i-FAStTRAC 201 - Course Details and Syllabus

The syllabus for the 6-Week i-FAStTRAC 201 Real Estate Training  and Coaching Program is targeted to i-FAStTRAC 101 Graduates, Mid-Level Producers and Top Producers who are looking for ways to get to the next level of production, and leverage advanced Internet Marketing Solutions. Each training sessions is 'Live' and 'Interactive' and conducted by Kevin Ahearn, a Master Real Estate Trainer and Key Yessaad, an Advanced Technology and Internet Marketing Strategist.


We cover topics dealing with Buyer Evaluation and Counseling; the Marketing (Listing) Presentation; Controlling the Pricing Strategy; Objection Handling; Closing and Negotiating Techniques; Inbound Marketing Strategies; Direct Response Marketing; Video Marketing; Squeeze Pages; SEO Back-link Strategies;  and the deepest Internet Placement Strategy offered to date.


View the Calendar for exact dates and times (Note: All times are Eastern Standard Time - please adjust accordingly.)


Download a PDF for the whole Course Syllabus

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iF201 Session #1 Kevin - Transition Power and The Buyer Evaluation Counseling Process

Part 1: Transition Power; How Real Estate Agents Transition to the Next Level
Time: 85' - 1:00 pm - 2:25 pm
In this opening session of i-FAStTRAC® 201, Kevin interactively addresses the age-old question: Why does agent productivity tend to plateau? He offers insight from the perspective of different levels of agent: New and Aspiring Agents, Mid-Level Producers, Top Producers and 'Superstars'. He then sets the stage for the balance of i-FAStTRAC® 201 by identifying specific steps agents at each level need to take to 'transition' to the next level of production.


Part 2: Buyer Power. Buyer Evaluation, Qualification and Counseling
Time: 85' - 2:35 pm – 4:00 pm
It is important for agents at all levels of production to learn how to 'work smarter' rather than 'harder'. This is particularly true on the buyer-side of the business. In this session, Kevin stresses the importance of thoroughly 'pre-screening', evaluating and qualifying prospects before investing time in a counseling session! He also addresses the Buyer Counseling Procedure, what is required for Buyer Counseling to be impactful and he introduces and explains (with 'How to' video support) the Buyer's Needs Analysis.

iF201 Session #2 Kevin - Presentation Power and your Marketing Presentation

Part 1: Presentation Power. An ‘Overview’ of the Marketing (Listing) Presentation
Time: 85' - 1:00 pm - 2:25pm
In the first of three (3) sessions devoted to the Marketing (Listing) Presentation, Kevin re-frames agents thinking by driving home the point that this event is really a 'Marketing' Presentation during which the agent is vying to become the ‘Marketing’ Coordinator for the property by giving a compelling ‘Marketing’ Proposal which outlines an Upgraded ‘Marketing’ Strategy for the property for which the agent charges a ‘Marketing’ Fee. He also discusses the ‘Facts' about listing; introduces the ‘Essentials' of a 'qualified' presentation; and gives an Overview of the Four (4) Phases of a ‘Qualified' Presentation.


Part 2: Presentation Power. Marketing (Listing) Presentation: Phase I and Phase 2
Time: 85’- 2:35 pm – 4:00 pm
Establishing rapport and taking control early-on in a Marketing Presentation is vital! Gathering as much information about the seller's situation and about the property is critical! In this session, Kevin discusses the nuances of Phase I and 2 of a Marketing (Listing) Presentation; provides checklists for questioning the seller and inspecting the property; and introduces (with 'How to' video support) the unique and proven Seller's Needs Analysis.

 

iF201 Session #3 Key - Real Estate Blog Marketing, Tagging, and Super-Pages

Part 1: Web Strategy for the Marketing Savvy Agent and Blogging
Time: 80' - 1:00 pm – 2:20 pm
Building a Real Estate Web Presence goes hand-in-hand with marketing your Listings! The concept of Blogging is the most fundamental and organic activity of Internet Marketing; So what is Blog Marketing? Why should Real Estate Agents post Blogs? What are the most effective topics? Why are SEO and Social Media Traffic driven by this activity? Do agents need to learn programming to Blog effectively? (Quick Answer: No!)


