Affiliated Core Academy

CORE Academy

Provided By: Learning & Development learning.development@c21affiliated.co

Coaching On Real Estate Congratulations on earning your Real Estate License. We are thrilled that you chose Century 21 Affiliated as your Brokerage.

ENROLLMENT

Agents that are new to the business that partner with CENTURY 21 Affiliated are automatically enrolled in the next 8-week training session following their starting month.

EXPECTATIONS

Agents that are enrolled in the program will receive a commitment pledge that will spell out the expectations, consequences & compensation for completing the entire program.

INSTRUCTORS

Learning & Development agent training specialist Wendy Dalgety & Mary Lenz will host each session. Certain modules will have subject matter experts that will attend as guest speakers.

NOTIFICATIONS

Students will receive notifications throughout the 8-week training session. Each week the they will receive notification with a link to that week’s training module, any course preparation, tasks & goals.

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

CORE Curriculum

In order to get your career in Real Estate started, we offer an eight-week sales training course that will be held live once a week. You will be given tasks to complete each week and in the live sessions we'll discuss results and next steps. Some of the tasks will need to be completed in the real world, which will allow you to put into practice what you have learned . This course is designed to be an open discussion and you will be expected to be an active participant.

Module 1 | Database

Module 2 | Comparative Market Analysis (CMA)

Module 3 | Open House, Expired, FSBO, Farming

Module 4 | Social Media

Module 5 | Buyers

Module 6 | Sellers

Module 7 | Leads

Module 8 | Business Planning

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module One | Database

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this kick-off meeting, we will set out expectations and the commitment required from you to be successful. We will be working with your contacts template and introducing you to our CRM (Customer Relationship Manager) MoxiEngage. We will also be introducing MoxiImpress and creating an announcement for you to share with your SOI.

Preparation

Complete the videos provided in Module 1 Complete courses in Knowledge Management Hub Download a copy of the following resources Jared James CORE 100 Jared James CORE 100 Script Memory Jogger Contact Import Template To be best prepared for the live session, please have the following completed.:

Remarks

Notes

‘A database is a systemized collection of contact that can be easily accessed and organized for speed of search and retrieval for infinite prospecting and marketing activities’

DATABASE

MoxiEngage

‘Your sphere of influence is essentially a list of people. This list could be quite substantial. It consists of all the people who know you, both professionally and unprofessionally, and who may present an opportunity for word of mouth marketing, a referral, or even direct business.’

Memory Jogger CSV Templates SPHERE OF INFLUENCE (SOI)

Follow the links provided in the email to access the course preparation and tasks. You will need access 21Online, MoxiWorks, and the Knowledge Management Hub (KMH). If you cannot access, please contact Learning.Development@c21affiliated.co

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module One | Assignments

Preparation Tasks Videos to complete prior to session

Start with Why - How Great Leaders Inspire Action | Simon Sinek CENTURY 21 | What Advice Would You Give To Your Younger Self? Core 100 For Coaching Students | Jared James

Knowledge Management Hub Courses

Jared James Blueprint | Introduction Jared James Blueprint | Personal Blueprint Courses to complete prior to session | Century21affiliated.learnupon.com

Jared James Blueprint | Financial Blueprint Jared James Blueprint | Networking Blueprint

Resources

Jared James CORE 100 Jared James CORE 100 Script Memory Jogger

Contact Import Template Script for Family & Friends 150 Ways to Build your Database

Add at least 50 people to your Database Ongoing Goal - Add 3+ people to your Database per week Module OneTasks

Block off time to call 5 contacts per day to let them know you're in Real Estate Send out 3 personal notes each week to your contacts (SOI) Practice scripts daily (15 - 20 minutes) Real World Implementation

Knowledge Management Hub Courses

MoxiEngage Getting Started MoxiImpress Getting Started Century21affiliated.learnupon.com

Agent Rally | Prospecting 101 w/ Mary Beth Holt

SOI Goal Projector Bookmark - Agent Scripts Library CENTURY 21 University Courses 21Online.com Log into MoxiWorks Access MoxiEngage > Add yourself as a contact 21Online | MoxiWorks 21Online.com

MoxiEngage > Add Neighborhood News Subscription Access MoxiImpress > Create an announcement

Database Strategy 1 Moxi Videos Tasks | Provided in Module 1

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Two | CMA

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview This session we will be looking at CMA's (Comparative Market Analysis) and what role they play in our prospecting. We will introduce you to MoxiPresent and how to create a CMA. This session will also introduce the 30 CMA's in 30 Days exercise.

