SELLING VALUE: The Commission Course

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Lorna Hines Two-Day Course

SELLING VALUE: THE COMMISSION COURSE

Building Your Value & Understanding Commission

A Live Online Training Event!

FEATURING A TOP PRODUCER PANEL!

TWO-DAY COURSE DESCRIPTION

• The Commission Course is customized for the specific conditions of today 's market.
• Why selling value is better for the client than selling discount.
•  Do you feel that someone is always performing surgery on your commission? We call that the “COMMISSIONECTOMY”. 
• Learn how to say “NO” in a way that they can hear it. 
• When you learn and implement the concepts and strategies of this class you will change your real estate life. 

You will build: 

• Successful client relationships through value-based selling   
• A higher income & a stronger business   
• A more powerful presentation 
• A greater understanding of both the client and the other agent    
• A stronger foundation for future referrals 

During this course you will: 

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

You will learn to effectively negotiate with the “other” agent & keep your commission by overcoming: 

• Why should you be paid more than me?
• I’ve given some of my commission so if you will too we can put this together.  
• It’s only $____ if I pay half & you pay half we can keep the deal & put it together.  
• I already gave up some of my money when I listed it. You should give in now. 
• I shouldn’t be the only one giving up money. 
• We would be better off giving up some commission than losing the deal. 
• The only way to put this together is with our money. 

You will complete this course with: 

• A new and different outlook on how to work in the real estate business.  
• A recognition of devaluation dialogue and the ability to overcome it. 
• An even stronger self-image.   
• A greater appreciation of your value to the client.    
• A new fearlessness as an agent and negotiator 
• A strategy for repositioning yourself and raising your price point.   
• A deep understanding of how you as an agent can help the client. 

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?

TWO-DAY COURSE DATES & TIMES

Thursday & Friday
May 14 & 15, 2026
10 AM to 2 PM PDT  (BOTH DAYS)
Time will be allotted for a mid-morning and lunch break.

TWO-DAY COURSE - OFFERED ONLINE

•  Technology: Webcams are required and must remain on throughout the course. Screen sharing is not permitted.
• Engagement: This is a dynamic, interactive course. Active participation is highly encouraged to maximize the networking opportunities available.
• Support: Join Lorna for live Q&A session immediately following each day's conclusion.

IT'S EASY TO ENROLL TODAY!

1. Submit the registration form below.
2. Pay your two-day course tuition.
3. Receive email confirmation within 24 hours.

 
TWO DAY COURSE TUITION:

• Cost: $495 per participant (no discounts, no split rates, no partner/group rates).
• Registration: Advanced payment is required to secure your spot.
• Payment: Processed via PayPal. No account is necessary—simply select "Pay with Credit Card." on the PayPal payment page.
• Receipts: PayPal will email your receipt; please retain this for your records.

IMPORTANT NOTES:

• Delivery: You will receive the Zoom links and course materials via email the day before the course begins.
• Format: All materials are provided in a digital PDF format.