Terrequity Course Catalogue 2022 (1)

TERREQUITY REALTY Course Catalogue 2022 - 2023 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training

Terrequity Scholarship Program: Each year Terrequity awards dozens of scholarships for future Real Estate Agent committed to building a successful business and want assistance in getting started. To learn more contact us as indicated below. Find Out More about Terrequity Training For the latest class schedules and detailed course description and to register, contact our Training & Career Development Department at (416)-495-2311 or [email protected] Contact Us Head Office: 1 Sparks Ave. Suite 11, Toronto, ON M2H 2W1 Office: (416)-495-4000 Fax: (416)-496-2144 Contact Information: [email protected] www.terrequity.com www.facebook.com/Terrequity www.twitter.com/Terrequity Published by Terrequity Corporation, Toronto, Ontario Terrequity Production Team Director of Education and Training; Training Coordinator; & Kathleen Dela Cruz, Graphic Designer Copyright © 2022 Terrequity Corporation. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise. Disclaimer The information in this publication is intended to provide general information only and is not intended to provide legal or professional where appropriate. For general information on other products and services, please visit the website: www.terrequity.com Printed in Canada 2022 2

A Message from the Broker of Record: Andrew Zsolt Are you thinking about a career in real estate? are you looking for financial independence? What about the freedom and flexibility to be your own boss? Look no further! Terrequity's Training Programs focus on ensuring you are more than prepared for a career in real estate, so that your transition from studying real estate to practicing real estate is an easy one. Terrequity's Training Programs are designed to assist you in all stages of your career. Our instructor-led training curriculum will help you lay down a solid foundation for a career in real estate; help you adopt practices and policies, and teach you how to be a productive Real Estate Agent. We will also train you to more easily network and collaborate with colleagues, and help you learn to build your own business! Phase 1: Real Estate Fundamentals Trains new Real Estate Agents in the basics of real estate skills, including an overview of the Technical/Technological Skills, Listing and Buyer Skills, Agency, Advertising and Contact Management, and more! (Learn more on Page 5) Phase 2: Sales Success Skills The next phase of your training provides Sales Coaching, where you will work closely with a Coach to build a sustainable, consistent business. Your Coach will teach you to prospect for new leads and work better with both Buyer and Seller Clients to build you sphere of influence in the marketplace. (Learn more on Page 10) Phase 3: Coaching for Performance The Coaching Program is designed to help new Agents piece together all the skills they learned in Level I and Level II to start doing transactions and build a great business. The Coaching Program focuses on building the skills, habits and the database required to build a six-figure income – in your first year. Coaching is an essential part of the Agent’s development as the classroom can only get you so far; only when you try something in the field and talk to your coach will your development really accelerate. (Learn more on Page 12) Phase 4: Advanced Sales Training Once you have established yourself as a Real Estate Agent, this level focuses on specific areas of enhancement, and includes advanced courses such as the Service of Excellence Advanced Listing Course, the Buffini Program, and Richard Robins’ Master’s Edge Program. (Learn more on Page 14) Phase 5: Technology Training Ask Andrew (Learn more on Page 19) As you can see, there is a wealth of courses available to you at every level of training! I encourage you to review Terrequity’s learning opportunities and register for a course today. Best regards, Andrew Zsolt, Broker of Record 3

TABLE OF CONTENTS Phase 1: Real Estate Fundamentals Phase 2: Sales Success Skills Phase 3: Coaching for Performance Phase 4: Advanced Sales Training Phase 5: Technology Training

Phase 1 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training 5

Real Estate Fundamentals Lead Generation: The Lead Generation: Open Ninja Way Houses Learn how to create positive relationships Develop skills to host Open Houses and Implement systems for keeping in touch generate leads Create referral sources by cultivating Practice and hone your communication skills rewarding relationships Follow-up scripts and dialogues Realm Lead Generation: Online Ads with Kijiji/Zumper Understand the \"Toronto MLS\" Stratus System Learn how to conduct basic searches for Develop ad writing skills to attract potential consumers clients How to use it effectively in your business Develop communication skills to convert ad leads into clients learn how to show properties and create value 6

