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*The ADVANCED Get Your Sphere In Gear®!
4 Clock Hours
(How to get more business and referrals from people who know, like and trust you)

This Advanced course picks up where the Basic course leaves off by focusing on removing your barriers to personally connecting with your Sphere, and emphasizing actual skill development and practice. Bring the names and phone numbers of your past clients and best referral sources. This class is limited to 8 agents and is very “hands on.”

In this “advanced” course, you will:

1. Identify your top referral sources and create an individualized plan to regularly contact them
2. Identify and deal with what is really holding you back from personally connecting with your past clients and implementing specific strategies to overcome these barriers
3. Learn how to effectively ask for, and manage, referrals
4. Practice making calls to your past clients
5. Develop the habit of calling your past clients and referral sources in your Sphere of Influence

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“Turn Your Vision into Results”
4 Clock Hours
(How to Plan and Run your Real Estate Business like a Business)

Do you run your business or does it feel like your business runs you? This “back to the basics” class is designed for new and experienced agents who want to manage their business like a business. The benefit of taking this course is that you will be more in control of yourself and your business so that you feel more confident and less stressed.

In this course, you will learn how to:

1. Create and implement a simple, one page business plan
2. Create and implement a simple, one page marketing plan and calendar
3. Create and implement a simple, one page financial plan
4. Learn self-management skills that will help you be more organized, efficient, and productive. This includes how to set up a daily and weekly routine, how to delegate work, how to prioritize your work, and how to create and enforce healthy boundaries.
   

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“How to Fearlessly Ask for (and Get) Referrals”
3 Clock Hours

Most Real Estate agents want a referral based business. The reality is that most agents don’t get all the referrals they deserve because they don’t consistently ask for referrals. The reasons they don’t ask can be due to fear, limiting beliefs, being disorganized, and/or not knowing what to say. Asking for referrals is a simple and direct way to help more people with their real estate needs. The more we give, the more we get.

In this “back to basics” course, you will learn:

1. What it is costing you (in lost commissions) when you don't ask for (and get) referrals
2. What is getting in your way of asking for referrals
3. What are the best ways to ask for a referral (the language)
4. When are the best times to ask for referrals
5. How to follow-up when you do get a referral
6. How to teach people to give you referrals

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Comments from Real Estate Agents

“Get Your Sphere In Gear®” Clock Hour Class

What did you like best about the course?

Class interaction and accountability
Class involvement
Clear, concise ideas that can be immediately implemented
Clearly presented in 10 easy steps
Comfort and ease of presentation
Concepts were simple and manageable
Concrete ideas
Different ideas that people in class shared
Don’t be fearful – be proactive. Just do it
Easy to grasp, material was simple and believable
Enjoyable and very beneficial
Excellent class; thank-you.
Excellent structure and format
Gives you a sense of accountability
Giving actual example of dialogues to use
Got down to the “nitty gritty” of working your Sphere
Great energy and great information
Great ideas
Handouts – The workbook is great
Having an action plan in place
Helped overcome my fear of keeping in contact with past clients
How to contact your Sphere
Humor and stories
I know the importance of your Sphere, but didn’t have a plan of action until now
Ideas and suggestions from other in the class and the instructor
Instructor was lively
Interactive, well organized, instructor has credentials to teach
It pumped me up!
Just make the call!
Learning how to Get My Sphere in Gear!
Learning that we all have the same fears
List of Contact Management Comparison chart
Practical instructions and ideas to build my client base
Presented a system I can put in place
Real solid step-by-step information
Refocused my plan on things I know I should be doing
Reminding me that time spend in front of people is the most effective
Simplicity on an emotionally charged subject
Step-by-step process on using your Sphere and making more money
That connecting with your Sphere can be done in an organized manner
The GYSIG Workbook. Execute the plan we made in class
The organized and proactive information that was shared
The reaffirmation that what I am doing is a worthwhile business
The reminder of mapping and planning your work week
The Sphere in Gear Improvement Plan
The value of stepping outside of my comfort zone
To just get in front of people or call them on the phone
Upbeat and Smart!
Useful information
Well defined implementation plan
Where we should be spending our time to get the best results

Testimonials

Thanks for the “Sphere in Gear” class. It touched the agents in a way that was quite amazing. I think it was especially important to remind them (as you did so well) that what we do is important. And that buyers and sellers need us. Thanks! D. Lisa, Broker, John L. Scott, Seattle

Thank you for the classes last week. I hope we can get you to return next year to teach the classes (in Spokane). They are terrific!
Joe Mann, Windermere Real Estate, Spokane

Thank you for the inspiring class this past Wednesday.  It really hit home with me that I need to have things in writing to make myself more accountable for the outcome of my business.  I have already started to implement calling my SOI instead of sending them letters, so I can have more of the personal contact that we discussed in class with my SOI. 
Lyndsay L. Walker, Realty World Cosser & Associates, Centralia

Wow!  The Get Your Sphere in Gear page with the Script that you had us build really, really, really helped me to be able to get on the phone and actually make the calls.  Awesome!  It took the fear away! Thank you.
Michelle Bridges, Windermere, Richland, WA

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What did you like best about the course?

