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Webinars

Interviews with Christopher Watkins, Real estate journalist

Keira Wiles talks with Christopher Watkins, Real Estate Journalist. The two discuss many topics such as the 6 things that successful negotiators do, common mistakes, top tips for negotiating offers, do’s and don’ts of listings and common objections from valuers.

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6 Traits of an Awesome Negotiator

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What common mistakes do negotiators make?

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6 top tips for negotiating the best offers

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What are the 3 R's of Estate Agency?

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What are the Do's and Don'ts of getting more listings

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What are 3 common objections valuers have from vendors?

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Understanding Behaviour and Building Rapport

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Cold Calling - Making The Perfect Cold Call

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Objection Handling - How to handle sales objections

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Questioning Skills

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Qualifying a buyer

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How to prepare like a professional

I am a first time client of Tony’s and made my point early on that I really wasn’t interested in training unless there was a commitment to tangible results. In the end, we agreed a fee on that basis and Tony was instructed to train 5 front line sales staff. Following on from the training, I saw an average 15% improvement in the lead conversion rate of my 5 sales people that attended Tony’s two day course. The anecdotal feedback I had from my staff was that Tony’s training provided them with practical, relevant skills that helped them improve their performance, rather than just blue sky thinking that works in a class room but not in the real world. I found Tony easy to deal with and passionate about his subject matter. But not just this, he made good on his commitment to produce tangible results, which is why I am now in discussions about rolling out a larger training course across the board.

We chose TMI Training Academy to train all our lettings negotiators, Managers and property management team because of their thorough understanding of our market. They have exceeded all our expectations and we have seen a significant increase in the number of viewings my team make and a massive improvement in their conversions. Their style is innovative, participative and a refreshing change to other training companies we have had in the past. The most important thing to us is that two months later our people are still using the techniques and we look forward to working with TMI Training Academy on a long term basis.

We met at the Academy for Chief Executives meeting in Durham earlier this week. Tony and I wanted to send our thanks for the insightful and incredibly simple changes we can make with our customer interactions and firmly believe the technique transcends industries.We thought I should share our first experience of using the ‘customer process’ with a new and potentially very important global aerospace customer to our business.It worked a treat ! In under 6 minutes, we had discovered everything from key names & contact details, wish versus need, suitability of product, budget and timescales.We bow to your genius and intend to implement this technique throughout the teams who interact with our customers (internal and external).

We were looking for “The Perfect speaker” to motivate and stimulate our sales and lettings franchise network and you delivered massively… I originally booked you upon receiving several recommendations from people who I trust and respect, so thought they can’t all be wrong…. I am delighted that they weren’t, In fact if anything you were even better than we could have imagined and hoped for and the teams are already asking when are you coming back! As we always say, first impressions count and within 3 minutes of your first session I decided that we needed to book you to do further training for the group. Top performer with clear, concise and very motivational content that we could all relate to. In summary If property people don’t listen and follow your advice, they are probably in the wrong profession.Thanks again and already looking forward to working with you again.

We were very impressed with the professionalism and enthusiasm that TMI Training Academy brought to the table. All our delegates thoroughly enjoyed the training and it is making a huge difference to our business. The creativity, motivation and attention to detail by the trainers transformed a difficult subject into something enjoyable and commercially successful. We will certainly be using TMI Training Academy in the future.

We chose TMI Training Academy due to their professionalism and understanding of our business. The training exceeded all our expectations, it was totally tailored around our needs and my team said it was the best sales training they have ever been on.

We hired Tony for Sales Training and he came up with a course that met our expectations and delivered the results which helped the sales team go from good to great. I would highly recommend Tony and Sales Doctors, for the methods they use, the cost effective nature of their offerings and above all the professionalism which they adopt every step of the way.

I was at one of your sessions around four years ago and you are truly inspirational. I have over 30 years experience in sales and I still benefited from your guidance and recall and use snippets of advice as I work .. every single day.

By far, one of the best investments I have ever made in my business. Since my Management Team put their new knowledge into practice, my Sales Teams call activity has increased dramatically, their conversions in getting packs back has almost doubled and my team seem the happiest they’ve been in a long time. My Managers love the fact they can call TMI Training Academy for advice, whenever is required.

I used the three F’s technique and managed to secure £25,000 for accommodation business, a long service awards ceremony and a pensioners dinner. The training was fab – I’m using it, my team are using it – we’re all fired up!

I just wanted to pop you a quick note to let you know how useful I have found the training. I have been trying to implement it in my daily work, I am finding it very helpful. I have the notes from the day typed up and before going into a call that I perhaps think there may be some difficulty with I read through the notes and get a quick plan together in my head. I really found the 6 components of success very motivating and use it as a bit of a pep talk to myself