Real Estate Fundamentals Buyer Documentation Working with Leases Learn how to get to know your Buyer and Understand the benefits of working with assess if you want to work with them leases Understand what forms to use and when to Review the basics of the Residential Tenancies use them Act learn how to create value and earn an income Lease Agreements and how to prepare an with Buyers Offer to Lease FINTRAC Legislation for Webforms & Instanet Realtors® Become a mobile Real Estate Agent Learn about the Agent's responsibilities under Learn how to integrate Electronic Signatures FINTRAC and WEB-Forms Obtain a thorough understanding of FINTRAC Create an offer anywhere quickly with legislation templates 7

Real Estate Fundamentals How to Price a Condominium Offers Condominium Learn everything you need to know about Identify various different Condominium types Condos Discuss factors that affect pricing Learn how to prepare a perfect offer on a Learn techniques and strategies for pricing Condo Condo properties Understand how to handle multiple offers on Condos Learn negotiation tactics for Condos How to Price A Freehold Freehold Offers, Clauses & Identify different Freehold types Presentation Understand the four factors that affect pricing Learn techniques/strategies for pricing Learn everything you need to know about freehold properties Freehold property offers learn how to prepare a perfect offer on a Freehold property Understand negotiation tactics for freeholds 8

Real Estate Fundamentals Listing a Condo Seller Documentation Understand how to collect information to Understand your Seller, their motivation and market a property why you should you list their property Learn how to complete listing documentation Learn what forms to use and when to use Understand unique factors when listing a them Condo Learn how to create value and earn an income with Sellers The Art of Negotiation & Communication Learn best practices to present an offer professionally Understand how to communicate the pros and cons of an offer to your client Develop ways to negotiate \"Win/Win\" deals 9

Phase 2 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training 10

Sales Success Skills Module 1: Module 2: IXACT Module 3: Ninja Module 4: Your Building my Contact CRM & Mindset & Business Plan/ Customer Centric Business Ninja Mission/FLOW Set your goals, and focus Learn the principles of Understand the need for Understand Ninja on the activities required budgeting for your a dynamic database Mindset and Mastery to achieve them business Learn how to use the Learn how to use Review your financial Create habits that lead to IXACT Contact CRM to frequent goals and implement your success keep clients engaged interactions to stay Wealth Creation Plan Understand Morris visible to your database Discover personality Marketing tools profiles and how to deliver value for each type Module 5: Module 6: Module 7: Real Module 8: Real Estate The Seller Process/ Negotiation Skills/ Estate Investment Financing The Buyer Process Staying the Path Alternatives Explore the value of a Negotiating the gap Learn about the Learn about financing pre-list interview between Buyer and Seller advantages of Real Estate alternatives available to Create a pre-listing expectations over other traditional finance Real Estate package Learn skills to keep you investments purchases Learn and practice the engaged as a Ninja Understand which kinds Explore the differences 10-Step Buyer Process Become a proficient and of Real Estate offer the between fixed-rate Master objection handling successful Ninja through best rates of return financing, floating-rate techniques skills groups and Ninja Learn how to assess the financing, and home webinars investment potential for equity lines of credit any property Understand the Review the different kinds complications when trying of exclusive investment to finance pre- opportunities available in construction properties the market Examine strategies for Understand the key working with your components of your Real financial institution to Estate investing team generate more business 11

Phase 3 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training 12

Coaching for Performance Module 1: Building my Module 2: IXACT Contact Business CRM & Ninja Program Overview Key concepts when working with Rules of Engagement Buyers 6 Keys to Success in the business of Overcoming common challenges when Real Estate working with Buyers The benefits of being well scripted Lead generation techniques for Buyers Module 3: Ninja Mindset Module 4: Internet & Mission/FLOW Learn key concepts when working with Learn key concepts when working with Sellers Sellers Overcoming common challenges when Overcoming common challenges when working with Sellers working with Sellers Lead generation methods for Sellers Lead generation methods for Sellers Negotiating Commission Negotiating Commission 13

Phase 4 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training 14

Advanced Sales Training Leave This Course With the Confidence to Get Every Listing at Full Commission Understand the Service Excellence Program In this Program learn: The Listing Presentation using ‘Service Excellence’ How to retain clients & teach them how to send you referrals How to retain your commissions and show your worth How to handle any objection that will come your way How to use the tools offered by Royal LePage & Terrequity Lead Generation: Advanced Real Selling New Condos Geographical Farming Estate Investing Learn about the Become a Peak Producer preconstruction sales cycle Generate leads Choose the right market to Navigate the worksheet and Overcome peaks and invest in allocation process valleys in your income Perform Cash Flow and Understand TARION Identify the 7 types of Investment Analysis Warranty and what it covers negotiators and how to win Calculate Cap Rates for Understand Development Get every Buyer off the target properties Levies and closing costs fence Avoid common Investing Learn how to evaluate floor Navigate price reductions mistakes plans Real Estate – better than an RRSP 15