Preparation

To be best prepared for the live session, please have the following completed.

Module 1 Tasks completed Access to MoxiWorks

Add yourself as a contact in MoxiEngage Subscribe yourself to Neighborhood News Create an announcement in MoxiImpress

Contacts added to CSV Complete MoxiEngage & MoxiImpress courses in Knowledge Management Hub

Remarks

Notes

‘A comparative market analysis (CMA) is an in-depth report on a home's current value’ Informs homeowners what their home is worth in the current market, and helps homebuyers purchase at good value

It's prepared by real estate professionals by examining the sale prices of similar properties in the area. COMPARATIVE MARKET ANALYSIS

Complete 30 CMA's in

Prospecting tool 30 CMA'S IN 30 DAYS

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Two | Assignments

Preparation Tasks Tasks to be complete prior to session

Knowledge Management Hub | Module 1 Tasks Complete MoxiEngage Getting Started Complete MoxiImpress Getting Started

Access to MoxiWorks Add Contacts to CSV Template

Added Yourself to Neighborhood News Created an Announcement in MoxiImpress

Create a CMA using your own home or a friend/family members home Start 30 CMA's Module Two Tasks

CMA Demo by MoxiWorks Video Task | Provided in Course

Research a home and create a CMA > Follow up with homeowner Real World Implementation

Knowledge Management Hub Courses

MoxiPresent Getting Started Century21affiliated.learnupon.com

CENTURY 21 University Courses 21Online.com

Practice a CMA Agent Script Library Creating Dynamic CMA's - MoxiWorks

21Online | MoxiWorks 21Online.com

Log into MoxiWorks Access MoxiPresent > Create a CMA

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Three | Prospecting

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson, we will be recapping the information that was covered in the previous session, review any questions or concerns on CMA’s. Start the discussion on open houses, circle prospecting, farming, FSBO, and expired listings. We will also discuss the importance of scripts and why we use them.

Preparation

Assignments completed from Modules 1 & 2 Completed Module 3 Preparation Tasks Research 1 Expired Listing Watch videos from Module 3 Preparation Tasks Completed Module 3 courses in the Knowledge Management Hub & C21 University completed Question or concerns from CMA Question or concerns from attending Open House To be best prepared for the live session, please have the following completed:

Notes

Remarks

‘Open House is when a homeowner and their real estate agent invite the general public to view the property'

OPEN HOUSES

'A property being sold by the owner without an agent'

FOR SALE BY OWNER (FSBO)

'A property that did not sell within the contractual time'

EXPIRED LISTINGS

'Calling people within a particular geographic area and asking them whether they are thinking of moving'

CIRCLE PROSPECTING

'The practice of choosing an area and continuing to stay in touch with residents within the area'

FARMING

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Three | Assignments

Preparation Tasks Research 1 Expired Listing | Find Owner Information Explore WHY the Expired Listing may not have sold Tasks to be complete prior to session Knowledge Management Hub Courses

Open Houses C21 University FSBO C21 University Videos to complete prior to session

Jared James Blueprint | Open House Jared James Blueprint | Lead Creation Course to complete prior to session | Century21affiliated.learnupon.com

CENTURY 21 University Courses Courses to complete prior to session | 21Online.com

Lisa Tanjuatco Expireds Video Agent Script Library

Module Three Tasks

Call 1 For Sale By Owner (FSBO) Decide on Farm area and preview 3 homes in that area Call 1 Expired

Research 1 Expried and 1 FSBO and find seller contact details | Explore why listing did not sell Preview 3 listings in your Farm Attend 3 open Houses Real World Implementation

Resources

CENTURY 21 University Courses 21Online.com FSBO Script Expired Mailing Non Traditional Template