Part 2: Blog Tags, Categories, and Real Estate Blog Super-Pages
Time: 75' - 2:40 pm - 3:55 pm
The concept of Tagging, particularly in Blog Posts, is used all over the Internet - What are Tags? Are they the same as Keywords? Popular Blog Platforms use the concept of Tags and Categories. How do real estate agents leverage the power of these ideas to rank with Search Engines? What are the differences between Tags and Meta Tags? Why should Real Estate Agents master about Internet Super-Pages driven by Blog Posts?

iF201 Session #4 Key - Real Estate Meta Tags, Keywords, and Landing Pages

Part 1: Real Estate Web Pages, Meta Tags, Keywords, and HTML
Time: 80' - 1:00 pm – 2:20 pm
Internet Pages are made up of primary content such as pictures, text, hyperlinks, videos, blogs, forms, and all driven by HTML. Search Engines look for over 200 components to organize the flood of content that is uploaded by Marketers and Developers. What are some primary ideas that Spiders look for? What is the proper content to place in Meta Tags? What are the important Real Estate Meta Tags agents ought to consider?


Part 2: Landing Pages and Real Estate Dynamic Web Pages 
Time: 75' - 2:40 pm - 3:55 pm
What are Real Estate Landing Pages and how come everyone on the internet talks about them? The Mathematics of generating Leads in Real Estate is quite simple! Give people what they want and you will convert them into potential Leads! So what are Sticky Web Pages in Real Estate Websites? What should Real Estate Agents give in order to get back internet leads? And finally, and most importantly, how are landing pages put together?

 

iF201 Session #5 Kevin - Presentation Power and your Marketing Presentation

Part 1: Presentation Power Marketing (Listing) Presentation: Phase 3: Demonstration Phase. Part 1: Demonstrate & Educate
Time: 85’- 1:00 pm – 2:25 pm
Why should I list with you and your company? Why should I pay you so much when the other agent will list the property for less? In this session, Kevin interactively addresses the answers to these seller questions by stressing the importance of clearly demonstrating what the agent intends to do to successfully market the property; by showing the agent 'How to' educate the seller; by outlining how the agent can differentiate themselves from the competition; and by explaining the importance of substantiating the agent's value to the marketing process.


Part 2: Presentation Power Marketing Demonstration Phase. Part 2: Differentiate & Substantiate Phase 4: Closing Phase. Part 1
Time: 85’ – 2:35 pm – 4:00 pm
It has been said that closing is a 'process' not an isolated/disconnected event! When it comes to the Marketing (Listing) Presentation, the 'process' is only complete if, and when, the agent leaves the presentation with the seller's autograph on a 'marketable' listing. In this live/interactive session, Kevin outlines a step-by-step process for getting a 'marketable' listing every time.

iF201 Session #6 Kevin - Presentation Power and The Pricing Strategy

Part 1: Presentation Power Marketing (Listing) Presentation: Phase 4: Closing Phase. Part 2
Time: 85’ – 1:00 pm – 2:25 pm
In Part 2 of Phase 4: Closing Phase, Kevin introduces the importance of conducting an 'Exit Interview‘ and ‘How to’ do it; introduces the concept of a Presentation Clipboard to insure agents sequence the presentation correctly; explains ‘How to’ enhance your presentation effectiveness. And, recognizing that many agents are on 'information over-load' after participating in Sessions #2 - #6, Kevin introduces with ‘How to’ video support the availability of an agent-personalized tool that helps agents easily, and effectively, apply all of what they have learned about the Marketing Presentation; and introduces the Marketing Presentation Mantras.


