12 CPD Points for real estate agents/sales people...

The Secret to Winning New Listings

A step-by-step five week course to take your career to the next level


Please click play to enjoy this webinar containing our 30 day sales and marketing plan ...

Are you finding this video lesson valuable? There is a lot more value to be found in the coming weeks of this five week course. Enrol now now and gain your 12 CPD Points

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Why are Branch Managers & Principals recommending this five week course?

“​Every salesperson should do this course...”

“Every sales person should do this course. I sent a 30 year sales veteran from my team and the course totally reinvigorated him to connect with his database and build upon his past success.


Ken teaches a sound approach we all need to apply. I have personally experienced his sales approach first hand. After Ken cold called me and the following day gave me a 30 minute pitch - I gave Ken a credit card payment for $4620.00 - that was within our first meeting.


Ken knows how to structure a compelling pitch which is why my staff have done Ken’s course. I will be sending more sales people to this course now that I know the course is worth the investment!”

Darren James - Branch Manager

Barfoot & Thompson Browns Bay, Auckland, NZ

“This is what we should all be doing......"

"Ken takes what we should all be doing and gives you a simple step-by-step program to make it happen quick smart. He guides you each week with the Help-desks. Why more of us aren’t doing what he teaches is a real shame – as it just makes sense.


I will never forget the cold call I took from Ken that had me signing up for his 12 month marketing program in under 45 minutes. I have sales people cold calling me everyday and the different approach Ken took to selling made the decision to take this course - any easy one! "

Graeme Schnider - Principal 

Raine & Horne Young, NSW, Australia

“​This course gives you the tools to get new listings..."

"We have been using Ken's marketing system for three months which has produced new listings which have led to sales, so when his course became available we knew his methods worked and have learned a great deal over the past five weeks - I am happy to recommend this course."

Richard Baker - Principal 

Edge Real Estate, Wkatane, NZ

As I've been running public training workshops for real estate agents and salespeople over many years, to get a feel for my approach to training you can listen to some comments from three real estate Principals who sent their team to my one day public workshop.

You can start the course next Monday

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Never lose a listing again

Learn step-by-step fail-proof strategies to listing property in this 5 week course

  • 30 Day Local Area Marketing Plan:
    It will position you as the "Go-to-agent" in your farm area.

  • Complete set of Templates:
    All you need - Sales Letter, Telephone Scripts and Dialogues.

  • Help-desk sessions:

    Each week Ken Robinson guides you in how to implement this step-by-step system.

Let's summarise what you will gain from this 5-week course 

  • We will take you step-by-step through my proven testimonial selling system.
  • We will show you how to secure a "listing winning" testimonial from your client, that will clearly illustrate why you get results. This testimonial will also overcome the objections you have to deal with in a listing presentation.
  • We will give you a telephone script that will see your vendors happy to sign the testimonial you have created on their behalf.
  • We will show you how to combine all these testimonials into a powerfully effective winning appraisal presentation.
  • We will give you four template sales letters that make your testimonials go to work after the listing presentation has finished. This technique adds extra sales power to your sales approach.
  • We reveal how to use your testimonial success to reach out to potential vendors who are not already on your local marketing database which will make your Social Media presence an extremely powerful marketing tool.
  • We will take you step-by-step through my proven testimonial selling system.
  • We will give you a step-by-step Cold Calling Script formula that has taken over 20 years to perfect which has worked throughout Australia and New Zealand.
  • We will give you a local area marketing plan that will give you a distinct advantage over your competition. 

The next course starts next Monday in...

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Let's examine how one strategy from this course helped generate 4o Appraisals in two weeks

The podcast intervew and accompanying story below illustrates one of the techniques I will be teaching.

In this interview for my weekly podcast - "Real Estate Sales Podcast" - I speak with Chris McKnoulty who has used my marketing approach since 2014 to grow his real estate business.


Chris McKnoulty, like many agents, hated the thought of door knocking or cold calling, but needed to find listings as he opened the doors to his new real estate office in inner-Brisbane.


Having worked as a property developer, he had made the break with successful full-time employment to establish his own real estate office.

With a sales track record to be admired Chris was leaving nothing to chance.


The following is the contents of a letter Chris wrote to thank Ken Robinson for the efforts he put in to attracting 40 new appraisals for him, which led to Chris making multiple sales.


“In establishing my new real estate practice, I was determined to invest in as many marketing channels as possible,” said Chris McKnoulty.


