Instructional Module/Training Plan Template AET/520 Version 3

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Instructional Module/Training Plan Template AET/520 Version 3 Instructional Module/Training Plan Template Part I: Vital Information Author E. iles Patten

Instructional Topic

!uccess in "e# $ome !ales

Instructional Module/Training Plan Title %earning !etting

Preparing for !uccess in "e# $ome !ales

&lassroom and "e# $ome Model !etting

Audience

%icensed 'eal Estate Agents recentl( hired in "e# $ome !ales

)eli*er( Modalit( +online, h(-rid, face.to.face, and so forth/ Total Time Allotment

0ace to 0ace #ith e1tensi*e role pla(ing and modeling

Training shall -e a one da( si1 hour training from 2:33AM to 4:33 PM #ith a one hour meal -rea5. !tudent #ill -e a-le to meet and greet potential -u(er in a manner that lends to a t#o.#a( con*ersation that #ill lead to an in depth con*ersation to determine the -u(er6s needs. !tudent shall ha*e 5no#ledge of using critical 7uestioning techni7ues to determine ho# their e1isting product can satisf( those needs and lead the -u(er to #rite a contract for a ne# home. The student #ill enter notes a-out the *isitors in the contact manager program #ith 238 accurac(. The student #ill *erif( through cross referencing pu-lic record information #ith 938 accurac(. The student #ill create a three pronged approach mar5eting program directed at the particular -u(er groups #ith 938 accurac(. !tudent #ill learn ho# to de*elop and create a complete mar5eting program directed to that particular potential -u(er.

Instructional Module/Training Plan oal

T#o Performance.:ased ;-<ecti*es

Increased sales of 23 8 and positi*e -u(er feed-ac5 of 958 satisfaction sur*e( results.

!ummati*e Assessment )escription

!tudent #ill ta5e a paper pencil assessment to demonstrate their 5no#ledge on customer follo# up strategies. The student #ill create and -e scored using a ru-ric a ne#sletter Page 2 of 5 reflecting their mar5eting plan for an indi*idual -u(er. "e# home sales results +increase of 238/ and customer feed-ac5 from a %i5ert scale sur*e( #ill -e assessed.

Instructional Module/Training Plan Template AET/520 Version 3

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Instructional Module/Training Plan Template AET/520 Version 3

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Part II: )e*elopment Attention etter ITS SHOW TIME Enter the classroom after e*er(one is seated in settled, Instructional Module/Training Plan Template @ait 5 for 5 close the door loudl( and >shout >Its !ho#Time.? AET/520 Version 3 seconds, loo5 At each person in the e(e then as5 for their feed-ac5 and reaction. Tell the stor( of the top tip ma5er at the !cottsdale $(att. E1plain to the student that #hen the sho#room door opens it is !ho#Time and the( should not -e caught snooAing. The( should ac5no#ledge each and e*er( *isitor li5e the( do at BT. )etailed Input of &ontent $our 1 Model ;ffice ;perations and )uties $our 2 reeting preparation and practice. $our = :u(er Bualif(ing for prospect or suspect. $our 4 'ecording and sa*ing critical customer information $our 5 Mar5eting !trategies $our C 0inal e1am and re*ie# of student plans and sample #ith peer criti7ue. !pend final time on 7uestions from students.

Part III: Implementation Instructional !trategies Process of how the( #ill learn it 1 hour )escri-e a t(pical da( in a model office and the ne# home sales site. !tart #ith the approach to the models, opening the models, chec5ing on homes under construction )escri-e duties and responsi-ilities 2nd $our $a*e students prepare and practice their greeting for a ne# *isitor. $a*e student #rite out and memoriAe the >:uilder !tor(?. E1plain and ma5e sure that the students understand the importance of first impressions. Practice greetings #ith each other and ha*e others do peer criti7ue and coach each other. =rd $our $a*e students #rite out and learn the 5e( 7uestions and -e a-le to recogniAe scenarios that do not fit the normal -u(er ans#ers and -e a-le to adli- #hen a cur*e is thro#n to them. 4th $our )emonstrate ho# to enter the *isitor information into the data-ase management s(stem $a*e students demonstrate entering information. !ho# students ho# to *erif( the Page 5 of 5 information through pu-lic record lin5s. 5th $our