Part 2: Power Pricing 'How To' Control The Pricing Strategy. Part 1
Time: 85' - 2:35 pm - 4:00 pm
The hallmark of a 'marketable' listing is list price! Controlling the pricing discussion during the Marketing Presentation, therefore, becomes critical. In this session, Kevin interactively explores the 'factors' that influence pricing; investigates why sellers insist on overpricing the property; identifies the tangible benefits of effective pricing; and explains how and when to introduce the Competitive Market Analysis (CMA).

 

iF201 Session #7 Key - Local Market Navigation and Visibility via Local Blogging

Part 1: Carving your Local Market and Navigation Management
Time: 80' - 1:00 pm – 2:20 pm
Real Estate Agents are in the business of offering solutions; one strategic way of doing so in Real Estate Websites is by offering 1-Click Results that are non only dynamic, but also organized sensibly. How do you go about carving your local market? What are web visitors searching for in Real Estate? Once these web pages are put together, how do you go about adding them to your Web Navigation in an organized logical fashion?


Part 2: Blogging Internally for High Traffic, Validation, and Visibility 
Time: 75' - 2:40 pm - 3:55 pm
Traffic on the Internet is accumulated, and real estate is driven by Customer Education, not just Sales Techniques. What are the proper internal real estate Strategic Blogs that cause the build-up of proper Search Keywords? SEO is simply Search Engine visibility for important search terms, and they must match your clients' needs! What proper Blog Posts, Tags, Keywords, and Content elevate visibility and convert into sales?

iF201 Session #8 Key - Direct Response Marketing and Internet Squeeze Pages

Part 1: Direct Response Marketing and Internet Seller Integration
Time: 80' - 1:00 pm – 2:20 pm
Direct Response Marketing is the most effective way of connecting with potential Real Estate Sellers. What do would-be Sellers want? How do good Real Estate Agents create marketing pieces that not only inform but also stick? What are the Ingredients of a Good Internet Marketing Direct Response Campaign? What are examples of marketing pieces, once integrated, generate inquiries for appointments with the best agents?


Part 2: Internet Squeeze Pages, Web Forms, and QR Code integration 
Time: 75' - 2:40 pm - 3:55 pm
Squeeze pages are marketing pages that Real Estate Agents offer to their Web Visitors focused on topics they want; and in exchange the agents gets internet leads for potential buyers or sellers. Advertising is driven by this simple formula. What are the most effective Squeeze Pages Agents can create? How can agents put together these pages with the proper forms? What are unified examples with Printed Marketing Pieces?

 

iF201 Session #9 Kevin - Power Pricing and Objection Handling Strategies

Part 1: Power Pricing 'How To' Control The Pricing Strategy: Part 2
Time: 85' – 1:00 pm – 2:25 pm
In part 2 of Controlling the Pricing Strategy, Kevin interactively discusses eight things agents want to remember when introducing and explaining the CMA; explains 'how to' be convincing enough to get the right price; introduces and explains when and 'How To' use the Dilemma Technique; shares twelve (12) ways to protect your Marketing Fee; and finishes the session with the Pricing Strategy Mantras.


Part 2: Objection Handling Power and the 7 Steps Techniques for Handling Stalls
Time: 85' – 2:35 pm – 4:00 pm
One thing you can count in selling are objections! In this session, Kevin interactively explores the 'realities' of objection handling; defines the distinction between a condition, stall and real objection; redefines what real objections are; identifies the most common seller and buyer objections; introduces a highly effective Seven (7) Step Technique for handling Stalls and Real Objections; emphasizes the importance of using visuals (whenever possible); addresses twelve (12) of the most common objections and recommends a variety of scripts and visuals to use; all of which are available for download from our website. Kevin closes the session by introducing the Objection Handling Mantras.

iF201 Session #10 Kevin - Closing Pricing Techniques and Professional Negotiating Tactics

Part 1: Closing Power. Professional Closing Techniques
Time: 85' - 1:00 pm - 2:25 pm
Why is it difficult for salespeople to 'close the sale?' Are 'trial' closes' and 'final closes' the same? Do I need to use both? In this session, Kevin interactively explores the answers to these questions; discusses some 'facts' about 'the close'; defines what 'the close' is; demonstrates four (4) highly effective Professional Closing Techniques; and introduces the Closing Mantras. He also introduces a 'How to' video entitled: ‘Contract-to-Close and Beyond’ which will help agents create 'Raving Fans' and 'Customers for Life'.