“As far as I was concerned, this was the one time I was going to pull out all stops. I hired the best media and real estate marketing advisors to help me plan and implement an effective marketing program.


“My first choice was a public relations campaign utilising both television and daily newspapers.


“The public relations specialists exceeded my expectations by organising an editorial in one of Brisbane’s leading newspapers – The Courier Mail. Plus, they facilitated a TV segment on one of Channel 9 Brisbane’s programs.

“Both of these opportunities gave me mass coverage not only in Brisbane, but right throughout Queensland. The same coverage would have cost me tens of thousands of dollars in advertising to achieve similar exposure.


“Did the newspaper and television coverage deliver?


“Both the newspaper the television coverage created only one lead which amounted to nothing!


“My second choice was distributing a newsletter Ken Robinson created to my local community.


“Peter Hutton - my real estate coach, advised me to contact Ken Robinson, to produce a four page newsletter profiling success I'd had in the local area.


“A number of years ago Peter owned a leading real estate office in New Farm Brisbane and regularly received new appraisals that lead to new business through Ken’s newsletter program - "Property News". 


“Did Ken's newsletters deliver?


“Within a day or two of the first issue being distributed, I received several strong leads.


"My first issue, which was distributed locally, I sent out 800 copies and it produced eight appraisal leads. When we produced the second issue, we increased our print run to 2500 and that produced fourty appraisals.  


"Those 40 appraisals resulted in multiple sales which was the key to helping me establish my business.


“On average, over the past four years, we have been receiving 20 appraisals each time we send out one of Ken's newsletters.


“I found the results surprising.


“From the outset, I was pretty much convinced that the mass media approach, through both television and newspapers, would gain me the best results due to its mass reach.


Having now gone through the exercise, I learnt that Ken's approach was far more effective because it spoke to potential prospects at a local level, zeroing in on how I could help them achieve the results they were after.


“What's more, Ken offered me exclusivity for my local farming area.


“Yes, I would definitely recommend Ken’s approach. It was a good investment! I am looking forward to continuing into the future.”

Chris McKnoulty and Peter Hutton wrote the following recommendations on my LinkedIn profile ...

The next course starts next Monday in...

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If we haven't met... Hello, I'm Ken Robinson.

Over the past 18 years, I have been working with over 400 real estate offices in Australia and New Zealand running a specialised newsletter marketing system that has been utilised by all the major franchise and independent groups. 


The program has been so successful, that over the past two months - 20 offices have signed on in New Zealand and in the tough market of Western Australia, five more offices have joined our program in the past three weeks.

In the past couple of months, I started getting requests for help from individual agents and sales people who were working for these various real estate groups. They were looking for a cost-effective sales and marketing program to establish themselves in their local farm area as the "Go-To Agent".


They needed a D.I.Y approach that they could implement themselves. A program that would utilise both social media and good old fashion salesmanship. None of them had budgets for advertising, but were willing to put in the time it would take to go to the next level


Why did they approach me for help?


Due to the fact that they had witnessed the success my marketing program was producing for the office they were working for.


The type of success I am talking about, is best summarised by the following email we received from one of our real estate clients who distributes our Property News newsletter. In the feedback below he shares that one issue helped generate over $26,000 in revenue - 4 listings and 2 property management contracts :

In making the decision to develop this course, I remember one of these agents saying... 


"Ken you have been very effective at generating listings for our office. Why don't you develop a personal marketing program for agents? Because if you do, let me know - as I will buy it."


What motivated this group of agents and salespeople, spread across Australia and New Zealand, to signup for this five week course?


Even though many of these agents, some with over two decades of experience, belonged to well-established offices, in each instance they were looking for ways to improve their foot-hold in their farm area.


They were excited at the prospect of being able to develop and implement their own personal marketing system that would him them when listing property.


They explained to me that they wanted a straight forward - cost effective program that would give them a point of difference over their competitors and would help them to secure more listings. 


With this pressing need being expressed by so many people - I knew it was time to act.


Over several months, I evaluated what had worked over the past two decades for all my clients and put together a five week course that is now transforming the way agents and salespeople approach the tricky process of listing a property.


That is the beauty of having worked with 400 different real estate offices. You get to see the process people use to list property. In my office I have thousands of different flyers and brochures my clients have used over the years. 


Everytime, one of my clients sends me their Appraisal presention kit, I am ask them how they are approaching listing property and what has worked for them. It is this eighteen years of seeing how hundreds of agents have worked that has enabled me to produce such a simple but powerful course.


