1. Position and Marketing
2. Customer Service and Satisfaction
3. Selling, Presenting and Negotiating
4. Prospecting and Lead Management
5. Systems, Delegation and Technology
6. Goal Setting, Planning and Time Management

The Agent Productivity Training (APT) Series was developed specifically for Keller Williams Associates by Dave Jenks and is based on the input of top producing Sales Associates from around the country. This series focuses on the primary elements of real estate sales success.

1. Positioning and Marketing

This session teaches participants how to build a unique marketing strategy that will set them apart from the competition, and create a positive and memorable image in the minds of their prospects. Attendees are involved in hands-on exercises. They leave the program with a fully developed marketing plan that is targeted, powerful and cost-effective.

2. Customer Service and Satisfaction

This module is designed to increase awareness of what really matters to real estate buyers and sellers. Timely and relevant examples from other industries are explored and applied to real estate. Participants learn techniques for measuring customer satisfaction and delivering value-added service.

3. Selling, Presenting and Negotiating

Beginning with the fundamental steps of selling, this module teaches the techniques of effective and efficient sales presentations and direct prospecting. Tailoring communications to different customer styles, overcoming objections and negotiating win-win agreements are learned in hands-on, experiential exercises.

4. Prospecting and Lead Management

Success in real estate is determined by the ability to find people who need to buy or sell a home. This workshop focuses on where to find them, how to reach them at the right time and how to gain their business. Scripts and dialogues are presented and practiced for all methods of prospecting. A high priority is given to developing an automatic lead management system.

5. Systems, Delegation and Technology

Top production cannot be achieved without learning to organize and share the work. This module covers all aspects of systems development, contract-to-closing coordination, customer data-base systems, accounting and financial management, the recruiting and selecting of effective assistants and the use of vendors as members of your business team. In addition, the workshop covers the latest ideas in using computers and telecommunications technology, including doing business on the Internet.

6. Goal Setting, Planning and Time Management

This final APT module takes a practical look at the art of goal setting and the science of time management, as they apply to the real estate business. It focuses on strategic thinking, action planning and the concept of Dollar Productive Activities. Participants will learn to schedule ideal days, weeks and months, and to track activities, outcomes and results. In addition, ideas are shared on managing stress and achieving balanced life.

In its first year, APT sessions were attended by hundreds of Keller Williams agents. They rated our training as a 9.4 on a 10-point scale and strongly recommended it to both new and experienced associates. It was noted for its practicality, ease of use and motivational power. As one agent put it, "you just can't get this level of training without spending a whole lot more money."

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