TB of TBConsults had the honor of working with Irene through one on one coaching.
Irene was already successful in her career, so we set out to refine
some of her business practices. Since she is ‘commission only’,
she wanted a system that would help her clearly explain the value she
brought to her customers. In turn, she wanted to become very
comfortable talking about her commission rate based on that value. Here
are the results.
“You always gave more
than expected. You helped me expand my abilities and opened me to
more possibilities. I was able to recognize a 12% increase in my
annual revenue because of our coaching sessions. That represents
almost $18,000! Thank you for your enthusiasm, your wisdom and
your direction. I am forever grateful for all of that.”
Irene
In
sales, prospecting and building relationships is the foundation to
success, no matter what the business or the product being sold.
One critical prospecting technique is to contact people in a
salesperson’s sphere of influence. However, most training does
not teach salespeople how to get out of their own way to make those
calls. Then, once someone is ready to make the calls, most aren’t
taught what to say. TBConsults was asked to create a course that
taught just that. One student was not making any phone
calls to her sphere of influence, none. She now is making calls
because:
"I don’t have to always ‘sell’
everyone I talk to. It is important that they know they are in my
thoughts and that I care about them." - Pat
Here is what one other student had to say.
Thanks
for the class today! What a relief from the ever present guilt of
not contacting my favorite people! You can benefit so many by
what you teach. If you think about the impact you can make on
each salesperson that you touch, and the following impact that each one
of them can make on their clients …. WOW! That pebble in the pond
grows exponentially! You totally rock!! - Gina
During a 3 hour training session,
the topic of pricing a product to sell was heavily covered. The
pricing topics included educating the seller and engaging them in
determining the appropriate price. Out of 39 products studied, 22
were not priced accordingly in order to garnish a sale. The
attendees were taught how to help the sellers move to a much more
conducive sales prices. Then, they were chartered with a
challenge. The attendees had 30 days to get their sellers to
reconsider their price point. 22 of the 39 moved to an
appropriate price within the 30 days, and within 90 days, 9 out of the
22 were sold.
A
real estate organization asked TBConsults to create a training program
that would help agents increase their level of activity and therefore,
their production. A 6 week training course was created and the
program is now fondly referred to as Extreme Agent Makeover.
Thirty two agents signed up and attended the classes.
Here
are the staggering statistical results from that 6 week program.
Prospecting calls increased 200% and contracts signed increased by
152%. Now, let’s hear what some of the agents had to say
personally about their experience.
"I doubled my listing inventory and picked up 8 active buyer prospects."
- Theresa
"Extremely
beneficial! Helped me really focus on the "important stuff" both
for business and personal life." - Winnie
"It was fabulous. What I found the most beneficial were the 75 Makeover Moments." - Terri
"This was definitely money and time well spent." - Brad
As
for the real estate company that hired TBConsults, it was so pleased
with the results, that we were asked to present it again so that
another group of agents can participate!
TBConsults was commissioned to write, produce and present a class
for salespeople to help buyers buy. With the idea that there are
plenty of buyers, the course presented techniques, scripts and dialog
that could be used to help buyers ‘get off the fence”. Here is
one of the attendee’s success stories that evolved within 26 days of
her attending the class. She had been working with 3 buyers, one
for two months, one for three months and one for five weeks.
Within days of taking the class, she put all 3 buyers under
contract. And one of the buyers became a seller too. Inside
1 month, she put $804,000 of sales production on account representing
over $30,000 in commissions!
"Thanks
so much for your class on Wednesday. Everything you said
worked. I got them off the fence. Theresa, thanks for being
such a great example and excellent teacher. I look forward to
more classes with you." - Patti
TB of TBConsults led a goal setting training session followed by a 90 day Mastermind Group
program. The group met weekly to share their progress of
obtaining their goal and to network and support each other in doing
so. There were 17 participants and outstanding results.
Here is one success story that demonstrates the power of goal setting
and accountability.
Judy’s goal was to
spend 2 nights and 3 days in a penthouse condominium on the beach in
Rocky Point, Mexico with John, her husband. She wanted to pay
cash for the entire trip, so part of her goal was to set aside the
money to be able to do that. Judy accomplished her goal, spent
the time exactly how she wanted to on the beach, had cash left over and
booked her next trip to Rocky Point before she even got back to the
United States.
But that is only part of
it. Judy came away with a different mindset, one that fostered so
much more than achieving just one goal. Judy runs two
businesses. She experienced increased business in both of them
while being able to take time off and go on a short vacation. She
is generating new business ideas and is so energized that the last time
a group of us got together, I heard someone say they just wanted to be
around her so that her enthusiasm would rub off on him! Here are
Judy’s comments.
