MENU OF CLASSES
HYLAND BAY offers a variety of exciting training and continuing education classes specifically designed to enhance new home sales performance, customer satisfaction resulting in Greater Margins.
Entry, mid-level and veteran real estate professionals alike will all benefit from HYLAND BAY™ workshops. The workshops are based on strategic and proven techniques. All workshop material is based on experience and results. No theory here. Here is just a small sample of a few of the many workshops offered. Feel free to CONTACT US for more information on specifically designed material just for your builder team.
New Home Sales Unlimited (3 days) UPDATED FOR 2018!!!
New Home Sales Unlimited is an interactive, comprehensive and nationally recognized workshop that focuses on the Continuous Selling Cycle. Specifically designed to address the needs of today’s homebuilders, it incorporates invaluable strategies, methods and scenarios for real-life application. Sales Associates who attend HYLAND BAYs™ New Home Sales Unlimited workshop also have the opportunity to win the Top Gun Award. This award, which is voted on by their peers, recognizes the person in the class, as the Sales Associate who they see to become the most successful while using what they just experienced!
The course is utilized by builders throughout the country and is offered on an Open attendance basis in Arizona and several other States. Several of our current clients require an applicant to attend before they make an employment offer to them. Please see the schedule for the next class. This course provides 20 hours of CE Credit hours in Arizona
PRO SERIES COURSES
These courses are designed for existing sales teams and managers to enhance, refresh and focus sales teams at every level.
Staying on Track (1 Day)
It refreshes selling techniques and enhances overall performance. Items discussed include prospecting, breaking conversation barriers, building relationships, the discovery process and advanced closing skills.This course should be an annual visit to refocus and sharpen your teams sales skills. HYLAND BAY has the flexibility within this workshop to tailor the materials to the specific challenges your sales associates face.
Confident Closing (1 Day)
In order to become a great closer, you must first gain an understanding of the entire sales process. This workshop touches on the key issues in the sales process. During the discovery portion of the interview process you will lay the ground work for effectively asking the right questions to lead into asking for the sale. There are 9 separate workshop objectives to be covered during this one day workshop. You will walk away with the knowledge and sales techniques to become a confident closer. Knowledge builds confidence and Confidence sells!
Building a Winning Team (2 Days)
The goal for this workshop is to develop a flawless sale to close experience for both the buyer and the builder. This will create an exceptional buying experience. The workshop is hands on and includes a lot of group interaction. The key departments (sales, construction, design center, mortgage lending and title company) come together to improve their interactions, increase communication within departments and have a complete understanding of all related elements in the process. By building mutual respect through knowledge and communication they will see how each role plays in your operation. The end result will be an enhanced builder image, meeting and exceeding the buyer’s expectations and best of all, being part of a WINNING TEAM.
The Perfect Score (1 Day)
This workshop teaches how a performance evaluation is an effective tool when used as an educational opportunity to determine a Sales Associates strengths and weaknesses. It shows how a plan can be drawn to improve weaknesses. This workshop also renews understanding of what is expected of a Sales Associate and how to convert prospects into buyers. The workshop follows every step of the evaluation process, giving Sales Associates the opportunity to reach a score they are proud to have earned. The workshop does not focus on any one team member but shows a team’s score compared to the potential top score in the six step sales process. By doing so we show what area the team needs improvement. This course is most effective when combined after a MYSTERY SHOP process.
All About You (1 Day)
During this workshop we focus on personality as well as required aspects of New Home Sales. The cost of generating new business versus the effort the salesperson is adding will either be successful or fall short of the goal. We stress the importance of Impression and conclusions the prospect may feel. Ways of building rapport, the Discovery Process and projecting the impression of energy and urgency are all key points covered. Using involvement questions and setting of a great close are all important and could be lost if we do not lay the ground work of interest and value. You cannot ask the hard questions if you are not getting off on the right foot. A strong reminder that Sales is the revenue generator for every company
Management 2 Leadership (3 Days)
Whether Starting Out or Starting Over
A three day event focused on smoothing out the rough road of transition between Sales and Sales Management. Jam packed with ideas for creative Sales Meetings, Sales Recruiting, Retaining Top Producers, Sales Contests that work and Interviewing techniques that help identify talent. This workshop is based on getting results and avoiding pitfalls. Salespeople hate to be managed, but they all want to be lead. This workshop will build that foundation of leadership. Now you job is working through people not for people. A Manager is only as good as their team, this workshop will show you how to recruit, train, build and retain a Great Team.
CONTINUING EDUCATION COURSES (ARIZONA ONLY)
These courses are offered in numerous locations during the year and are available for your team or firm to fulfill CE requirements and enhance skills.
STICKS AND BRICKS I(3 hrs of Contract Law)
These courses focus on the benefits of building a new home and the elements that are needed to build a new home, from the concrete pour to the final walk through. It educates and informs the sales agent so they can become more informed and present a more confident view to the consumers. Each of these courses is a half day and provides 3 hours of CE.
STICKS AND BRICKS II (3 hrs of RE Legal Issues)
The course provides information an agent with the process of what it takes to professionally represent a Buyer in a new home deal and what they should be doing to maximize the Buyers experience. We cover Builder requirements and Buyer expectations. The workshop will focus on realistic expectations and provide ideas on building relationships with onsite builder sales agents. Are you missing out on an income stream being enjoyed by so many other agents?
EFFECTIVELY REPRESENTING A BUYER IN A NEW HOME PURCHASE (3 hrs- Agency Law)
The course provides an agent with the process of what it takes to professionally represent a Buyer in a new home deal and what they should be doing to maximize the Buyers experience. A unique course that any agent that wants to know more about the New Home process should be enrolled in.
INCREASING BUYER CONFIDENCE (3 Hrs Agency) This course is aimed at increasing the Buyers confidence in the Sales agent via improvement in listening skills and demonstrating a complete understanding of the process of purchasing a home.
BUILDING FEATURES AND TRENDS-WHAT CONSUMERS NEEDS TO KNOW (3 Hrs Disclosure) A unique and informative class that features descriptions and industry terms associated with countertops, tiles, paints, flooring and other interior features that every sales person should be well versed on.
COMING SOON!!!!! GREETINGS AND SHOWINGS – An amazing interactive course that will develop the personalities of your agents and hone their greetings skills, while making sure it is all done in a compliant method.