The course is run over 10 sessions - five weeks - so that you have the time to implement the strategies and the material I will giving you.


Plus, it allows me the time to help you through our help-desk approach each week to make sure you implement the approach correctly. 

Not long to our next course - BOOK TODAY

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Why are Real Estate Agents & Salespeople recommending this five week course?

"Ken has given me a new set of tools..."

“Having completed Ken's course, I have followed his lead and I am now finding his approach to using testimonials is helping me with my appraisal presentations. He has shown me how to use my past success to win vendors over in presentations,

“I have even teamed up with a young sales lady and together - using Ken's approach - we have started door-knocking our local area,

John Glover - Salesperson

Barfoot & Thompson Browns Bay, Auckland, NZ

I now have a new Appraisal Presentation...

“Having spent 28 years selling real estate, I was not expecting much from this course. Five weeks later and my attitude has completely changed.


Following Ken's system I have rewritten my appraisal presentation. Ken really knows the secret to presenting yourself at your best to potential vendors - Thanks heaps!"

Helen Paterson - Salesperson

Barfoot & Thompson Royal Oak, Auckland, NZ

“I now have a new approach to generating listings..."

““Having worked in my market for over 30 years, I now have a new approach that will build upon my past success.


We are all looking for that point of difference – Ken has shown me that I offer a point of difference to my clients and has taught me a simple approach to capitalise on it in my market”,"

Len Pemberton - Salesperson

Professionals Rotorua, NZ

I can't wait to use what I have been taught..."

“In my first 4 years, I have been instrumental in selling over $38 million worth of Real Estate transactions, so I was excited about this course as I wanted to take myself to the next level and I have not been disappointed over the past five weeks.


All the material I have been learning from Ken has been extremely helpful. I would highly recommend this course to anyone. I can’t wait to use what Ken has taught me,”

Sam Young - Salesperson

Ray White Ellerslie, Auckland, NZ

"Ken has taught me an invaluable approach..."

“I have been successfully selling real estate for 25 years and in the past weeks Ken has taught me an invaluable approach to capitalising on my success so that I win more listings,

Mal MacElvanna - Salesperson

Barfoot & Thompson Royal Oak, Auckland, NZ

This course has given me a new approach..."

“I am a well established agent in the Rotorua market and this course has shown me how to take my success and promote it to the local community. 


Our whole sales team has done this course and I would be more than happy to recommend Ken's course as he has provided us a very practical framework to promote why we should be local vendor's agent of choice!"

Ken Lamb - Salesperson

Professionals Rotorua, NZ

"I found the course invaluable... a new approach"

“Having learned the power of WIIFM - I have a whole new approach to presenting in an appraisal presentation. I definitely have no hesitation in recommending Ken's course,

Phil Sulusulu - Salesperson

Bluegate Real Estate, Auckland, NZ

Course Outline


MODULE 1

Think like a Vendor 

lightbulb-o

Put yourself in the shoes of a vendor and take a deep long look at what really motivates a prospect to sign with one sales agent over another. This step is really important - it is the key to knowing how to approach a vendor wary of signing with just any agent.

So often having worked as sales agent for many years, you can become so focused on what you want to get across, that you sound no different to your competitors down the street.


  • You will learn the Vendor’s mind-set
  • You will learn how Vendors want to be convinced you’re the right Sales agent
  • You will learn what is wrong with your current approach and what steps need to be taken to improve the way you approach a vendor considering your office.

MODULE 2

Why Vendors Say "NO" 

It is a well-known fact that no matter what you sell, there are always negatives that make vendors hold back from signing with one sales agent over another.

 

Without the knowledge of why you have missed out on the sale, you will never know what to say to correct the situation and bring the vendor on board.


By the end of this course you will have a good idea as to what these negatives are and how to tackle them.


Remember, people will always argue facts and figures, but you cannot argue with real life experience. To give you the ammunition we need to convince a prospect, we will turn to your archive of successes and use these testimonials to backup each point you main in an Appraisal presentation.


Having gathered testimonials from former clients, I will show you how to turn this material to your advantage. Most sales people do not realise the money they can make from a testimonial. I have received testimonials that have literally helped me make hundreds of thousands of dollars.


I treat each testimonial like a gold bar as they shine so brightly.


When used correctly they have lit my way to sale after sale.


  • How to work out why your vendor is saying "NO"
  • How to ask questions that help a vendor to tell you what they are really thinking
  • How to turn a negative into a YES using testimonials. 
  • What to do if all looks helpless - bring out a testimonial.

