felt differences … winning others over vs. winning over others?  The answer is by understanding … mastering … and implementing the principles of influence … persuasion … leadership … negotiation.

Contact Ed today to book a seminar! 

Powered by IncomeActivator.com