I - Influence | Richard Reyes's School

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Conversion University

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Introduction (0:56)
Course Outline
Lead Conversion Principles (19:53)

Module 1 - Foundation

ISA/Agent Daily Schedule (8:04)
Definitions (3:51)
Definitions Text
Lead Gen Theory (9:29)
Lead Type - Buyers (4:54)
Lead Type - Sellers (7:16)
Lead Type - Renters, Landlords, Investor (7:10)

Module 2 - Lead Assembly Line

Lead Generation Metrics (7:53)
Lead Standards & Priority Order (4:51)
Dialers (2:03)
Lead Generation Tips (4:48)
Database (CRM) Management (12:01)
Nurture Requirements (3:40)

Module 3 - Conversion Principles

Mechanics Of A Call (18:13)
6 Scenario Questions (10:49)
Conversion Prioritization (2:22)

Module 4 - Scripts

C.U. Script Manual
Script Manual Explainer (2:39)
Buyer Lead Type & Mindset (5:18)
Seller Lead Type & Mindset (3:44)
Expired/Withdrawn/Canceled Script & Mind (16:10)
FSBO Script & Mindset (12:30)
Zillow/Realtor/Trulia Script (4:50)
Secretary Script (4:50)
Website/Social Media Registration Script (3:42)
Radio/TV/Direct Mail Response Script (2:36)

Module 5 - Objection Handling

Objections Overview Simple vs Story (3:43)
PPO Process (13:01)
Follow the "NO" (2:05)

Module 6 - Closing Principals

Closing Overview (3:35)
Closing Process (7:40)
Unique Selling Proposition (2:42)
Appointments (5:40)
Closing Summary (1:54)

Module 7 - Personality Types

DISC Personality Profile Overview (1:06)
D - Dominance (0:57)
I - Influence (3:41)
S - Steadiness (1:52)
C - Conscientiousness (1:42)
Dealing with your own DISC (3:26)

Module 8 - Mindset

Why Mindset Matters (1:48)
How To Avoid Negative Thinking (3:28)
Daily Power Techniques (2:22)
The Power of Presence (5:17)
Your Story vs Reality (6:31)

Module 9 - Time Management

Timeblocking & Time Management Strategy (9:05)

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