MODULE 3

Securing testimonials 

We live in a cynical society where vendors want more than a polished sales pitch.


They want proof that you can deliver, but most sales people have no idea how to secure Testimonials that are convincing enough to give a vendor the confidence to sign.


In this section of the course I am going to teach you a system I use that will gain you powerful testimonials that win business.


  • Why most testimonials fail
  • How to gain a testimonial from a vendor that wins business
  • How to use a portfolio of testimonials when presenting.
  • The types of testimonials that will help you overcome objections

MODULE 4

Sales letter templates 

Having run a marketing company for over 20 years, I have a long history of writing sales and marketing materials that have generated millions of dollars in sales.


In this course I will give you a simple step-by-step system for using my template letters that converts readers into buyers of your services!


If only I had had this material when I first started selling 30+ years ago - life would have been so much easier.


  • 6 Must Do Steps to BEFORE Even Writing a Word
  • 9 Crucial Elements of Headlines and Sub-headings
  • How To Build Your Credibility and Position Yourself as an Expert
  • 5 Tips on How To Get Readers to Join Your Mailing List and Stay Within Your Reach
  • How To Make Your Offer Irresistible

MODULE 5

Appraisal Kits 

You need to think strategically about the overall look and feel of your presentation. When you are a part of a franchise group it is a mistake to use copy-cutter presentation kits that were written by head office marketing people which are more generic by nature.

Gone are the days when you can rely on your franchise material to get you across the line. Selling is about personal relationships.


Your kit should focus on presenting local evidence as to why vendors have found value with your local team.


  • I will give you a blueprint that will help you produce a knock-out presentation that is vendor focused
  • You will learn how to order your testimonials
  • You will learn how to write a profile piece that promotes why you should be the Sales agent of choice

MODULE 6

Appraisal Presentation 

Vendors are no different to you. We all listen to that radio station - WIIFM “What’s In It For Me”. Even though the real estate industry has pushed the idea that your ‘brand’ is all important, in reality all of us only sign up with a supplier if we feel they can deliver the best result.

Knowing that you have sold a property in their neighbour-hood for a good return, in a timely fashion, will impress a vendor more than the fact that your franchise has offices dotted across the countryside.

You must remember that a vendor wants to know more about how you have helped someone like them successfully sell a property for an excellent rate of return. This real life evidence is far more powerful than a marketing kit which focuses on how wonderful your brand is.


MODULE 7

30-Day Marketing Plan

We promise that you will walk away with a step-by-step blueprint that will enable you to implement what you have learned over this five-week course. 

With these three elements in place, the day you complete the course you will know what to do next. I have been successful in my business thanks to the systems I have in place.


You too can experience this success in your own career!


The blueprint covers the following:


  • Follow these steps to set up your own marketing program.
  • Follow these steps to take a lead through to a sale.
  • How to stop a vendor rom being poached by other agents.

WEEKLY MODULE

Online Help-desk 

At the end of each week, you will join me in our special online help-desk where you will have the opportunity to ask me for help and see how others are using the material.


In the first part of these sessions, I do a re-cap on what you learned the Monday before.


To finish each session, I open the floor to questions. Once the webinar has been completed, I will get back to you by email to personally answer your questions.


What results has Ken produced for his real estate clients over the past 18 years?

I have helped over 400 real estate offices across Australia and New Zealand market themselves using my testimonial based newsletter program "Property News". 


Our longest serving client is a company called Oz Combined Realty, based in Jervis Bay, Australia.


They have at last account - one hundred and twenty newsletters we've produced for them on their website. Each month for the past eleven years, Oz Combined have printed and letterboxed dropped 20,000 newsletters to their local community. 


Why am I telling you this, I don't know about you, but I find that there are a lot of training courses on the Internet produced by marketers who have no track record. Whereas everything I'm about to show you on my course, I have either used myself or have witnessed many of my clients making money implementing these ideas.


To give you the reassurance that my training is based on real-life experience, I have placed multiple thank you letters below from existing clients who have benefited from my marketing expertise. 


( Please click on each letter to read )

Feedback from Ken's real estate workshops

Please read some comments below from a small selection of agents who have invested in my training programs which have been held in all the major capital cities of Australia.

  • NATHAN
  • TERRY
  • REBECCA
  • CARLOS
  • NICKY
  • ALISON
  • JAMIE
  • rachel
  • simone
  • sarah
  • CLAUDIA
  • EMILY
  • YASH
  • Megan
  • NARELLE
  • SAMANTHA

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