Frequently Asked Questions

1.What are your core industries?

Real estate, financial services, high tech service providers.

2. What is your main area of specialization?

Training in Consultative Selling, negotiation skills, presentation skills, sales management, building and managing key relationships and trade show selling.

3. What is your company’s approach to learning?

Direct, instructor-led sessions. Programs for follow-up for continuity and reinforcement. The assumption is that professionals need to know how to do their jobs more effectively, not become experts in training. Simply put, we recognize that there is a huge difference between training and education. Education teaches new material but does not necessarily focus on application of that information. Training is about acquiring and honing skills and changing behavior patterns. While most ‘training’ companies describe themselves in terms of training, they spend far too much time ‘educating’ rather than teaching how to actually effect change in behavior to gain results. Our sessions use discussion, real-life case studies, role-playing and exercised to reinforce training points.

4. How are you different from other sales training programs?

Most training companies focus on short-term motivation and confuse marketing issues with sales. Both marketing and sales are important, but you can’t close sales with good ads or a great website. You must know what to say and how to say it. We know selling at the expert level. Credibility with real estate professionals is assured due to work history and experience, but more importantly, attendees realize immediately that what we say and how we say it “rings true.” Our broad experience successfully training and working with other firms makes us insiders to the industry.

We have a well-established track record of success and our clients tend to be very long-term. We focus on questioning techniques to determine the needs/motivation of the buyer and/or seller. We are recognized experts in training people how to sell property. Working with both buyers and sellers, get listings, working for sale by owners, expired listings, prospecting and farming, objection handling, self promotion and negotiating offers.

Most firms that train in the real estate market know the industry, but that is not nearly enough. Knowing the industry is just the beginning. We have a long distinguished history of success in consultative selling helping thousands of sales professionals optimize their performance.

5. How many years have you been in business?

Over 30

6. What efforts have been made to sell to diverse markets?

In addition to the real estate and financial service marketplaces, which represents the majority of our business, we have done both training and consulting in a wide range of industries. For example: Home health care, public relations, heavy and light manufacturing, transportation, U. S. Government including the Treasury Dept. and the Central Intelligence Agency. We helped the new Panama Canal Authority and have worked in Latin America, England, Europe, the Caribbean and Canada. Please see our client list for more insight.

7. Is your company a minority / women owned business?

We are 50% female owned.

8. How can success be measured from your training?

Success can be measured in many different ways. For example: Increased earnings, more listings, more transactions/deals, increased referrals, increased market share increased customer satisfaction, etc. We would need to discuss with you your goals to be able to really answer that question.

We offer a series of options for follow-up including Marks & Associates instructor led sessions, Internal led sessions designed by us, case study development, and other approaches.

9. What efforts have been made to ensure that course content includes diversity/multi cultural considerations in examples, case studies, scenarios etc?

All cases, materials and discussions are fully multi-cultural and include no gender or other biases. In addition, some of the case studies help focus on sales problems that have historically occurred as a result of exactly these types of issues.