Expired Mailing Template Geographic Farming Analyzer

Faming Factors Virtual Lead Gen: Farming

Confirm you have at least 50 people to your Database [Reference Module 1] Ongoing Goal - Add 3+ people to your Database per week [Reference Module 1] Block off time to call 5 contacts per day to let them know you're in Real Estate [Reference Module 1] Send out 3 personal notes each week to your contacts (SOI) [Reference Module 1] Practice scripts daily (15 - 20 minutes) [Reference Module 1] Research a home and create a CMA > Follow up with homeowner [Reference Module 2] Continue 30 CMA's in 30 Days [Reference Module 2] Ongoing Goals

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Four | Social Media

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co Isaiah Hernandez | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson, we will be looking at Social Media this week and which platforms are the most successful. We will discuss what content is the most popular and where to find it., when and how much you should be posting. Preparation

Assignments completed from Modules 1 - 3 Completed Module 4 Preparation Tasks Follow successful Real Estate agent on Social Media Audit your digital presence Watch videos from Module 4 Preparation Tasks Completed Module 4 courses in the Knowledge Management Hub Question or concerns from Prospecting session To be best prepared for the live session, please have the following completed:

Remarks

Notes

The means of interactions among people in which they create, share and/or exchange information in virtual communication

SOCIAL ACCOUNTS

Promote lets you create Facebook Audience Network and Google Display Network ad for your listings

MOXIPROMOTE

Build your ad quickly choose from one-time or recurring ads

The CENTURY 21® Social Ad Engine is a robust platform for local social ads. It’s designed to support relentless agents like you.

SOCIAL AD ENGINE

Adwerx offers online advertising for CENTURY 21 systems with digital tools that are affordable, effective and accessible to everyone

ADWERX

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Four | Assignments

Preparation Tasks

Follow successful Real Estate agents on Social Media Audit your Digital Presence Tasks to complete prior to session

Videos to complete prior to session

Let's Get Social Part 1 Let's Get Social Part 2

Let's Get Social Part 3 Let's Get Social Part 4

Knowledge Management Hub Courses

Jared James Blueprint | Social Media Blueprint Course to complete prior to session | Century21affiliated.learnupon.com

Create FaceBook Business account Select preferred Social Media accounts Module 4 Tasks Knowledge Management Hub Courses

Your Social Media Questions Answered Agent Rally | Improving Your Social Medias - How are you getting Social? Lauren Johnson Century21affiliated.learnupon.com

Add agent announcement to all your social media accounts (try video) Real World Implementation

Ongoing Goals

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Five | Buyers

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson on Buyers, we will work through what a buyer presentation / consultation involves. How to prepare you for a buyer consultation. Use the MoxiWorks product MoxiPresent to create a buyer tour. Our guest speaker will provide tips and tricks on best practices when working with buyers.

Preparation

Assignments completed from Modules 1 - 4 Completed Module 5 Preparation Tasks Complete courses in the Knowledge Management Hub Complete courses in C21 University Download resources from Module 5 Preparation Tasks Question or concerns from Social Media session To be best prepared for the live session, please have the following completed:

Remarks

Notes

'A Buyer is a customer who is financially capable of purchasing a home, willing to follow your systems, and committed to purchasing through you.'

BUYER

A Buyer Presentation is one you use after you get a guaranteed meeting with a client.

BUYER PRESENTATION

A Buyer Consultation is useful to clarify the home buying process, and set the expectations on both sides.

BUYER CONSULTATION

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Five | Assignments

Preparation Tasks Tasks to complete prior to session

Knowledge Management Hub Courses

Working with Buyers The Buyer Consultation Courses to complete prior to session | Century21affiliated.learnupon.com

CENTURY 21 University Courses Courses to complete prior to session | 21Online.com

Develop Your Value Proposition The Buyer Consultation Resources Buyer Presentations (Mike Ferry) Affiliated Buyer's Guide

