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Seminar Topics



Sales and Marketing

Conversational Selling in Today’s Market

Suitable for beginners and seasoned professionals. This seminar will provide a unique opportunity to learn new skills related to understanding and analysing client needs. It will also provide an invaluable opportunity to refine old ones.

Focussing on key skills used by top professional sales people and negotiators who make the whole exercise seem effortless, this seminar will address
  • the art of questioning,
  • handling objections, and
  • using the phone.
It will also include a focus on  
  • How to respond to buyers and make presentations that address what they want to know in order to make the buying decision.
A feature of this session will be the opportunity for participants to practice their skills in roleplays that practice questioning skills and the handling of objections.

Speaker:                                       Garret Norris
CPD Points:                                   12
TRaining Package Reference:      Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

Introduction to Advanced Negotiation

“Where the buyer wants to buy and
the seller wants to sell and
the basis of the business needs agreeing”

Suitable for beginners and seasoned professionals. Providing an invaluable opportunity to review and deepen negotiation skills and with a special focus on the question, "How do we want the other party to feel at the end of the sale", this seminar with provide a unique, practically oriented, view of
  • the boundaries of negotiation, 
  • the place of negotiation in the marketing and sales process, 
  • planning the negotiation, and
  • handling the stress of negotiating.
A feature of this session will be the opportunity for participants to practice their skills in roleplays that practice key negotiation skills.

Speaker:                                       Garret Norris
CPD Points:                                   12
TRaining Package Reference:      Relates to Unit of Competency CPPDSM4017A - Negotiate effectively in property transactions

Getting Referrals

Suitable for beginners and seasoned professionals. 

Focussing on key skills used by top professionals who make the whole exercise of making profitable contacts seem effortless, this seminar will address
  • where to ger referrals using the idea of "the referral tree",
  • how to ask for for referrals,
  • overcoming the fear of asking for referrals, and
  • the client acquisition hierarchy.
A feature of this session will be the opportunity for participants to practice their skills in roleplays that practice proven referral scripts.

Speaker:                                       Garret Norris
CPD Points:                                   12
TRaining Package Reference:      Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

Personal Branding

Suitable for beginners and seasoned professionals. 

Focussing on key strategies used by top professionals whose ability to position themselves in the market place and in the attention of potential clients, provides them with compelling competitive advantage, this seminar will address
  • strategic presentation and networking skills
  • emotional contracting
  • how to construct a personal biography statements, and 
  • the strategic use of testimonials and accolades.
A feature of this session will be the opportunity for participants to practice their skills in roleplays that practice presentation and networking skills that enable healthy emoptional contracting.

Speaker:                                       Garret Norris
CPD Points:                                   12
TRaining Package Reference:      Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

Relationship and Team Building

Introduction to Emotional Intelligence

Suitable for beginners and seasoned professionals. 

Developed from research into talent and success spanning the last half century, the seminar will provide a what is for many a ground-breaking introduction to personal life skills that not only enhance business success they flow over powerfully into many aspects of life. Participants will be introduced to the the way that concepts of
  • self awareness,
  • self regulation,
  • the place of accurate empathy, and
  • social effectiveness
many be used to understand emotional intelligence.

A feature of this and session will be the opportunity for participants to learn, practice and reflect on the great value that can be gained by increasing mindfulness in these four areas.

Speaker:                                      Dr Peter Carblis
CPD Points:                                  12
TRaining Package Reference:     Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

The Elements of Emotional Awareness

Suitable for beginners and seasoned professionals. 

Developed from international research into the place, nature and expression of emotions this enjoyable seminar will provide powerful insights into the nature of emotion and its place in both the workplace and our personal lives. Participants will be introduced to the the way that concepts of
  • body systems,
  • our language (thoughts and words), and
  • social and cultural background 
profoundly affect how we relate to others and impact on our personal lives and careers.

A feature of this and session will be the opportunity for participants to learn, practice and reflect on the great value that can be gained by becoming personally aware of how emotions work in ourselves and those around us.

Speaker:                                      Dr Peter Carblis
CPD Points:                                  12
TRaining Package Reference:     Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

Working Across Cultures

Suitable for beginners and seasoned professionals. 

Developed from international research into the effect of our cultural backgrounds on how we think, work and relate, this inspiring session will introduce participants to key "dimensions of culture". Participants will be introduced to the the way that different cultures and personalities handle
  • uncertainty,
  • authority,
  • care, and
  • time management.
A feature of this session will be the opportunity for participants to learn, practice and reflect on the dimensions thus introduced. Those who participate in learning in this area gain a valuable foundation for the understanding and managing of conflict and providing leadership in the workplace and personal life.

Speaker:                                      Dr Peter Carblis
CPD Points:                                  12
TRaining Package Reference:     Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships

Personality, Cooperation and Conflict

Suitable for beginners and seasoned professionals. 

Developed from international research into personality and  personal style the interesting seminar will focus on how aspects of our basic personality can be used to predict with whom who we find it easy to work and relate and with whom are likely to find ourselvesin conflict. Participants will be introduced to a simple but profound approach to personality thet will help us understand how such things as the
  • degree of extroversion,
  • need for control,
  • desire for order, and the
  • pace at which we want to live
profoundly affects how we work and relate.

A feature of this and session will be the opportunity for participants to learn, practice and reflect on the dimensions thus introduced. Those who participate in learning in this area gain valuable insights important for career seccess as well as benefits for their personal lives.

Speaker:                                      Dr Peter Carblis
CPD Points:                                  12
TRaining Package Reference:     Relates to Unit of Competency CPPDSM4005A - Establish and build client-agency relationships