Part 2: Negotiation Power. Professional Negotiating Tactics
Time: 85' – 2:35 pm – 4:00 pm
Experienced agents can count on one hand the number of times offers they have initiated on behalf of a client have been accepted as written! Typically, offers need to be negotiated! Our ability to be an effective negotiator, however, doesn't stop there. We need to negotiate to get the appointment, to get the seller to sign the Listing Agreement, to get the buyer to make an offer etc. In this session, Kevin counsels agents on "How To' get prepared for negotiations; identifies and demonstrates multiple 'high-risk' and 'low-risk' negotiation tactics; shows agents 'How To' get to 'YES'; shares problem-solving phrases that help bring negotiations to a successful conclusion; and introduces the Negotiation Mantras.

 

iF201 Session #11 Key - Successful Listing Blog Posts and External Inbound Visibility

Part 1: Internet Marketing Strategy for Your Listings and Blog Postings
Time: 80' - 1:00 pm – 2:20 pm
The best marketing strategies and Blogging ideas, in Real Estate, are centered on your own Real Estate Listings and the stories you weave around those listings. So what are effective Listing Blog Posts? Is it easy, and beneficial, to turn such Blogs into Narrations Videos and place them in Google+ and YouTube? What if you don't have any listings; can you still post regular blogs about your local market listings to generate traffic; and How?


Part 2: Blogging Externally for Inbound Visibility, Hyperlinks, and Traffic
Time: 75' - 2:40 pm - 3:55 pm
Back-links are one of the most important ingredients in creating a Long Term SEO Strategy! But, Google and Bing punish those who manufacture Back-Links! How do real estate agents create a long-term External Blogging Strategy that drives traffic back to their Real Estate Websites? Marketing is a Collaborative Endeavor! What internet Strategies can agents employ with local Business Colleagues to grow their Niche Placement?

iF201 Session #12 Key - Social Media Postings and the Big Picture of Internet Marketing

Part 1: Social Media Postings, Narration Videos, and Blog Sharing
Time: 80' - 1:00 pm – 2:20 pm
The term Social Media Posting is changing more and more into Video Marketing. Most real estate professionals are still focused on selling or servicing the listing - not marketing the listing! Many agents are unaware that YouTube is the second largest Search Engine, as well as a Google+ Media Platform. This session will identify and address the most important activities agents must master in order to become recognized on Social Media.


Part 2: Your Real Estate Marketing Vision and Long-Term Internet Success
Time: 75' - 2:40 pm - 3:55 pm
You have just taken 72 hours of Live Real Estate Training with Kevin Ahearn and Key Yessaad, and are on the verge of completing the i-FAStTRAC Program; so what is the Big Picture of Real Estate Marketing for Successful Agents? How do Real Estate Agents master Web Services, Blogging, and SEO Marketing? How do agents consistently focus their endeavors on growing their business efforts and seamlessly nurturing their Prospecting Marketing?

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Important Copyright Notices ©1998-2014: The enclosed files, ideas, and videos are for the personal use of our paying i-FAStTRAC Brokers and their participating Agents. The information in this website is copyrighted and may not be shared, copied, reproduced, distributed, emailed, or played at any event or gathering without the expressed permission of the Real Estate Training Institute, Inc. and Real Estate Web Trainer, LLC. Unauthorized duplication of this program, book, handouts, or outline is illegal under international copyright law. No part of this Real Estate Training Program designed by Key Yessaad and Kevin Ahearn, may be reproduced, transmitted, transcribed, stored in a retrieval system or translated into another language in any form, by any means, without the written permission of the Real Estate Training Institute, Inc. and Real Estate Web Trainer, LLC. Please Respect all Copyrights. Your dedicated Real Estate Trainers Kevin and Key.