COLDWELL BANKER EXCLUSIVE

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Lorna Hines Two-Day Course

Customized Exclusively for Coldwell Banker
ADVANCED SALES & CLOSING FOR SUCCESS

THURSDAY & FRIDAY 

MARCH 19 & 20, 2026

10 AM TO 2 PM (BOTH DAYS)

COURSE DESCRIPTION:

SELLING: MAKING APPOINTMENTS AT THE FIRST MEETING

• Stop Chasing Leads & Start Making Appointments 
• Quit the cycle of chasing leads and learn the specific dialogues needed to start making firm appointments at the very first meeting.
• Master the skill of meeting a stranger and creating a client within minutes. 
• Discover how to successfully convert inquiry calls, inquiry emails, and referrals into active clients rather than just providing information. 
• Learn open house strategies and dialogues that can make a single open house worth tens of thousands of dollars.
• Overcome Difficult Objections by mastering powerful buyer dialogues to handle common "blow away" lines like "I already have an agent," "I'm just looking," or "I'll call you when I'm ready". 

CLOSING: THE KEY TO HIGHER PRODUCTION

Building Your Closing Confidence & Eliminating Fear

• Overcome the Fear of Closing: Gain the confidence to always ask for the business and eliminate self-sabotaging hesitation. 
• Eliminate the "Pushy" Feeling: Discover how to ask essential questions and close without feeling, or sounding, high-pressure. 
• Stop Choking at the Close: Understand the psychological barriers that prevent you from finalizing the deal and how to bypass them. 
• Master Self-Closing: Learn to overcome your own internal fears and self-doubt that keep you from achieving peak performance. 

Closing Skills Mastery

• Close Sooner and More Often: Accelerate the sales cycle and dramatically increase your conversion rates across all interactions. 
• Close Easier, Not Harder: Utilize low-pressure techniques to guide clients smoothly to a decision without resistance. 
• Master Powerful Dialogues: Gain scripts for every scenario: listings, negotiations, showings, open houses, and cold calls. 
• Convert "Just Lookers": Learn the techniques to move people from passive interest to active commitment. 

COMMISSION: THE POWER IN SELLING VALUE

Learn to Communicate Your True Value

• Understand the critical difference between selling commission and selling value. 
• By adding "Value" to your professional vocabulary, you learn to stop giving away your money and start focusing on securing your client's money. 
• You will learn the distinct difference between selling at a listing presentation and selling to a buyer. 

After Completing This Course You Will Have the Answers & Closes for…

• What makes you different? 
• Why do you charge so much? 
• Why are you worth more than others who charge less?
• What if my house sells fast and you don't have to do much?  
• Why should I list with you?
• If I have to take less then I want you to take less.  
• Everyone else is giving, why can't you?
• What if I sell my house and buy a home with you?  
• You're just going to do what all agents do.
• Will you give me a discount?
• I'm a friend so I need you to give me a discount.
• The other agents gave so I want you to give. 
• If you can't help me out with your commission then I can't take this offer.
•  You charge more than anyone else; everyone will do it for less.
• Commission is negotiable so you can take less.  
• Can I have a discount if you list and sell my home?

During This Course You Will…

• Build your value quickly as a top negotiator  
• Develop strong and effective client control
• Become a more frequent and confident closer  
• Learn to sell your value while others are selling discount
• Be paid your full commission by both buyers and sellers  
• Speed up the selling process for a faster return on your time
• Overcome devaluation dialogue  
• Master powerful dialogues for listing & closing at your full commission
• Turn a stranger into a client within minutes

TWO-DAY COURSE DATES & TIMES

Thursday & Friday
March 19 & 20, 2026
10 AM to 2 PM PACIFIC TIME (BOTH DAYS)
Time will be allotted for a mid-morning and lunch break.

TWO-DAY COURSE - OFFERED ONLINE

• Zoom with Lorna!
• A webcam is required for this course.
• Screen sharing is not permitted.
• Please keep your camera on during this course.
• The nature of this course is dynamic and interactive. 
• Your active participation is encouraged and welcomed.
• This is a great networking opportunity.
• Lorna will remain online after both days of the course for additional Q&A.

IT'S EASY TO ENROLL TODAY!

1. Complete the course registration form below.
2. Pay your course tuition below.
3. We will confirm your enrollment by email.

PLEASE NOTE:

We will email you the Zoom course links and a PDF of the course materials the day before the course begins. All course materials will be emailed to you electronically.

TWO-DAY COURSE TUITION

• The two-day course tuition is $495 per participant.
• The value of the course is the same for each participant. 
• There are no discounts, split rates, group rates, partner rates.
• Advanced, paid, confirmed registration is required to reserve your space and confirm your enrollment. 
• All payments are processed by PayPal. A PayPal account is NOT required. If you do not have a PayPal account simply click on the link "Pay with Credit Card".
• PayPal will email you a receipt. Please retain the receipt for your records.