"What helped me achieve
my goal was having it in writing and understanding why I was going for
it, my WIIFM. Then having the action plan in writing and having
to report my progress to the Mastermind Group. But this is just
the beginning. I plan to use this method for several more
goals! Theresa always makes everything seem so simple and
natural. If I follow what she has taught me, this will be simple
and natural for me too." Judy
TB
of TBConsults presented a 2-day course on selling to the luxury home
market. This course enables Realtors© to receive a special
service designation to that clientele. The material covers
demographics, buying patterns and habits and how to market oneself
taking all of this into consideration. Theresa is the only
certified instructor residing and teaching in Tucson, Arizona.
Here is a testimonial from one of the students.
"After
the class I’ve been in these last two days, I am READY! Theresa
is a fantastic instructor! She was very knowledgeable about the
subject and her delivery was exceptional. Kept my attention 100%
of the time. A great “edutainer”!" - Barbara
FUSE COACHING
FUSE Coaching
is exclusive to TBConsults. It was developed by Theresa to make
certain that the focus of coaching remained solely on what is important
to the client and that the client can recognize the power of that focus
as well.
TBConsults FUSE Coaching . . .
Helps you…
Focus on what you want,
Understand why you want it
See how to get it
Then …
Encourages you to achieve it!
Here are the comments TB received in an email from one of her coaching clients.
"I
feel like I am once again starting to live my dreams. The
volunteering is a piece of my being in balance, but there is so much
more. Like the budget sheet, and reading, travel, being with family
& friends, good health, yoga, meditation, walking. I
have put all of these back in place and in perspective. And as you
know, next on my list is having systems. Thank
you." Dale
“I
got the contract! I would not have chased this dream if you did
not come into my life and help me believe that I can do anything as
long as I believe in myself. Thank you so much from the bottom of
my heart. May you continue to inspire many more people.” -
Melissa
“I had a successful
appointment today. Spent several hours practicing what we went
over. It was a huge help and it worked out great! The
clients are now priced exactly where they should be!” - Tom
“I
am getting ready for my open house today and wanted to thank you …
Because of you I actually look forward to doing them. What a
transformation! As I talk with clients and prospects, review and
work my business plan, talk about my goals with others and even plan my
day, I keep in mind what you have taught me. The time you spent
coaching me has made such an important difference in my business.
I am so excited! Thank you.” - Lisa
“Thank
you doesn’t begin to express my appreciation for all that you have done
for me. Your ability to understand me and how I want to approach
my business was invigorating. It was the first time someone
wasn’t preaching ‘the formula’. You helped me make it work for my
life, my family. You are a gifted teacher and mentor.” -
Mary Pat
“Thanks for all your encouraging
words. I have taken the first step! The room is booked and
the process is underway. I’ll keep you posted. 2008 is
going to be great!” - Lonnie
Keynote Speaking and Training Testimonials
“Thanks
again for the awesome session yesterday. I always learn so much
from your classes, and really appreciate both your knowledge, and your
captivating and entertaining way of presenting information. Most
of what you say rings true to my bones with what I believe. I
think you are an extremely gifted teacher.” - Casey
“Thanks
for another thought provoking training class this morning. I
always get a lot out of your classes. …I’m a serious student and
expect a lot out of instructors. You consistently deliver.”
- Julie
“I just wanted to thank you for
the time you took to speak with me after your class yesterday. I
hope you can tell, I always enjoy your classes tremendously – your
enthusiasm, energy and insights.” - Edwin
“You
always are up, dynamic and on task. You gave me a system that is
user friendly and quick! Thank you.” - Anonymous
“You WOWed us today! Thank you.” - Rene
"I
believe you are one of the most positive people I have ever met!!
I’m glad I took the class and had the opportunity to meet you.
Thank you for the class, your wisdom and your positive shoulder.
You’re great!" - Mimi
"I
have to tell you what I told my husband about you. Throughout my
12 years of basic schooling, 4 years earning my Bachelor’s, 3 years
earning my Master’s, and the extensive list of the real estate classes
I have taken, you are hands down the most talented and inspiring
teacher I have ever experienced. You have a gift…the gift to
inspire others to believe so deeply in themselves that they clearly
understand there are no limitations." - Gina
Phone/Fax: 520-290-6229 Cell: 520-631-4537
120 S. Houghton #138-128 •
Tucson, AZ 85748 TheresaB@TBConsults.com
Copyright 2008. All Rights Reserved. TBConsults LLC.
