Although every real estate broker recognizes the critical value of obtaining exclusives to achieve financial success, the majority somehow do not develop a systematic approach to secure their share of exclusive listings. Consequently, they basically give away probably more than 50 percent of their potential income. Since over 90 percent of residential and commercial properties are sold or leased through exclusive brokers, it becomes a practical business decision for brokers to commit to generating exclusives as an integral part of their daily activity. Why do so many brokers fail to realize this potentially huge source of income? Brokers who do not obtain their share of exclusives generally fall into one of five categories:

(1) Brokers who feel intimidated by principals and are terrified of rejection; (2) brokers who make little or no effort; (3) those who lack the professionalism necessary to impress a potential principal even after they have established initial contact; (4) brokers who fail to follow through, and (5) brokers who ignore the principal's needs. In this seminar we tackle this critical aspect of business, showing brokers step-by-step how to overcome particular difficulties and then create a strategy and a plan of action that dramatically improve their ability to obtain exclusive listings. Using these guidelines at their own pace, brokers can establish and nurture a network of principals and eventually a strong referral base from which they can generate exclusives on a regular basis. Skills learned are:

1. Understanding the principal's needs and mindsets
2. Overcoming the fear of rejection
3. Tapping potential sources of exclusive listings
4. Targeting a potential listing
5. Preparing for the exclusive pitch
6. Dealing with objections to the exclusive pitch
7. Preparing the exclusive pitch package
8. Maintaining contact with the principal
9. Reviewing samples of a generic marketing proposal; developing a 6-week marketing plan
10. Discussing samples of customer report, marketing reports and projected costs of marketing
11. You are more capable than you know, if only you know your strength