Buyer Questionnaire C21 Buyer Survival Toolkit C21

Virtual Buyers C21

Practice a presentation with a friend/colleague Conduct a Buyer Interview / Consultation Tour a property with a buyer Real World Implementation Resources Working with Buyers Participation Guide Download - Working with Buyers Participation Guide PDF Create a Buyer Packet Module 5 Tasks

Ongoing Goals

Confirm you have at least 50 people to your Database [Reference Module 1] Ongoing Goal - Add 3+ people to your Database per week [Reference Module 1] Block off time to call 5 contacts per day to let them know you're in Real Estate [Reference Module 1] Send out 3 personal notes each week to your contacts (SOI) [Reference Module 1] Practice scripts daily (15 - 20 minutes) [Reference Module 1] Research a home and create a CMA > Follow up with homeowner [Reference Module 2] Research 1 Expried and 1 FSBO and find seller contact details [Reference Module 3] Preview 3 listings in your Farm [Reference Module 3] Attend 3 open Houses [Reference Module 3] Agent Announcement on Social Media [Reference Module 4]

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Six | Sellers

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson, we will be looking into working with sellers. Why are listings so important, how do you do a listing interview and presentation, should you do a pre-listing packet? We will discuss the entire process from start to closing.

Preparation

To be best prepared for the live session, please have the following completed:

Assignments completed from Modules 1 - 5 Completed Module 6 Preparation Tasks

Complete courses in Knowledge Management Hub Watch video from Module 6 Preparation Tasks Download resources from Module 6 Preparation Tasks Question or concerns on Buyer Packet / Presentations

Notes

Remarks

'A seller is someone who sells or has agreed to sell. In financial markets, a seller is a party that offers an asset they own or hold for purchase by someone else.'

SELLER

A Listing Presentation is your pitch to a prospective seller to represent them in the real estate transaction

LISTING PRESENTATION

A robust document that provides all the details a seller would want to know about you and how you plan to sell their home.

PRE-LISTING PACKET

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Six | Assignments

Preparation Tasks Video to complete prior to session Reasons to get Listings Knowledge Management Hub Courses

Jared James Blueprint | 10 Ways to get Listings Jared James Blueprint | Listing Presentation Blueprint Courses to complete prior to session | Century21affiliated.learnupon.com Resources Affiliated Seller's Guide CMA Presentation (Mike Ferry) Handling Objections Seller Scripts

Listing Plan of Action Script (Mike Ferry) Pre-Listing Questions & Script Go List 3 Ways to Remember

Knowledge Management Hub Courses Shadow an Agent on Listing Appointment Practice a Listing appointment with a friend/colleague Real World Implementation Create a Listing Presentation > MoxiWorks > MoxiPresent Module 6 Tasks

Tour Comparable Properties Order Yard Signs

WEBINAR | Virtual Go List (6 modules) Century21affiliated.learnupon.com Listing Presentation w/ Kevin Mills Video The Language of Listings Video CENTURY 21 University Courses 21Online.com

Listing Presentation Starter Kit Ultimate Listing Machine: Scripts & Skills

Ongoing Goals

Confirm you have at least 50 people to your Database [Reference Module 1] Ongoing Goal - Add 3+ people to your Database per week [Reference Module 1] Block off time to call 5 contacts per day to let them know you're in Real Estate [Reference Module 1] Send out 3 personal notes each week to your contacts (SOI) [Reference Module 1] Practice scripts daily (15 - 20 minutes) [Reference Module 1] Research a home and create a CMA > Follow up with homeowner [Reference Module 2] Research 1 Expried and 1 FSBO and find seller contact details [Reference Module 3] Preview 3 listings in your Farm [Reference Module 3] Attend 3 open Houses [Reference Module 3]

Agent Announcement on Social Media [Reference Module 4] Create Buyer Tour & Packet in MoxiPresent [Reference Module 5] Create Listing Presentation in MoxiPresent [Reference Module 5]

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Seven | Leads

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson, we are going to be discussing all things Leads, and concentrating on Leads Management. Once you receive a lead, what then? How do you follow up and what best practices to follow.

Preparation

Assignments completed from Modules 1 - 6 Completed Module 7 Preparation Tasks Watch videos from Module 7 Preparation Tasks Complete course in C21 University To be best prepared for the live session, please have the following completed:

Notes

Remarks

'A potential sales contact, individual or organization that expresses an interest in your goods or services.'

