Our library is a compilation of our 30+ years in the real estate sales, training, and coaching arena.
Itâs a comprehensive list of available courses spanning a multitude of topics relevant for companies, sales trainers/managers, and individuals in the real estate industry.
Whatever your educational needs â from acquiring new skills for your salespeople, your leadership team, or for yourself, rest assured that Hyland Academy has exactly what you need. Weâre also able to customize training programs if your needs fall outside of our current library of offerings.
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HYLAND ACADEMY’S SIGNATURE COURSE:
Mastering Sales Excellence (using Octagon Critical Thinking)
If there is any ONE class you should invest in for your sales team or yourself, this is the one.
This overarching 2-DAY COURSE helps salespeople create a dynamic, customer-focused presentation that builds trust, confidence, and connectivity with every prospective buyer, using the discipline we call OCTAGON CRITICAL THINKING.
This strategic way of serving buyers helps to uncover buyer hot buttons by using well-crafted interview/conversational techniques. This course also offers high-level closing techniques, as well as training on follow-up and follow-through, and personalizing every connection â even after the initial conversation.
Attendees receive a total of 12 hours (two, six-hour days) of live instruction, broken into 6 critically important segments: Rethink, The Approach, Fact Finding, Personalized Linking, Handling of Objections, and The Close. Additionally, segments 7-8, Follow-up and Action, have been pre-recorded, providing on-demand learning after the live course has been completed.
** We also offer an additional option for NEW CONSTRUCTION: Add a half-day on Day 3, where Susan will take students on a site visit to demonstrate and practice many of the skills they’ve learned during Mastering Sales Excellence.
ADDITIONAL COURSES TO TAKE YOUR SALES TEAM TO THE NEXT LEVEL
This is our mix & match menu of one-day and half-day courses. You can select a full-day course, select two topics for a full day of training, or select one topic and add in a half-day of fun, interactive team-building exercises. We can also customize a training day for you, based on your specific needs. Not sure which courses make the most sense for your team, right now? Give us a call and let’s talk about what’s going on in your market so that we can structure something that’s perfect for your current needs.
LEAPFROG YOUR COMPETITION
âLeapfrogâ as we like to call this class, focuses on the value of knowing and understanding the current market, knowing your competition, and how to positively position yourself as a leader in the industry. We explore how to rethink strategy over conventional wisdom, boost your presentation with higher-level knowledge, create a game-plan that leads to more prospects and more sales, and ultimately grows your bottom line by leaps and bounds.
WHEN THE GOING GETS TOUGH, THE TOUGH GET GOING
Market shifts are part of the cycle of real estate, and nobody knows how to work through them better than Susan, who has worked in 18% interest rate markets and through economic recessions. The key to successfully navigating shifting markets is in the preparation, the skills, and the tools, but most importantly the MINDSET of the sales team. Confidence is king, and Susan knows exactly how to instill it in every salesperson – whether they’re brand new or a seasoned veteran.
CAN I HAVE 5 MINUTES? (NEW CONSTRUCTION)
With high volume traffic, itâs important that we quickly determine who to spend our time with. By using a purposeful questioning technique, this course teaches how to triage traffic to discover top prospects – those people who are highly likely to work with their salesperson, negotiate a contract and successfully close the sale.
CREATIVITY AND THE BRAIN
Learn how to unlock the power of creativity and marry the logical/analytical and creative sides of your brain for high performance sales. Become your own therapist and challenge the way you perceive your buyers, your product, and your builder.
360-DEGREE LEARNING: A FULL CIRCLE
This is an evolutionary (not revolutionary) educational process. With a focus on knowledge gained in the sales journey, students must realize that to be fully engaged they must do a 360-degree evolution. At first itâs about the fun and challenge of learning to sell. But at one point it evolves into the money that can be made. After that, itâs an enjoyable ride, learning different sales strategies and techniques that will consistently take them to the next level of performance and allow them to see the fruits of their labors.
DEALING WITH DIFFICULT CUSTOMERS
This workshop teaches you how to identify, manage, and resolve difficult customer situations before and after the sale, communicating in a professional manner while preventing broken trusts. Youâll learn to align expectations and establish renewed relationships based on delivered promises and effective follow-up. Providing excellent customer service means strong relationships and creates a base of satisfied customers who happily refer friends and family.
High Definition Selling (New Construction)
In a challenging market where there is little to positively position one builder and community from another, this program is designed to teach salespeople how to create a memorable presentation with clear objectives and negotiating skills. From the pre-planning of the presentation to the use of effective and efficient follow-up and grass roots strategies, High Definition Selling encourages salespeople to distinguish themselves, their builder, their product, and their communities.
Goal Setting
âIn order to succeed, you must first know where youâre going.â It doesnât matter whether youâve got years of experience under your belt, or youâre new to the sales arena â the time spent setting out goals, and then building out the roadmap to reach them, is a critical piece of being a savvy business owner. In this class we explore the mindset needed to envision the most important goals, the interplay between goals in every aspect of our lives, and then how to take each goal and strategically create a plan â i.e. a roadmap â to successfully accomplish each one of them. This is a terrific class for executive teams, sales teams, and individual salespeople.
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