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Council of Real Estate
Brokerage Managers (CRB) strikes a strategic partnership with
RxSales®.
CHICAGO (June 14, 2005) The Council of Real Estate Brokerage
Mangers (CRB), a source for education, professional resources
and support for nearly 7,000 members, announced a strategic
partnership offering RxSales: An Expert Performance System®.
to member brokers and their agents in the United States.
The Council cited the following reasons for the Board of
Directors’ approval of the RxSales®.
System partnership:
(1) It is not sales training. Instead it
is a true sales consulting program, designed to help broker
managers improve performance by achieving long term, sustainable
results. That doesn’t happen with a $39 CD or a two day
workshop.
(2) The program begins with an assessment, which most business
leaders conduct before beginning any important project.
(3) Sales associates get help in becoming more client-centered
and less transactional. As one CRB member said, “Waltzing people
through 13 properties in one day is not selling.” In RxSales,
sales associates learn why, now and when their buyers and
sellers make decisions so that sales associates can lead them
more effectively in the decision making process.
(4) It has an effective multi-dimensional learning platform –
including online, self-directed education and coach-led group
sessions. Today, many companies are looking for blended
learning, and here was an exceptional program.
(5) Sales leaders (broker managers) should be part of the
learning program. RxSales’ Manager to Mentor™ gives managers
essential sales performance coaching skills so that they can
take up the reigns after the initial consulting program and lead
their teams more successfully and profitably.
In 2005, the RxSales program was launched to rave reviews with a
top Chicago real estate firm, Rubloff, Inc. Rubloff President
Jim Kinney, CRB says, “Associates who participated in the
learning program are using their new knowledge and skills. The
results are tangible. One associate just won a very lucrative
condo development deal in downtown Chicago, and she credits the
RxSales process.” Associates appreciated the blended learning
format and the accuracy of the assessments. Rubloff sales
associate Patrick Lynch says of the CheckUp, “There were certain
aspects of my behavior and sales habits that I was not aware of,
and they were having a negative impact on my ability to be more
consultative.” In response to the format, Lynch says, “it was
helpful to have awareness first and then coaching…I like this
way of learning because it gives what you are learning a better
chance of sinking in and staying with you. It wasn’t an easy
process…but it was a successful one.”
To learn more about the Council of Real Estate Brokerage
Managers and its resources, log on to the Council Web site,
www.CRB.com
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