LEADS

LEAD SOURCES

Door knocking Cold Calling Direct mail Past Clients FSBO Listings Expired Listings Former Coworkers

Social Media Marketing/Advertising Traditional Marketing/Advertising Open Houses Brokerage Provided Programs Purchased Leads

CENTURY 21 AFFILIATED LEAD OPPORTUNITIES

Opcity Emily Matthews Relocation

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Seven | Assignments

Preparation Tasks Video to complete prior to session C21 University Lead Generation Follow Up is in the Details

Client for Life CENTURY 21 University Courses Course to complete prior to session | 21Online.com

Add a campaign to a contact > MoxiWorks > MoxiEngage Module 7 Checklist Discuss Affiliated lead generation options with your Team Leader Real World Implementation

Ongoing Goals

Agent Announcement on Social Media [Reference Module 4] Create Buyer Tour & Packet in MoxiPresent [Reference Module 5] Create Listing Presentation in MoxiPresent [Reference Module 5] Shadow an Agent on Listing Appointment [Reference Module 6] Tour Comparable Properties [Reference Module 6] Order Yard Signs [Reference Module 6]

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Eight | Your Business

Wendy Dalgety | Learning.Development@c21affiliated.co Mary Lenz | Learning.Development@c21affiliated.co

Course Instructor

Lesson Overview In this lesson, we will be discussing how in order to be successful, you will need to run your business like a business. You should have a business plan and goals, and a strategy to reach those goals.

Preparation

Assignments completed from Module 1 - 7 Completed Module 8 Preparation Tasks Watch videos from Module 8 Preparation Tasks Download Annual Budget document Complete courses in Knowledge Management Hub Questions or concerns on Leads session To be best prepared for the live session, please have the following completed:

Remarks

Notes

'A document that outlines your comprehensive strategy to grow your real estate business.'

BUSINESS PLANNING

The purpose of a business plan is to establish your plans. Include your goals or milestones alongside detailed steps of how your company will reach each step.

BUSINESS PLANNING PURPOSE

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

Module Eight | Assignments

Preparation Tasks

Task to complete prior to session Complete "Annual Budget" document

Video to complete prior to session C21 | What is the Biggest Lesson You've Learned?

Resources

Day 1-4 Building the Business YOU Deserve Workbook

Annual Budget * 2021 Business Plan

Jared James Blueprint | Financial Jared James Blueprint | Business Structure Knowledge Management Hub Courses Course to complete prior to session | Century21affiliated.learnupon.com

CENTURY 21 University Courses 21Online.com Put your business plan into action! Real World Implementation Set your GCI Goal > MoxiWorks > MoxiEngage Create a Business Plan Module 8 Checklist

Goal Projector

Ongoing Goals

Confirm you have at least 50 - 100 people to your Database [Reference Module 1] Ongoing Goal - Add 3+ people to your Database per week [Reference Module 1] Block off time to call 5 contacts per day to let them know you're in Real Estate [Reference Module 1] Send out 3 personal notes each week to your contacts (SOI) [Reference Module 1] Practice scripts daily (15 - 20 minutes) [Reference Module 1] Research a home and create a CMA > Follow up with homeowner [Reference Module 2] Research 1 Expried and 1 FSBO and find seller contact details [Reference Module 3] Preview 3 listings in your Farm [Reference Module 3] Attend 3 open Houses [Reference Module 3] Agent Announcement on Social Media [Reference Module 4] Create Buyer Tour & Packet in MoxiPresent [Reference Module 5] Create Listing Presentation in MoxiPresent [Reference Module 5] Shadow an Agent on Listing Appointment [Reference Module 6] Tour Comparable Properties [Reference Module 6] Order Yard Signs [Reference Module 6] Discuss Affiliated lead generation options with your Team Leader [Reference Module 7]

LEARNING & DEVELOPMENT | AFFILIATED CORE ACADEMY

CORE Academy

Provided By: Learning & Development learning.development@c21affiliated.co

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