Northmarq Associate Training

Course curriculum

  • 1

    Welcome and Orientation

    • Welcome

    • Content Schedule

    • Resources
  • 2

    What to Say to Prospects

    • Introduction

    • Comparison of Two Messages

    • Developing a Value Proposition

    • Executing your Strategy

    • Coach Question 1
  • 3

    Top of Mind Prospecting

    • A Video message (1:25) from your instructor

    • Why we need a Prospecting System (5:10)

    • What is the TOM Concept (6:59)

    • Applying TOM Prospecting to CRE (10:35)

    • Coach Question 2
  • 4

    Engaging the Prospect

    • First 30 Seconds (17:11)

    • The First 5 Minutes (8:30)

    • Coach Question 3
  • 5

    The 4 Mistakes

    • Welcome

    • What are the Four Mistakes? video lesson (9:03)

    • How to understand the Four Mistakes in CRE (10:28)

    • Using the 4 Mistakes Strategy with your prospect (13:04)

    • Four Mistakes - One Page Graphic

    • Coach Question 4
  • 6

    Handling Objections

    • Handling Misunderstanding (7:25)

    • Handling Skepticism (11:38)

    • Handling Indifference (12:36)

    • Coach Question 5
What would one more deal per year mean to you? Another $10,000? $50,000? More? Wouldn’t it be great to have all the tools and guidance you need to make one more deal in the coming year? You just found them.
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