Terrequity's Team Building Program Terrequity provides the best Team Training and Development Programs available in the Greater Toronto Area. Terrequity’s commitment to team development is demonstrated through the various programs it offers Team Leaders and potential Team Leaders. The Team Training Programs are designed for all stages of team development. Real Estate teams can go through up to four developmental stages, depending on the goals of the Team Leader. The four stages are described below: Stage One: Involves hiring an Administrative Assistant who is responsible for performing all activities which do not require a license. Stage Two: Involves hiring a Buyer’s Agent to handle overflow Buyers or Tenant leads. Stage Three: A Team Leader moves to this Stage when the assistance of a Listing Agent or Assistant is required. Stage Four: This is the next stage in Team Development. It occurs when the Team Leader puts department heads in charge of the buying, listing and administrative areas. These department heads are responsible for the various activities of the Buyer’s Agents, Listing Agents, and Admin Staff within the Team. 16

Team Building Building a High Hiring an Adm in Assistant Hiring a Bu yer’s Agent Perform ance Team Overview The Team Leader and Team Leader learns how to A Team Profile Assessment Admin hire and train an Admin is provided to determine Assistant learn all systems Assistant need and procedures to operate Terrequity provides Team Leader learns how to an effective Stage One extensive hiring services, hire and train a Buyer’s Team including interviews, Agent Learn basic skills needed to testing, profile Terrequity provides hiring hire and manage Buyer assessments, hiring services, as well as technical Agents documents, accounting, and sales training payroll, and more! Team Operat ing Systems Team Market ing Systems Team Leader: Financial Managemen t & Wealth Building Define the operating Marketing for Real Estate Retirement and Estate structure of a high Teams Planning performance team Marketing tools, resources Principles of financial Create and implement and proven methods for strategy team tools and systems success Investments, Trust, Risk necessary to operate, such Database security and Management as the appropriate CRM, access Taxation Laws and your physical office Administration keys and Reporting premises, etc. tips 17

Team Building StagaenTdhOren ewTaerdams Minimizing Your Taxes / AYVoAuPr rSoefcilrien tgWSyesatpeomn: Self- Incorpo rating Your Business For Team Leaders who Tax strategies and key Interpret the AVA want to take their team to concepts Assessment the new level Corporate tax for small Identify the ideal How to recruit and select businesses personality profiles for additional team members, Choosing the right Tax specific positions such as: Office Advisor Coach and manage specific Administrator, Lead Tax structures for inbound personality types Coordinator Listing and outbound investments Agent(s), Accountant, etc. Taxation laws and reporting Leadership: The Key to DrBeaumsins,eGs soaPllsanasnd a BRueaylinEgstaant de Selling Business Building a S uccessful How to visualize and How to buy and sell your Team outline your personal and business business goals Best practices to follow Motivation and Morale Learn how to create when you want to retire Facilitating change dreams and goals that fuel How to maximize the value management your business of your asset—your Real Strengthen team Estate business performance Resolving workplace conflict Delegation and Time Management 18

Phase 5 Real Estate Fundamentals - Sales Success Skills - Coaching for Performance Advanced Sales Training - Technology Training 19

Technology Training IXACT Contact (CRM) Google Suites for Advanced Google Business Apps Learn to use the CRM to record/store F.O.R.D. Learn to use the power of Learn about Google Web information Gmail Sites and Blogger Understand how to build Stay connected through Understand how Hangouts deep relationships with Google Apps help you stay connected your clients Learn many Experience Picasa: Find, Edit Develop a system to be in troubleshooting tips and Share photos FLOW with your contacts Implement Activity Plans and Keep-In-Touch Plans Website Search Engine Social Marketer Optimization (SEO) Customization Designation Learn SEO success factors Choose the right domain Understand how to build Create a social media Make your website stand links & improve rankings strategy relevant to your out and attract visitors Learn the basics of HTML Real Estate business Understand how to use Code and SEO Focuses on developing different layouts and color engagement with your schemes to maximize 20 followers results Build and deepen Create an enjoyable relationships while interface experience for expanding your sphere of site visitors influence