A few “ah-ha’s”
Clarity
Class discussion
Class participation – learning from other’s experience
Clear, concise, to the point
Concrete suggestions, defining a vision, practice tips
Creation of an open and sharing environment
Delivery of information; loved that you made it more alike a seminar
Easy to implement
Financial planning
Forced me to take a hard look at my planning and gave new ideas for organizing
Forms
Good ideas from other participants
Good pace
Good, practical ideas
Great presentation and delivery
Handouts and charts
Hands-on
Having material to run your business as a business
Helps give me tools to use for developing my business plan
I identified my weaknesses- what I need to improve
Informal learning environment
Inspiring – I need to keep the momentum going
Instructor’s energy and genuine belief in everyone’s success
Instructor’s flexibility, knowledge and articulation
Instructor’s organization and knowledge
Interactive and quick paced
Interaction with other class members is great
It doesn’t matter if you are just starting your business or established to be benefited
Left with defined goals and desire for my business
Packet for organizing the process
Practical and fun
Real life examples
Reviewing the material in detail
Self-management skills and managing to-do lists
Solid principles, good materials
The energetic and fun presentation
The handout with templates
The information is so important and relevant
The information provided
The instructor is very fun, which helps me learn.
The outline and steps for preparing 12 month goals
The simplified, easy-to-do, therefore get-it-done format for business planning
The workbook
The workbook and humor and enthusiasm of the presenter
Time given to complete the exercises
Well organized and good information to apply in my business

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Testimonials

I took the “Turn Your Vision Into Results” class because I am new to Real Estate and have been in sales before but this is the first time I have had the opportunity to have my own business.  I wanted to make sure I was putting a business, financial and life plan in place early so I have a structure for the business to grow.
 
As a result of taking the class, I have been able to make a clear schedule for work, family and personal time.  This is important as the time is structured and scheduled ahead so I prioritize and do not procrastinate.  
 
I also identified my "frog" (most important activity) as calling clients & sphere. I now do this first thing in the morning to get it out of the way and I reward myself with something fun afterwards. Each morning I make a list of what has to be done for work and personal needs, during my scheduled times I go to these lists which keeps me on track. Now that I have set goals for each day and long term I am more productive and I spend less time figuring out what to do next!
 
My Results:  I am now working with several buyers, have a possible listing and I am asking for referrals from people I meet and also my sphere.  The amazing thing is when you ask you get results.  I am more ACTIVE and less PASSIVE with my business because I believe in the process and myself.  
 
Thank you very much!
Summer Davy, Windermere Realty  

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Thank you for the classes last week. I hope we can get you to return next year to teach the classes (in Spokane). They are terrific!

And I just want to say, that this class was one of the best classes I have taken in my 3 years in Real Estate. Thank you!

I really did enjoy you and your classes and felt they were really timely!  I am motivated to make some goals and really follow through this time. 

My wife Annikki and I attended your two classes Get Your Sphere In Gear and Turn Your Vision Into Results in Yakima. Both of us, being very successful in the Real Estate business for thirty plus years, compliment you as one of the best instructors we have experienced. You were very informative, concise, brought the information across so that it was easy to understand, and nobody fell asleep. I would highly recommend your classes to Realtors that wish to better understand the business through understanding themselves in becoming more successful. Without a vision there are no results, and not getting your Sphere In Gear will result in just spinning your wheels. Thank you.
Bill Timmermans, Yakima, WA

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“How to Fearlessly Ask for (and Get) Referrals” Clock Hour Class

What did you like best about the course?

An important part of my business
Back to the basics – asking for referrals
Class participation, went by fast
Class was simple
Confidence builder
Fast paced and enjoyableGood participation
Got me started so I can see the possibilities
Helped with my self-confidence
How to talk and reframe asking for referrals
Instructor made it easy and comfortable to participate 
Learning and motivation not to fear asking for a referral
Learning to overcome the fear of rejection
Motivated me to get in touch with my database
Offering to help past clients with their Real Estate needs
Real tools I can use
Stuart’s enthusiasm
Will help me take action!

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Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, motivated, and inspired over 1,500 Real Estate Professionals to plan and connect with their Sphere while leading a balanced life. He is a certified clock hour instructor in Washington State. He is a regular contributor to numerous Real Estate publications nationwide and is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. Stuart can be contacted at coach@stuartkaufman.com or 206-725-1584.