Technology Training Overview of Social Facebook Instagram Media Platforms Learn about the Understand how importance of a business Instagram is about being Review of all critical social page and how to set it up visual media platforms Create ads on Facebook Learn how to connect with Increase your production Learn how to attract Buyers your network visually and connect to clients Generate more exposure Learn how to build and for your Listings post as a business LinkedIn Video Tools and Apps Reconnect with your Bring your marketing existing professional efforts to life with videos network Learn how to create a Generate leads and YouTube business page referrals with Use YouTube to bring recommendations and content to other social testimonials media platforms 21

10 Reasons to Begin Your Career with Terrequity 1. The Royal LePage Reputation: Since 1913, Royal LePage is the most trusted brand in Canadian Real Estate. With over 18,000 Agents in more than 700 locations from coast-to-coast, we have a network of top-producing Canadian sale professionals, who set the standard for performance and deliver a premium service experience. We are committed to helping you excel at your profession and achieve the results you want. At Royal LePage, Helping You is What We Do™. Our Past, Your Future. 2. Terrequity Realty: Royal LePage Terrequity is one of the largest Royal LePage Affiliates in Canada. Terrequity has over 500 Real Estate Agents and operates 16 offices throughout the Greater Toronto Area (GTA). Since opening in 1990, Terrequity has become a trusted name in Real Estate in Toronto. Terrequity is the only Brokerage in Toronto to win the coveted Consumers Choice Award for the past 4 years. 3. Expert Training and Coaching Programs: Terrequity’s Training and Development Programs are top-notch in the industry. Terrequity offers over 125 different training and skills-building courses annually, through a curriculum that is unmatched anywhere in the GTA. 4. First-Class, Full-Service Support: Terrequity is a full-service, full-representation brokerage. We provide the best staff, tools and systems to help our Agents build great businesses. Any Terrequity Real Estate Agent can use and operate out of any of Terrequity’s 7 Regional offices 24 hours a day, 7 days a week! 5. Marketing Support: Terrequity provides a myriad of marketing tools and support to save you money and help build your business, including: Business Cards, “For Sale” signs, customized Listing/Buyer Presentations, Newsletters and Special Occasion e-cards, Geographical Annual Farming Campaigns, Action Plans for easy Repeat and Referral Business, and much more! 6. Team-Building Training and Support: Terrequity puts a unique focus on helping its top Real Estate Agents take their career to another level – by building a team. Terrequity not only offers the most comprehensive team-building training program in Canada, but also offers a number of other unique services designed to help a Real Estate Agent make a 7-figure income. (Learn more on Page 22) 7. Technology Tools and Systems: Terrequity is the market leader in the area of technology. From its first-class communication system to its industry-leading websites, Terrequity provides you with state-of-the-art tools and systems to profit every area of your business. 8. Representative Discounts: Terrequity provides outstanding discounts for its Real Estate Agents by sponsoring up to 50% of the costs a Real Estate Agent would pay at any competing brokerage. These discounts not only improve the profitability of an Agent’s business by keeping costs low, but also saves precious time and effort that would otherwise be put into negotiating better prices. 9. Terrequity Scholarship Program: Each year Terrequity awards dozens of scholarships for future Real Estate Agents who are committed to being successful and need assistance in getting started. This scholarship reimburses school costs, provides free exam prep sessions, sponsors start-up costs, and provides free training as well as one-on-one coaching when licensed to help every candidate succeed the first time! 10. Community Involvement: Being part of Terrequity is more than being a great Real Estate Agent, it is being an important part of the community. Terrequity is the only individual Brokerage in Canada with its own charitable foundation dedicated to helping our most precious asset – our children! Through Terrequity Children’s Foundation, we contribute thousands of dollars each year to children’s charities throughout the GTA, and make a significant impact on our community. 22

Office Locations 1 Sparks Avenue, Suite 11 - Head Office 200 Consumers Road, Suite 100 - North York 10 Yonge Street South - Toronto 293 Eglinton Avenue East - Toronto 3082 Bloor Street West - Etobicoke 160 The Westway - Etobicoke 95 Queen Street South - Mississauga 8165 Yonge Street - Thornhill 3000 Garden Street, Unit 101A - Whitby © 2022 Terrequity Corporation. All rights reserved